Sales, Marketing & Distribution Flashcards
6 cards from real CHA practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 6 Sales, Marketing & Distribution flashcards as text
Which of the following BEST describes the concept of yield management in hotel rooms?
Answer: Maximizing revenue by selling the right room to the right guest at the right price through the right channel at the right time
Yield management optimizes revenue by dynamically adjusting pricing and inventory allocation across segments and channels based on demand forecasts.
A hotel is launching a flash sale offering 40% off for bookings made within 48 hours. This tactic is designed primarily to:
Answer: Generate short-term demand for distressed inventory — rooms likely to go unsold
Flash sales stimulate last-minute demand for rooms that would otherwise go unsold, converting zero revenue into discounted but positive revenue contribution.
A hotel's booking window refers to:
Answer: The time between when a reservation is made and the arrival date
Booking window or lead time analysis helps revenue managers understand demand patterns and optimize pricing and inventory allocation strategies.
In hotel marketing, content marketing is MOST effectively used to:
Answer: Attract and engage potential guests by providing valuable information related to their destination and travel interests
Content marketing builds organic awareness and trust by providing destination information, travel tips, and hotel stories that attract prospective guests before they have decided where to stay.
A hotel's corporate rate program is MOST effectively managed by:
Answer: Analyzing account production and negotiating rates based on volume commitment and yielding value
Corporate rate negotiation must be based on actual production data — accounts that deliver more room nights justify deeper discounts.
A hotel's social media strategy should primarily aim to:
Answer: Build brand awareness, engage with the guest community, showcase the guest experience, and manage online reputation
Social media's primary value is relationship-building, brand storytelling, and community engagement — not just promotional rate distribution.