CFSP Marketing & Sales Management 2

Question 1

What does 'RevPASH' measure in foodservice sales analysis?

Accepted Answer

Revenue Per Available Seat Hour

Answer

RevPASH (Revenue Per Available Seat Hour) measures how efficiently a restaurant generates revenue from its seating capacity over time, combining occupancy and check average.

Question 2

A restaurant's average check is $22 and its customer retention rate is 65%. What marketing strategy would MOST directly improve long-term revenue?

Accepted Answer

Implementing a structured loyalty rewards program

Answer

A loyalty rewards program directly addresses customer retention by incentivizing repeat visits, which is more cost-effective than constantly acquiring new customers.

Question 3

Which of the following is an example of primary market research for a foodservice operation?

Accepted Answer

Conducting in-house customer surveys about menu preferences

Answer

Primary research is collected directly from original sources — in this case, surveying actual customers yields first-hand data specific to the operation.

Question 4

What is 'customer lifetime value' (CLV) in the context of foodservice marketing?

Accepted Answer

The projected total revenue a customer generates over their entire relationship with the operation

Answer

CLV represents the total net revenue a business can expect from a customer over the entire duration of their relationship, guiding investment in retention strategies.

Question 5

A catering company wishes to expand its corporate lunch business. Which marketing approach would be MOST effective?

Accepted Answer

Sending personalized proposals and sample menus to HR managers at nearby companies

Answer

B2B catering sales require direct outreach to decision-makers like HR or office managers, making personalized proposals far more effective than broad consumer advertising.

(CFSP) Certified Foodservice Professional Practice Test

(CFSP) Certified Foodservice Professional Practice Test

CFSP Marketing & Sales Management 2