Sales & Marketing in Hospitality Flashcards

Which of the following best describes 'upselling' in a hotel front desk context?

Answer: Encouraging a guest to upgrade to a higher room category or add services at check-in

Upselling at the front desk increases revenue per guest by offering enhanced experiences at a premium price.

What is the primary role of a catering sales manager in a hotel?

Answer: Selling and coordinating food, beverage, and event services for banquets and meetings

Catering sales managers focus on selling event and banquet services while coordinating between clients and operational departments.

A hotel uses dynamic pricing that raises rates when demand is high and lowers them when demand is soft. This is an example of which strategy?

Answer: Demand-based pricing (dynamic pricing)

Demand-based dynamic pricing adjusts room rates in real time based on current and forecasted demand to maximize revenue.

In hotel group sales, what is a 'room block'?

Answer: A guaranteed number of rooms held for a specific group at a negotiated rate

A room block reserves a defined number of rooms for a group, protecting inventory while providing the group with guaranteed availability and rate.

Which of the following is a 'push' marketing strategy in hospitality?

Answer: Offering travel agents higher commissions to promote your property

Push marketing involves incentivizing intermediaries like travel agents to actively promote and sell your property to end consumers.

A hotel sales team is setting SMART goals for the upcoming quarter. What does the 'M' in SMART stand for?

Answer: Measurable

SMART goals must be Measurable so progress can be tracked and success objectively evaluated.

What is the main purpose of a hotel's 'rate parity' agreement with OTAs?

Answer: To maintain consistent pricing across all distribution channels

Rate parity agreements require hotels to offer the same rate across all channels, preventing price undercutting between distribution partners.