CHP Sales & Marketing in Hospitality 2

Question 1

A hotel's revenue manager notices the average daily rate (ADR) is strong but occupancy is low. Which pricing strategy should be considered first?

Accepted Answer

Lower rates selectively during low-demand periods to stimulate occupancy

Answer

Selectively lowering rates during low-demand periods can stimulate occupancy without permanently undermining rate integrity.

Question 2

Which metric best measures the overall revenue performance of a hotel's rooms department per available room?

Accepted Answer

RevPAR (Revenue Per Available Room)

Answer

RevPAR combines both occupancy and rate into a single metric that reflects total room revenue efficiency.

Question 3

A sales manager is preparing a proposal for a corporate account that books 500 room nights annually. What should the proposal emphasize above all else?

Accepted Answer

The value and ROI the hotel delivers relative to the client's specific travel patterns

Answer

Corporate proposals must demonstrate ROI and align hotel benefits with the client's specific travel volume and needs.

Question 4

In hospitality marketing, what does 'market segmentation' allow a property to do?

Accepted Answer

Target specific groups with tailored offers and messaging

Answer

Market segmentation allows properties to customize marketing messages and pricing strategies for distinct guest groups.

Question 5

A hotel wants to increase direct bookings and reduce OTA commission costs. Which tactic is most effective?

Accepted Answer

Offer exclusive perks and best-rate guarantees on the hotel's own website

Answer

Best-rate guarantees and exclusive perks incentivize guests to book directly, reducing commission expenses.

(CHP) Certified Hospitality Professional Practice Test

(CHP) Certified Hospitality Professional Practice Test

CHP Sales & Marketing in Hospitality 2