CHP Sales & Marketing in Hospitality 3

Question 1

During a site inspection for a large conference, which aspect of the hotel should a sales manager highlight first to a meeting planner?

Accepted Answer

The meeting space capacity, layout flexibility, and AV capabilities

Answer

Meeting planners prioritize whether the event space can accommodate their group's size, setup needs, and technical requirements.

Question 2

What does 'yield management' (also known as revenue management) primarily seek to optimize in a hotel?

Accepted Answer

Revenue from perishable inventory by adjusting pricing based on demand

Answer

Yield management maximizes revenue from perishable room inventory by selling the right room to the right guest at the right price.

Question 3

A hotel's NPS (Net Promoter Score) drops significantly. What marketing action is most appropriate?

Accepted Answer

Investigate root causes of dissatisfaction and address service gaps before resuming aggressive marketing

Answer

Marketing spend is wasted if underlying service issues drive negative word-of-mouth; fixing the product must precede promotion.

Question 4

Which distribution channel typically generates the highest profit margin for hotels?

Accepted Answer

Direct bookings via the hotel's own website or call center

Answer

Direct bookings eliminate third-party commissions (typically 15–25%), resulting in higher net revenue per booking.

Question 5

A hotel salesperson is using the SPIN Selling methodology during a client call. What does the 'N' in SPIN stand for?

Accepted Answer

Need-payoff

Answer

In SPIN Selling, 'N' stands for Need-payoff questions, which help the client articulate the value of solving their problem.

(CHP) Certified Hospitality Professional Practice Test