CHP Sales & Marketing in Hospitality 4

Question 1

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

Accepted Answer

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

Answer

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

Question 2

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

Accepted Answer

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

Answer

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

Question 3

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?

Accepted Answer

Demand-based pricing (dynamic pricing)

Answer

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

Question 4

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

Accepted Answer

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

Answer

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

Question 5

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

Accepted Answer

Offering travel agents higher commissions to promote your property

Answer

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

(CHP) Certified Hospitality Professional Practice Test