CMM Venue Selection & Contract Negotiation 3

Question 1

When negotiating AV services with a hotel, which approach typically saves the most cost?

Accepted Answer

Getting competitive bids from outside AV companies and using them as leverage in negotiations

Answer

Obtaining outside AV bids creates competitive pressure that can reduce in-house AV pricing or lead to better terms for using a preferred outside vendor.

Question 2

A 'cutoff date' in a hotel room block contract refers to:

Accepted Answer

The last date attendees can book rooms at the contracted group rate

Answer

The cutoff date is the reservation deadline after which the hotel releases unsold block rooms to the general public and group rates are no longer guaranteed.

Question 3

Which clause allows a meeting planner to cancel a contract without penalty if the venue is sold or changes ownership?

Accepted Answer

Change-of-ownership clause

Answer

A change-of-ownership clause protects the planner if the hotel is sold or rebranded, allowing cancellation since the contracted entity has materially changed.

Question 4

What is the standard industry ratio commonly negotiated for complimentary rooms?

Accepted Answer

1 comp per every 40–50 paid rooms

Answer

Industry standard typically allows one complimentary room per 40 to 50 paid room nights, though larger groups can often negotiate better ratios.

Question 5

In a hotel contract, 'published rates' refer to:

Accepted Answer

The hotel's standard retail room rates available to the general public

Answer

Published rates are the hotel's standard public rates (rack rates), against which group discounts are measured to show the value of the negotiated block rate.

CMM - Certified Meeting Management Practice Test

CMM - Certified Meeting Management Practice Test

CMM Venue Selection & Contract Negotiation 3