Hospitality and Tourism Hotel Sales and Marketing 2

Question 1

What is a 'request for proposal' (RFP) in hotel group sales?

Accepted Answer

A formal document sent by event planners requesting pricing and availability

Answer

An RFP is how meeting planners and corporate clients formally request room blocks, meeting space, and catering proposals from hotels.

Question 2

What does 'GDS' stand for in hotel sales and distribution?

Accepted Answer

Global Distribution System

Answer

The Global Distribution System (GDS) — including Sabre, Amadeus, and Travelport — connects hotels with travel agents worldwide for bookings.

Question 3

What is the primary objective of a hotel's sales department?

Accepted Answer

Generating room revenue through group business, corporate accounts, and event sales

Answer

The hotel sales department drives revenue by securing corporate accounts, group room blocks, meetings, and events.

Question 4

What is 'competitive set' (comp set) in hotel benchmarking?

Accepted Answer

A group of comparable hotels used for performance comparison

Answer

A comp set is the specific group of similar hotels (by location, size, and segment) that a hotel uses to benchmark its RevPAR and market share.

Question 5

What is a 'corporate rate' in hotel sales?

Accepted Answer

A negotiated discounted rate offered to businesses for their frequent travelers

Answer

Corporate rates are discounted rates negotiated between a hotel and a company in exchange for a guaranteed volume of room nights.

Hospitality and Tourism Practice Test