CHA Sales, Marketing & Distribution

Question 1

A hotel's rate parity agreement with OTAs requires the hotel to:

Accepted Answer

Offer identical rates on all booking channels including direct and OTA channels

Answer

Rate parity requires the hotel to offer the same best available rate on all channels — preventing OTAs from undercutting the hotel's direct channel or vice versa.

Question 2

The Global Distribution System is primarily used by:

Accepted Answer

Travel management companies and travel agents to book corporate and group hotel reservations

Answer

GDS platforms connect hotels with travel management companies and travel agents primarily serving corporate and group travelers.

Question 3

A hotel marketing manager is developing a segmentation strategy. Which segmentation basis is MOST relevant for hotel room revenue management?

Accepted Answer

Behavioral and purpose-of-travel segmentation such as business versus leisure and individual versus group

Answer

Revenue management is most directly driven by purpose-of-travel and booking behavior segments — these determine price sensitivity, length of stay, booking window, and channel preference.

Question 4

A hotel's conversion rate in digital marketing measures:

Accepted Answer

The percentage of website visitors who complete a booking

Answer

Conversion rate equals bookings divided by website visitors multiplied by 100. It is the primary metric for measuring direct booking website effectiveness.

Question 5

In hotel group sales, a tentative hold on a block of rooms means:

Accepted Answer

The rooms are temporarily reserved pending contract execution, with a deadline for the group to commit

Answer

A tentative hold reserves inventory temporarily while the group contract is negotiated, with a cutoff date to convert to definite status or release the space.

(CHA) Certified Hospitality Administrator Practice Test

(CHA) Certified Hospitality Administrator Practice Test

CHA Sales, Marketing & Distribution