Question 1

Which of the following meeting delegates\' profiles is correct?

Accepted Answer

d. Attendees at conventions always travel on an expense account, and hence spend much more than an average leisure traveler.

Question 2

The meetings of nonprofit organizations are most like those of and should be sold and serviced just like them.

Accepted Answer

b. associations

Question 3

The association market can best be described by the following:

Accepted Answer

d. Both b and c.

Question 4

The Internet is used by meeting planners to:

Accepted Answer

d. all of the above.

Question 5

Conference centers differ from hotels in the following way/s

Accepted Answer

d. all of the above

Question 6

Which of the following statements about SMERF meetings is false?

Accepted Answer

c. SMERF group members tend to spend money freely at hotel restaurants.

Question 7

The two types of hospitality operations that have emerged with the growth of the meetings and convention industry are:

Accepted Answer

d. the conference center and the all-suite hotel.

Question 8

A corporation has decided to reward top performing employees with travel packages. Which of the following types of professional meeting planners specializes in services for guests whose travel packages are company rewards?

Accepted Answer

c. incentive travel houses

Question 9

Convention centers are typically supported by which of the following types of taxes?

Accepted Answer

***

Question 10

The practice of evaluating a meeting group\'s spending patterns and potential before booking them is termed:

Accepted Answer

c. revenue management.

Question 11

Maria, a corporate training director, is planning a series of small group meetings to focus on enhancing the supervisory skills of managers. These types of meetings are best described as:

Accepted Answer

c. workshops.

Question 12

In the conventions and meetings industry, all of the following are categorized as nonprofit organizations except:

Accepted Answer

c. corporations.

Question 13

Which of the following types of meeting facilities was originally positioned to attract business travelers and the relocation market?

Accepted Answer

c. all-suite hotels

Question 14

Meeting planners are increasingly choosing second-tier cities for their meetings. Which of the following is an example of a second-tier city?

Accepted Answer

**

Question 15

Large national associations and corporations are most likely to have planners organizing their meetings:

Accepted Answer

a. full-time

Question 16

Which of the following best describes the relationship between marketing and sales?

Accepted Answer

c. Marketing is the ground work on which sales are based.

Question 17

A competition analysis should be done at least:

Accepted Answer

b. quarterly.

Question 18

In order to effectively position a property, one should take into consideration the property\'s:

Accepted Answer

e. all of the above.

Question 19

The ______________ traces the property\'s past, present and potential operating statistics, including sales patterns over a three-to-five year period.

Accepted Answer

c. business status and trend summary

Question 20

___________ is one of the most commonly used budgeting methods where money is budgeted at levels to get the job done.

Accepted Answer

b. Zero-based budgeting

Question 21

Most hospitality marketing strategies emphasize benefits rather than the tangible physical features the property offers. This fact relates most directly to which of the following elements of the marketing mix?

Accepted Answer

d. product

Question 22

Today\'s hospitality industry is fast-paced and ever-changing. In spite of this fact, developing a long-range marketing plan:

Accepted Answer

c. is important for keeping up with competing companies, which typically use such plans.

Question 23

Business goals should be specific and measurable. In particular, marketing objectives and action plans should be specific in terms of all of the following except:

Accepted Answer

d. position relative to potential competitors.

Question 24

Which of the following statements about implementing a marketing plan is true?

Accepted Answer

d. Since the marketing plan is the foundation for sales efforts, it is important that the entire sales team get familiar with the plan\'s goals and objectives.

Question 25

Facing sagging revenues, the general manager of a hotel calls in the director of marketing and tells her to justify recent expenditures on market research projects. The director of marketing would do best to tell the GM which of the following?

Accepted Answer

b. \"Market research is an essential part of gauging consumer preferences and developing plans that will enable us to meet our sales goals.\"

Question 26

The four to six properties that are the most important competition for your hotel are called your:

Accepted Answer

c. competitive set.

Question 27

Which of the following statements best summarizes the purpose of a marketing plan?

Accepted Answer

d. The increased competition and sophistication of the hospitality industry today have increased the need to apply marketing principles to develop successful sales techniques and strategies.

Question 28

Which of the following statements about implementing a marketing plan is false?

Accepted Answer

c. While non-sales departments should be familiar with the property\'s marketing plan, the role they play in the success of the property\'s sales efforts is insignificant.

Question 29

After conducting market research, the next step in developing a marketing plan is to:

Accepted Answer

d . select target markets

Question 30

In order to fully implement a zero-based budgeting process in the marketing department, an organization would first have to develop:

Accepted Answer

b. marketing action plans

Question 31

The three methods of filing commonly used are based on:

Accepted Answer

b. key word, numerical, alphabetical

Question 32

Advantages that are attributed to the use of regional sales offices is/are?

Accepted Answer

e. both b and c

Question 33

A quick summary of information for the sales effort--names, titles, addresses, phone numbers, size of the group--is contained on the:

Accepted Answer

c. tickler file

Question 34

The main component of a virtual sales office is:

Accepted Answer

a. a laptop computer.

Question 35

Which is not true about the database marketing?

Accepted Answer

d. Computers, to date, have not been helpful in developing database marketing applications.

Question 36

Because a meeting planner needs to trust that the hospitality salesperson can deliver what he or she promises, more and more hotels that serve the meetings market:

Accepted Answer

d. are instructing salespeople not to make commitments that they may not be able to fulfill.

Question 37

Which of the following statements about independent hotel representatives is false?

Accepted Answer

b. An independent hotel representative usually coordinates all promotional materials for the hotels he or she serves.

Question 38

Which of the following statements about computer applications in a hotel sales office is false?

Accepted Answer

b. Computers are making it necessary for salespeople to spend more time in the office and less time making personal sales calls

Question 39

Which of the following hotel chains, headquartered in Canada, teamed up with the Professional Convention Management Association (PCMA) to develop a training program for their convention service managers that is designed to improve service to meeting groups?

Accepted Answer

d. Delta

Question 40

Which of the following is least likely to be found in a standard operating procedure manual?

Accepted Answer

b. Our hotel\'s target markets are business travelers and corporate meetings.

Question 41

The following statement most clearly aligns with __________. \"The group that needs a small room block but requires all of a hotel\'s meeting space is not appealing.\"

Accepted Answer

d. yield and revenue management

Question 42

Danny, a new salesman at a hotel, is learning what goes on in sales meetings. Sales managers typically hold sales meetings for all the following reasons except:

Accepted Answer

b. to give input to managers of other departments on how to supervise their personnel.

Question 43

A human resources director who is reviewing resumes should be surprised to see which of the following on the resume of a convention sales manager?

Accepted Answer

d. Reported to the front office manager.

Question 44

Some properties are cautious about tentative bookings; they do not want to lose out on other business while protecting a tentative account that may not \"go definite.\" That is why it is important to limit the length of a hold by designating a(an):

Accepted Answer

b. option date.

Question 45

Which of the following is the major factor in determining how far in advance national association meetings are booked?

Accepted Answer

b. size of meeting

Question 46

Of the following four factors, which is the least important to association meeting planners in the selection of a hotel?

Accepted Answer

c. newness of facility

Question 47

The most active month for association conventions, both in the number of events held and the number of attendees, is:

Accepted Answer

a. January.

Question 48

The recent airfare savings realized with a Saturday night stay-over have, according to Jim Tierney, Vice President of Marketing, Amelia Island:

Accepted Answer

c. made it easier to attract convention participants by offering frequent flier points as part of the stay.

Question 49

The __________________ is the key person for the initial screening of a suitable association convention site, and he/she imposes great influence over the final selection.

Accepted Answer

c. association director

Question 50

Which of the following statements about the association market is true?

Accepted Answer

c. Conventions constitute a major effort on an association\'s part, and they are planned and conducted as such.

Question 51

All other factors being equal, which of the following properties is likely to get the most association business?

Accepted Answer

d. the hotel that is closest to the airport

Question 52

Which of the following statements about associations\' state and regional conventions is true?

Accepted Answer

d. Regional conventions can be sponsored by the national association or by the state or regional association of that area.

Question 53

Which of the following statements concerning geographic restrictions and lead time for association meetings is true?

Accepted Answer

a. Many state organizations, as part of their constitutions, have limited site selections to within their own states.

Question 54

Bart, a hotel salesperson, has been given the name of an association -- the Association of Corporate Travel Executives -- and he is supposed to find its address, phone number, and contact person. The hotel has not solicited business from this organization before. Bart should look for this information in any of the following sources except:

Accepted Answer

d. the master card for this account.

Question 55

All of the following are ways associations earn money from conventions except

Accepted Answer

b. through bed taxes.

Question 56

Which of the following statements about what association meeting planners look for in a convention site is true?

Accepted Answer

a. Association planners prefer to house attendees at the same property, if possible.

Question 57

Generally, all properties selected as finalists for an association meeting have been approved by which of the following association parties?

Accepted Answer

d. the association\'s executive director

Question 58

. A final list of candidates to host an association\'s meeting is usually presented to for the final selection.

Accepted Answer

c. the association\'s board of directors

Question 59

Small associations that cannot afford a full-time executive are most likely to hire ______________ to manage their meetings.

Accepted Answer

b. an association management company

Question 60

Which of the following would best describe the corporate meetings market?

Accepted Answer

a. There is no set geographical pattern to corporate meetings.

Question 61

The association and corporate meeting markets are closely related, but there are major differences. Which of the following is correct?

Accepted Answer

b. The lead time tends to be longer for association conventions.

Question 62

Corporate meeting business is divided into various types of meetings. Which of the following characteristics is true?

Accepted Answer

d. Training meetings account for the largest number of corporate meetings in hotels.

Question 63

Of the following types of properties, which one is most frequently used by corporate meeting planners for their meetings?

Accepted Answer

c. downtown hotels

Question 64

The Gala Resort Hotel is 85 miles from the nearest large city and airport and 35 miles from the nearest highway. It has a swimming pool and tennis courts, and there is a golf course nearby. Its rooms have a beautiful view of the countryside and a mountain range in the distance. Its meeting rooms are limited in quantity and quality. Which of the following statements about this property\'s potential for corporate sales meeting business is true?

Accepted Answer

d. The property\'s chances of attracting corporate sales meeting business would improve significantly if it offered special pre-registration service to such groups.

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