question

Which of the following organizations offer a program through which professionals can achieve the designation Certification in Meetings Management (CMM)?

answer

Meetings Professionals International

question

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

answer

Corporations

question

Association delegates spend approximately $322 per day at national conventions. Over 50 percent of this is spent on:

answer

Hotel restaurants

question

"Sales" and "Marketing" do not mean the same thing. Marketing is:

answer

includes sales but is more than sales

question

Which of the following statements about marketing is true?

answer

Marketing focuses on creating new products, markets, and strategies for future growth

question

When conducting a property analyses, hospitality managers should ask themselves certain questions if they want to attract meeting and convention business. All of the following are those kinds of questions except:

answer

Would a meeting planner think our company's organization chart is simple enough?

question

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

answer

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

Which of the following steps in the cycle of marketing planning involves the property, competition, and marketplace analysis?

answer

Conducting market research

question

A hotels director of marketing sends the chief engineer a copy of the newly created marketing plan. The chief engineer should

answer

get familiar with the plans goals, determine engineering's role in meeting those goals, and make an action plan for engineering

question

The third step in preparing a hotel's marketing plan is

answer

Establishing objective and action plans

question

Which of the following is not a criterion for function rooms in new construction or renovation?

answer

All of the above should be considered

question

Which of the following is not an important factor you should analyze about your property when considering going after the meetings business

answer

All of the above are important considerations

question

The business status and trends summaries are part of the _________ analysis

answer

PROPERTY

question

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

answer

An independent hotel representative can act as a human resources consultant and help hire the sales staff

question

All of the following are considerations a director of sales should keep in mind when assigning individual accounts to sales people expect:

answer

Salespeople like to service each others' accounts on occasion to get to know some of the meeting planners that visit the property

question

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

answer

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

question

At which of the following sales meetings would it be most appropriate to discuss prospects, bookings, and service procedures?

answer

Weekly staff meetings

question

Computer technology has had the greatest impact on which of the following components of yield management?

answer

Predicting or forecasting demand

question

An effective sales effort begins with standardized guidelines for each step of the sales and servicing process. That is why ____ is so important.

answer

A standard operating procedures manual

question

It is currently February. A meeting planner tells a hotel sales representative that no meeting plans for the coming year will be finalized until May. The sales representative wants to remind herself to contact this meeting planner on April 1st. She should place a record in the __________ for April 1st.

answer

Account File

question

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:

answer

An option date

question

The ________ is the standard file folder that serves as the summary for the sales effort. It contains all of the group's information including tentative and definite booking information.

answer

Master Card

question

Which of the following types of hotels benefit most from the Saturday night stay-over requirements of many of the airlines?

answer

Motels

question

Which of the following individuals is generally not involved in the site selection decision of association meetings?

answer

Passenger traffic manager

question

Which of the following is not true of national association conventions?

answer

33% of these conventions are held in conjunction with a trade show

question

Which of the following best describes the national association convention?

answer

Average duration is 3-5 days

question

National association conventions generally begin on _______ and run through.

answer

None of the above

question

Which of the following statements about price and duration of association meetings is true?

answer

Most conventions with exhibitions meet for no fewer than three days

question

Of the following who probably has the most influence on the site selection decision for association meetings?

answer

Association executive director

question

Which of the following statements about association meeting planners is false?

answer

Most are new to the meetings industry and recently graduated from college

question

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

answer

Nearly all associations meeting planners prefer to have all attendees staying at the same property if possible

question

Which of the following types of association meetings is typically smaller than a conference and often focuses on training and continuing education?

answer

A seminar or workshop

question

Which of the following does not correctly characterize a corporate meeting?

answer

Minimal cancellation risk

question

Which of the following statements about attendance policy and the multi-booking potential of corporate meetings is true?

answer

Attendance at corporate meetings is voluntary, so corporate meeting planners must work hard to choose attractive meeting sites

question

Which of the following job titles/positions in a corporation would be involved in meeting planning?

answer

All of the above

question

Which of the following associations is an organization of corporate travel managers?

answer

Global Business Travel Association (GBTA)

question

Which of the following types of meetings sites has the best change of getting business from a corporate meeting planner who is looking for an informal atmosphere, a variety of shopping opportunities, and plenty of free parking?

answer

A suburban hotel

question

Which of the following types of corporate meeting is meeting is most likely to receive press coverage and provide an opportunity to "show off" the hotel?

answer

New product introduction/dealer meetings

question

An important characteristic of this type of corporate meeting is that each attendee is a potential customer for meetings within his or her own division or company.

answer

Management meetings

question

The number of attendees at the type of corporate meeting is often smaller, than the others, but there are more planned each year

answer

Training meetings

question

Companies sometimes find it necessary to hold _____________ meetings for non-employees.

answer

Stockholder

question

Which of the following publications is probably least effective in reaching corporate meeting planners because of its broad approach and readership

answer

Wall Street Journal

question

Which of the statements about corporate meetings is false

answer

Online booking for small corporate meetings is decreasing in popularity

question

Which of the following statements about the corporate meetings market is false?

answer

With corporations there is a strong likelihood that meeting rooms will have to be changed at the last minute due to larger than anticipated attendance

question

Which of the following is true of third-party meeting planners:

answer

All of the above are true

question

When a corporation has centralized meeting planning, a hotel salesperson should expect to deal with:

answer

A professional meeting planner

question

Hotel salespeople are encouraged to try to speak with the president or another high-ranking corporate executive when soliciting meetings business because:

answer

All of the above

question

Once a property's sales team has determines which nonprofit groups it can best serve, the team should

answer

Start soliciting local chapters of national groups

question

The Invitation For Bid (IFB) and Request For Proposal (RFP) procedures are most commonly associated with the following group:

answer

GOVERNMENT

question

The following statement describes ___________ types of meetings. "Programs usually consist of a short business meeting, a memorial service, and a Saturday night banquet.

answer

Military Reunion

question

Average expenditure per delegate per stay is highest in which of the following types of conventions?

answer

Government

question

A hotel marketing director is designing a meeting services package for governmental groups in the area. It is to include meeting services, food, beverages, and lodging. Which of the following types of information would give him the most helpful information about how he should design it?

answer

Current per diem guidelines for the area

question

Which of the following best describes nonprofit organizations?

answer

They are usually staffed with permanent employees and volunteers and are overseen by a board of directors.

question

Juanita is an experienced hotel sales director who knows the SMERF meetings market well. Which of the following would most likely surprise her, considering the types of groups these organizations represent?

answer

An educational meeting that lasts 2 week

question

The Jubilato Hotel is a beachfront resort property in Florida that has limited meeting space but the latest in audiovisual equipment in its meeting rooms. As is typical of resort hotels, the Jubilato has a number of recreational facilities on site and several others within easy walking distance. The marketing director and the director of sales are discussing the strengths of their property and the market segments they should target. Which of the following groups is least likely to be put off by the lack of meeting space?

answer

Incentive Travelers

question

The following four characteristics most clearly describe: • High spouse attendance • High per-person expenditures • A number of social functions • Several sponsored functions, providing good food and beverage revenue

answer

Labor Unions

question

A bridge statement is often used in the opening of a personal sales call. The purpose of a bridge statement is to:

answer

Lead into the main body of the presentation

question

In which of the following steps of a personal sales cal is it important to ask open-ended questions?

answer

Getting prospect involvement

question

Which of the following types of events focuses on contracting potential clients in a concentrated area over a brief period of time (usually three days)?

answer

A sales blitz

question

A prospective client wants to get a closer look at the Meadows Hotel so she can better decide wherether she should book a meeting there. The group she represents is small and is scatered throughout the country. Since the prospect seems serious about considering the hotel the salesperson handling her account should plan:

answer

A site inspection

question

The three areas that should be researched in the pre-call planning step of personal sales calls are:

answer

Property, competition, prospects

question

Which of the following is generally the most effective way to help salespeople learn details about the property's facilities and services?

answer

A tour of the facility

question

Telephone selling is increasing as personal sales calls become more expensive to make. Which of the following statements best summarizes the role telephone selling should have in a hospitality property's overall sales effort?

answer

Telephone selling should be used to screen prospects and increase customer contact

question

Convention and visitors bureaus (CVBs) work to promote a city and to coordinate citywide events. Which of the following would be an usual situation for a convention and visitors bureau?

answer

A CVB that is completely funded by local income taxes

question

Electronic convention brochures can be correctly described as:

answer

C and D only (Having the ability to show season attractions & An excellent resource for selling to the meeting planner)

question

A hospitality property's advertising strategy should be based most directly on which of the following?

answer

The property's marketing plan and budget

question

The Spree Resort Hotel has made an arrangement with a local newspaper, The Courier, in which the newspaper will print an ad for the hotel on a weekly basis and the hotel will give the newspaper's VIPs a free dinner once a week. This arrangement would be best described as an example of which of the following?

answer

Exchange trade advertising

question

A hotel's director of sales wants all the hotels advertisements to be easily distinguishable from those of other hotels. The directors concern has to do with the ____________ of the property's advertisements.

answer

Consistency

question

What is it about positive publicity that lends a property credibility in the eyes of the public?

answer

The fact that the source of the publicity appears to be an impartial third party

question

Many times the hotel sales representative or the meeting planner signing the contract will not be with their representative organization at the time of the meeting, this makes a contract clause especially important

answer

Warranty of authority

question

"No food or beverages of any kind will be permitted to be brought into the hotel from the outside without the written permission of the hotel. The hotel reserves the right to assess a service charge for any food or beverages brought into the facility in violation of this policy. The hotels license requires the hotel to (1) request proper identification (proper I.D.)..." The above statement would typically be found in which of the following sections of a letter of agreement or contract between a hotel property and a meeting planner?

answer

the section on liquor

question

Which of the occupancy periods is also known as the "value season"?

answer

Valley

question

A(n) ______________ clause allows the hotel to levy a penalty if the actual sleeping rooms used are significantly less than the sleeping room block

answer

Attrition

question

Hotels may collect damages if the actual sleeping rooms used are significantly fewer than the number of sleeping rooms originally reserved for the meeting. Guestrooms that are used are known as ____________; unused rooms are known as _______________.

answer

Pickup, slippage

question

Which of the following statements about contrast standardization is true?

answer

Standardized contract are criticized by some meeting planners who feel that evey event is unique.

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