Practice Test Geeks(CHP) Certified Hospitality Professional Practice Test
← All CHP Flashcard Decks

Sales & Marketing in Hospitality Flashcards

7 cards from real CHP practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.

Read the first 7 Sales & Marketing in Hospitality flashcards as text

  1. During a site inspection for a large conference, which aspect of the hotel should a sales manager highlight first to a meeting planner?

    Answer: The meeting space capacity, layout flexibility, and AV capabilities

    Meeting planners prioritize whether the event space can accommodate their group's size, setup needs, and technical requirements.

  2. What does 'yield management' (also known as revenue management) primarily seek to optimize in a hotel?

    Answer: Revenue from perishable inventory by adjusting pricing based on demand

    Yield management maximizes revenue from perishable room inventory by selling the right room to the right guest at the right price.

  3. A hotel's NPS (Net Promoter Score) drops significantly. What marketing action is most appropriate?

    Answer: Investigate root causes of dissatisfaction and address service gaps before resuming aggressive marketing

    Marketing spend is wasted if underlying service issues drive negative word-of-mouth; fixing the product must precede promotion.

  4. Which distribution channel typically generates the highest profit margin for hotels?

    Answer: Direct bookings via the hotel's own website or call center

    Direct bookings eliminate third-party commissions (typically 15–25%), resulting in higher net revenue per booking.

  5. A hotel salesperson is using the SPIN Selling methodology during a client call. What does the 'N' in SPIN stand for?

    Answer: Need-payoff

    In SPIN Selling, 'N' stands for Need-payoff questions, which help the client articulate the value of solving their problem.

  6. What is the key benefit of a hotel loyalty program from a marketing perspective?

    Answer: It drives repeat bookings and increases customer lifetime value while reducing acquisition costs

    Loyalty programs encourage repeat stays, reduce reliance on costly acquisition channels, and increase the total revenue per guest over time.

  7. A hotel is experiencing low weekday occupancy from business travelers but high weekend leisure demand. What is the most strategic sales approach?

    Answer: Develop targeted corporate sales outreach and weekday packages for business travelers

    Targeted corporate sales efforts address the specific demand gap on weekdays by attracting the most appropriate traveler segment.