Practice Test Geeks(CHP) Certified Hospitality Professional Practice Test
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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. A hotel's marketing team is creating a 'buyer persona' for their primary leisure guest segment. What is the main purpose of this exercise?

    Answer: To create a detailed profile of the ideal customer to guide targeted marketing efforts

    Buyer personas help marketing teams understand their ideal customer's motivations, preferences, and behaviors to craft more effective campaigns.

  2. Which social media platform is generally considered most effective for visually showcasing luxury hotel amenities and inspiring travel?

    Answer: Instagram

    Instagram's image and video-centric format is highly effective for inspiring travel and showcasing luxury hospitality visuals.

  3. A sales director is calculating the 'cost of acquisition' for a new corporate account. Which costs should be included?

    Answer: All costs associated with winning the account, including sales calls, entertainment, proposals, and RFP responses

    True cost of acquisition includes all resources spent to convert a prospect into a customer, not just direct commissions.

  4. What does 'total revenue management' expand upon compared to traditional rooms-only revenue management?

    Answer: It optimizes revenue across all hotel outlets, including F&B, spa, parking, and meeting spaces

    Total revenue management takes a holistic view of all revenue-generating departments to maximize the hotel's overall profitability.

  5. During contract negotiations with a large corporate client, the client demands a rate lower than the hotel's minimum acceptable rate. What is the most professional response?

    Answer: Counter with added value (complimentary amenities, flexible cancellation) rather than cutting the rate further

    Adding value through non-rate concessions preserves rate integrity while still offering the client a compelling proposition.

  6. A hotel's general manager reviews a SWOT analysis. Under which category would 'a new competing hotel opening nearby' be classified?

    Answer: Threat

    A new competitor entering the market represents an external threat that can reduce the hotel's market share and pricing power.

  7. Which of the following best describes the concept of 'shoulder season' in hospitality sales?

    Answer: The transition periods between peak and off-peak seasons when demand is moderate

    Shoulder seasons offer moderate demand and present opportunities to target price-sensitive segments with attractive packages.