CHSP - Certified Hospitality Sales Professional Sales Negotiation and Closing Questions and Answers

Question 1

A meeting planner tells a hotel sales professional, 'Your per-person F&B package price is higher than the quote I received from your competitor.' What is the MOST effective initial response to this objection?

Accepted Answer

Ask clarifying questions to understand what the competitor's package includes and re-emphasize the unique value of your hotel's culinary experience.

Answer

Immediately offer a 10% discount to be more competitive.

Answer

Defend the price by listing every item included in the package.

Answer

Suggest that the competitor likely uses lower-quality ingredients.

Question 2

During a site inspection, a sales manager asks the client, 'Now that you've seen both the Grand Ballroom and the City View Terrace, which space do you feel would be a better fit for your welcome reception?' This question is an example of which sales technique?

Accepted Answer

The Alternative Choice Close

Answer

The Assumptive Close

Answer

The Urgency Close

Answer

The Summary Close

Question 3

Which of the following best describes the primary purpose of a 'trial close' during a sales conversation?

Accepted Answer

To assess the client's level of interest and uncover any remaining concerns before attempting a final close.

Answer

To get the client's signature on the contract immediately.

Answer

To create a sense of urgency by mentioning a deadline for the proposal.

Answer

To summarize all the features and benefits discussed at the very end of the presentation.

Question 4

During a contract negotiation for a large corporate meeting, the planner starts asking detailed questions about the specific wording of the attrition and cancellation clauses. This is most likely a:

Accepted Answer

Buying signal indicating serious consideration of the proposal.

Answer

Stalling tactic to avoid making a commitment.

Answer

Sign of distrust in the sales professional.

Answer

Red herring to distract from the high room rate.

Question 5

Which of the following scenarios best exemplifies a successful 'win-win' negotiation outcome for a hotel and a meeting planner?

Accepted Answer

The hotel achieves its target revenue goals for the group, and the planner secures key concessions, such as complimentary meeting room Wi-Fi and a room upgrade, which are highly valued by their organization.

Answer

The planner negotiates a room rate so low that the hotel's profitability for the event is significantly compromised.

Answer

The hotel holds firm on its initial proposal, and the planner reluctantly agrees but feels they did not get a fair deal.

Answer

Both parties are unable to agree on key terms and decide to walk away from the negotiation.

Question 6

When developing a strategy for granting concessions during a group sales negotiation, what is the most effective approach for a Certified Hospitality Sales Professional?

Accepted Answer

Preparing a list of low-cost, high-value concessions that can be traded for client commitments.

Answer

Granting the largest and most costly concession first to show good faith.

Answer

Refusing all concessions to protect the hotel's bottom line.

Answer

Waiting for the client to ask for each concession individually before considering it.