Hotel Sales and Marketing Flashcards
6 cards from real HOSPITALITY practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 6 Hotel Sales and Marketing flashcards as text
What is a 'request for proposal' (RFP) in hotel group sales?
Answer: A formal document sent by event planners requesting pricing and availability
An RFP is how meeting planners and corporate clients formally request room blocks, meeting space, and catering proposals from hotels.
What does 'GDS' stand for in hotel sales and distribution?
Answer: Global Distribution System
The Global Distribution System (GDS) — including Sabre, Amadeus, and Travelport — connects hotels with travel agents worldwide for bookings.
What is the primary objective of a hotel's sales department?
Answer: Generating room revenue through group business, corporate accounts, and event sales
The hotel sales department drives revenue by securing corporate accounts, group room blocks, meetings, and events.
What is 'competitive set' (comp set) in hotel benchmarking?
Answer: A group of comparable hotels used for performance comparison
A comp set is the specific group of similar hotels (by location, size, and segment) that a hotel uses to benchmark its RevPAR and market share.
What is a 'corporate rate' in hotel sales?
Answer: A negotiated discounted rate offered to businesses for their frequent travelers
Corporate rates are discounted rates negotiated between a hotel and a company in exchange for a guaranteed volume of room nights.
What is 'MICE' in the hospitality and tourism industry?
Answer: Meetings, Incentives, Conferences, and Exhibitions — a key market segment
MICE refers to the lucrative meetings and events sector that generates significant revenue for hotels through group room blocks and meeting space rental.