ONE YIELD V2 COMPREHENSIVE STUDY GUIDE 2026 FULL
QUESTIONS AND SOLUTIONS GRADED A+
● Ancillary revenue. Answer: Income from hotel services beyond room sales, such as food
and beverage, spa, parking, and resort fees
● Resort fee. Answer: A mandatory daily charge at some properties covering amenities like
Wi-Fi, pool, and fitness center
● Revenue per available room (RevPAR). Answer: Room revenue divided by available
rooms; the primary metric in hotel revenue management
● Rooms revenue management. Answer: The application of revenue management
specifically to the hotel rooms department
● Food and beverage revenue management. Answer: Applying yield principles to
restaurant, bar, and banquet sales
● Revenue maximization. Answer: The goal of achieving the highest possible revenue given
the available inventory and demand
● Profit maximization. Answer: The goal of achieving the highest possible profit by
balancing revenue with cost considerations
● Value-added resell. Answer: Offering packages or upgrades that increase total revenue
per guest stay
● Ancillary spend. Answer: The total amount a guest spends on non-room services during
their stay
● Total revenue per occupied room. Answer: All hotel revenue divided by the number of
occupied rooms; measures guest total spend
● Capture rate. Answer: The percentage of potential ancillary spend that the hotel
successfully captures
● Cross-selling. Answer: Promoting additional hotel services to a guest who has already
committed to staying
, ● Pre-arrival upsell. Answer: Communicating upgrade or add-on offers to guests before they
arrive
● At-check-in upsell. Answer: Offering room upgrades or add-ons when the guest arrives at
the hotel
● Digital upsell. Answer: Automated pre-arrival emails or app notifications offering upgrades
to drive ancillary revenue
● Meeting and events revenue. Answer: Income from selling meeting space, catering, and
event services
● Group displacement analysis. Answer: Evaluating whether accepting a group booking is
worth displacing potential transient revenue
● Actualized group. Answer: A group whose rooms have actually been used, as opposed to
the contracted block
● Pickup history. Answer: The documented record of how actual group room nights
compared to the original block over time
● Wash factor. Answer: The historical percentage by which group blocks are typically
under-used, used to adjust inventory allocation
● Contracted group block. Answer: The number of rooms formally committed to a group in
a signed contract
● Tentative group. Answer: A group inquiry that has been offered but not yet contracted
● Definite group. Answer: A group that has signed a contract and is confirmed
● Group rate. Answer: The negotiated room rate for a contracted group block
● Group commission. Answer: A fee paid to a travel agent or meeting planner for booking a
group
● Convention bureau. Answer: An organization that markets a destination to meeting
planners and may assist with hotel selection
● Hotel room block. Answer: The specific number and type of rooms reserved for a group or
event
QUESTIONS AND SOLUTIONS GRADED A+
● Ancillary revenue. Answer: Income from hotel services beyond room sales, such as food
and beverage, spa, parking, and resort fees
● Resort fee. Answer: A mandatory daily charge at some properties covering amenities like
Wi-Fi, pool, and fitness center
● Revenue per available room (RevPAR). Answer: Room revenue divided by available
rooms; the primary metric in hotel revenue management
● Rooms revenue management. Answer: The application of revenue management
specifically to the hotel rooms department
● Food and beverage revenue management. Answer: Applying yield principles to
restaurant, bar, and banquet sales
● Revenue maximization. Answer: The goal of achieving the highest possible revenue given
the available inventory and demand
● Profit maximization. Answer: The goal of achieving the highest possible profit by
balancing revenue with cost considerations
● Value-added resell. Answer: Offering packages or upgrades that increase total revenue
per guest stay
● Ancillary spend. Answer: The total amount a guest spends on non-room services during
their stay
● Total revenue per occupied room. Answer: All hotel revenue divided by the number of
occupied rooms; measures guest total spend
● Capture rate. Answer: The percentage of potential ancillary spend that the hotel
successfully captures
● Cross-selling. Answer: Promoting additional hotel services to a guest who has already
committed to staying
, ● Pre-arrival upsell. Answer: Communicating upgrade or add-on offers to guests before they
arrive
● At-check-in upsell. Answer: Offering room upgrades or add-ons when the guest arrives at
the hotel
● Digital upsell. Answer: Automated pre-arrival emails or app notifications offering upgrades
to drive ancillary revenue
● Meeting and events revenue. Answer: Income from selling meeting space, catering, and
event services
● Group displacement analysis. Answer: Evaluating whether accepting a group booking is
worth displacing potential transient revenue
● Actualized group. Answer: A group whose rooms have actually been used, as opposed to
the contracted block
● Pickup history. Answer: The documented record of how actual group room nights
compared to the original block over time
● Wash factor. Answer: The historical percentage by which group blocks are typically
under-used, used to adjust inventory allocation
● Contracted group block. Answer: The number of rooms formally committed to a group in
a signed contract
● Tentative group. Answer: A group inquiry that has been offered but not yet contracted
● Definite group. Answer: A group that has signed a contract and is confirmed
● Group rate. Answer: The negotiated room rate for a contracted group block
● Group commission. Answer: A fee paid to a travel agent or meeting planner for booking a
group
● Convention bureau. Answer: An organization that markets a destination to meeting
planners and may assist with hotel selection
● Hotel room block. Answer: The specific number and type of rooms reserved for a group or
event
