HMGT 450 FINAL TEST PAPER 2026
QUESTIONS AND ANSWERS GRADED A
PLUS
◉ Demand is lowest and reduced rates are typically offered to
increase business during which of the following?
A) in-season periods
B) shoulder periods
C) off-seasons
D) peak periods
Answer: off-seasons
◉ In which of the following steps in the cycle of marketing planning
does the marketing team establish goals in relation to each market
segment that the property attempts to attract?
A) conducting a marketing audit
B) determining marketing objectives
C) positioning the hotel
D) selecting target markets
Answer: determining marketing objectives
,◉ What is the purpose of an occupancy and activity analysis?
A) to assess the property's strengths and weaknesses
B) to determine the number of room nights lost to environmental
factors
C) to identify environmental opportunities and problems that can
affect business
D) to track sales history patterns and identify sales areas that can be
improved
Answer: to track sales history patterns and identify sales areas that
can be improved
◉ Which of the following tools would managers use to determine
the market segments the property is currently attracting?
A) market share analysis
B) target marketing
C) guest profiles
D) property analysis
Answer: guest profiles
◉ What information is typically found in a property fact book?
A) the previous year's occupancy trends
,B) information about the property's food service and recreational
facilities
C) bios of each of the property's key staff people
D) information and general availability regarding nearby hotels
Answer: information about the property's food service and
recreational facilities
◉ What is one of the purposes of sales incentive programs?
A) to better control instances of overbooking
B) to help in assigning account responsibility
C) to reduce sales staff turnover
D) to help grow transient sales
Answer: to reduce sales staff turnover
◉ ____________ is a nonthreatening area over 12 feet (3.7 meters)
away from potential clients. It's the best type of space to use when
selling to a group.
A) Personal space
B) Social space
C) Public space
D) Intimate space
, Answer: Public space
◉ "How many training meetings did you hold last year?" is an
example of:
A) a problem-solving question.
B) an open-ended question.
C) a closed-ended question.
D) an interest-building question.
Answer: a closed-ended question.
◉ A closing technique that is especially effective in telephone sales is
the __________ close.
A) pause
B) trial-order
C) assumptive
D) major
Answer: pause
◉ One of the first things that an effective general manager must do
to start an internal sales program is:
A) learn how to "read" guest demands.
B) implement a tracking system for all in-house promotions.
QUESTIONS AND ANSWERS GRADED A
PLUS
◉ Demand is lowest and reduced rates are typically offered to
increase business during which of the following?
A) in-season periods
B) shoulder periods
C) off-seasons
D) peak periods
Answer: off-seasons
◉ In which of the following steps in the cycle of marketing planning
does the marketing team establish goals in relation to each market
segment that the property attempts to attract?
A) conducting a marketing audit
B) determining marketing objectives
C) positioning the hotel
D) selecting target markets
Answer: determining marketing objectives
,◉ What is the purpose of an occupancy and activity analysis?
A) to assess the property's strengths and weaknesses
B) to determine the number of room nights lost to environmental
factors
C) to identify environmental opportunities and problems that can
affect business
D) to track sales history patterns and identify sales areas that can be
improved
Answer: to track sales history patterns and identify sales areas that
can be improved
◉ Which of the following tools would managers use to determine
the market segments the property is currently attracting?
A) market share analysis
B) target marketing
C) guest profiles
D) property analysis
Answer: guest profiles
◉ What information is typically found in a property fact book?
A) the previous year's occupancy trends
,B) information about the property's food service and recreational
facilities
C) bios of each of the property's key staff people
D) information and general availability regarding nearby hotels
Answer: information about the property's food service and
recreational facilities
◉ What is one of the purposes of sales incentive programs?
A) to better control instances of overbooking
B) to help in assigning account responsibility
C) to reduce sales staff turnover
D) to help grow transient sales
Answer: to reduce sales staff turnover
◉ ____________ is a nonthreatening area over 12 feet (3.7 meters)
away from potential clients. It's the best type of space to use when
selling to a group.
A) Personal space
B) Social space
C) Public space
D) Intimate space
, Answer: Public space
◉ "How many training meetings did you hold last year?" is an
example of:
A) a problem-solving question.
B) an open-ended question.
C) a closed-ended question.
D) an interest-building question.
Answer: a closed-ended question.
◉ A closing technique that is especially effective in telephone sales is
the __________ close.
A) pause
B) trial-order
C) assumptive
D) major
Answer: pause
◉ One of the first things that an effective general manager must do
to start an internal sales program is:
A) learn how to "read" guest demands.
B) implement a tracking system for all in-house promotions.
