Revenue Management Final Exam Question &
Answers 2025/2026 Graded A +++
What is the industry term used to describe the sum of prices paid by a business's
customers? - ANSWER- Total Revenues
Historically, what concept have hospitality managers chiefly used to calculate their
selling prices? - ANSWER- Costs
What is an algebraic equivalent of the formula: Sales = Costs + Profit? - ANSWER-
Profit = Sales - Costs
What is the name for the net value achieved by both parties in a business transaction? -
ANSWER- Profit
What element is not present in a barter economy? - ANSWER- Money
What is the formula used to calculate an owner's ROI? - ANSWER- Owner's Investment
Return / Owner's Original Investment = Owner's Return on Investment
Sandy has 100 hotel rooms to sell. This Saturday night has enough customers to sell
125 rooms so she will be refusing 25 requests for rooms. What is this an example of? -
ANSWER- Constrained Supply
Which industry was the first to use Yield Management principles? - ANSWER- Airline
What is the industry term used to describe the selling of rooms which are not actually
available for sale? - ANSWER- Overbooking
What is the formula used to calculate Average Daily Rate? - ANSWER- Total Room's
Revenue / Total Rooms Sold = Average Daily Rate
,Tashia's hotel sold 175 rooms last night at an ADR of $200.00. Her hotel has 250
rooms. What was Tashia's occupancy % last night? - ANSWER- 70%
Tashia's hotel sold 175 rooms last night at an ADR of $200.00. Her hotel has 250
rooms. What was Tashia's RevPAR last night? - ANSWER- $140.00
What is the industry term for the average revenue generated by each occupied
guestroom during a defined period of time? - ANSWER- RevPOR
What is the formula used to calculate GOPPAR? - ANSWER- (Total Revenue -
Management Controllable Expenses) / Rooms Available to Sell = GOPPAR
What is the industry term for a customer group which can be readily identified by one or
more common characteristics? - ANSWER- Market Segment
What is rack rate? - ANSWER- The price of rooms when no discounts of any type are
offered
What is:
Total period revenue
(Number of available seats) x (hours of seat availability) - ANSWER- The formula for
RevPASH
What is the term used to identify a management philosophy that places customer gain
ahead of short-term revenue maximization in revenue management decision making? -
ANSWER- Customer-centric revenue management
What is the term used to describe the potential customers to whom a business's
marketing activities and messages are directed? - ANSWER- The target market
, What is the term used to describe efforts undertaken to encourage travel and tourism to
a specific geographic area or attraction? - ANSWER- Destination Marketing
What is the name for the value given up by a buyer and a seller in a business
transaction? - ANSWER- Price
Charging guests for watching a "Pay-Per-View" movie in their hotel guestroom is an
example of what type of pricing? - ANSWER- Two-tiered pricing
What is the fundamental assumption upon which the concept of consumer rationality is
based? - ANSWER- Buyers act in ways that are of personal benefit to them
What is the revenue management term used to describe the perceived benefit gained,
minus the price paid, in a business transaction? - ANSWER- Value
What is created when a seller communicates to a buyer a description of a product to be
sold and the price at which that product will be sold? - ANSWER- A value proposition
Which one of the following terms is not one of the 4 Ps of the Marketing Mix? -
ANSWER- Proposition
Which of the following terms would be included in the Place portion of a hotel's
marketing mix? - ANSWER- Distribution Channels
What is the fundamental assumption upon which the Law of Supply is based? -
ANSWER- The higher the demand for a product the more of it will be produced by
sellers
According to Alfred Marshall's work, if the price of a product is lower than the natural, or
equilibrium price, what will happen? - ANSWER- The demand fort he product would
exceed its supply
Answers 2025/2026 Graded A +++
What is the industry term used to describe the sum of prices paid by a business's
customers? - ANSWER- Total Revenues
Historically, what concept have hospitality managers chiefly used to calculate their
selling prices? - ANSWER- Costs
What is an algebraic equivalent of the formula: Sales = Costs + Profit? - ANSWER-
Profit = Sales - Costs
What is the name for the net value achieved by both parties in a business transaction? -
ANSWER- Profit
What element is not present in a barter economy? - ANSWER- Money
What is the formula used to calculate an owner's ROI? - ANSWER- Owner's Investment
Return / Owner's Original Investment = Owner's Return on Investment
Sandy has 100 hotel rooms to sell. This Saturday night has enough customers to sell
125 rooms so she will be refusing 25 requests for rooms. What is this an example of? -
ANSWER- Constrained Supply
Which industry was the first to use Yield Management principles? - ANSWER- Airline
What is the industry term used to describe the selling of rooms which are not actually
available for sale? - ANSWER- Overbooking
What is the formula used to calculate Average Daily Rate? - ANSWER- Total Room's
Revenue / Total Rooms Sold = Average Daily Rate
,Tashia's hotel sold 175 rooms last night at an ADR of $200.00. Her hotel has 250
rooms. What was Tashia's occupancy % last night? - ANSWER- 70%
Tashia's hotel sold 175 rooms last night at an ADR of $200.00. Her hotel has 250
rooms. What was Tashia's RevPAR last night? - ANSWER- $140.00
What is the industry term for the average revenue generated by each occupied
guestroom during a defined period of time? - ANSWER- RevPOR
What is the formula used to calculate GOPPAR? - ANSWER- (Total Revenue -
Management Controllable Expenses) / Rooms Available to Sell = GOPPAR
What is the industry term for a customer group which can be readily identified by one or
more common characteristics? - ANSWER- Market Segment
What is rack rate? - ANSWER- The price of rooms when no discounts of any type are
offered
What is:
Total period revenue
(Number of available seats) x (hours of seat availability) - ANSWER- The formula for
RevPASH
What is the term used to identify a management philosophy that places customer gain
ahead of short-term revenue maximization in revenue management decision making? -
ANSWER- Customer-centric revenue management
What is the term used to describe the potential customers to whom a business's
marketing activities and messages are directed? - ANSWER- The target market
, What is the term used to describe efforts undertaken to encourage travel and tourism to
a specific geographic area or attraction? - ANSWER- Destination Marketing
What is the name for the value given up by a buyer and a seller in a business
transaction? - ANSWER- Price
Charging guests for watching a "Pay-Per-View" movie in their hotel guestroom is an
example of what type of pricing? - ANSWER- Two-tiered pricing
What is the fundamental assumption upon which the concept of consumer rationality is
based? - ANSWER- Buyers act in ways that are of personal benefit to them
What is the revenue management term used to describe the perceived benefit gained,
minus the price paid, in a business transaction? - ANSWER- Value
What is created when a seller communicates to a buyer a description of a product to be
sold and the price at which that product will be sold? - ANSWER- A value proposition
Which one of the following terms is not one of the 4 Ps of the Marketing Mix? -
ANSWER- Proposition
Which of the following terms would be included in the Place portion of a hotel's
marketing mix? - ANSWER- Distribution Channels
What is the fundamental assumption upon which the Law of Supply is based? -
ANSWER- The higher the demand for a product the more of it will be produced by
sellers
According to Alfred Marshall's work, if the price of a product is lower than the natural, or
equilibrium price, what will happen? - ANSWER- The demand fort he product would
exceed its supply
