HMGT 450 FINAL EXAM QUESTIONS WITH
CORRECT ANSWERS
The key to successful selling is to:
A) always promise more than you can deliver.
B) put yourself in the client's place.
C) make sure your key accounts are filed properly.
D) criticize or make fun of competitors. - ANSWER put yourself in the client's place.
Items that restaurants give away free or sell at cost to guests are called:
A) samplings.
B) sweepstakes items.
C) marketing "freebs."
D) premiums. - ANSWER premiums
The percentage of hotel guests who eat meals at the hotel is known as the:
A) diner percentage.
B) capture rate.
C) guest profile.
D) patron percentage. - ANSWER capture rate.
Local- and foreign-company managers often make travel decisions for international
travelers with very different approaches. Which of the following is TRUE of their
decision-making approaches?
A) Local-company managers usually choose lodging and dining sites on the basis of
recommendations from travel agents.
B) Foreign-company managers usually choose lodging and dining sites on the basis of
recommendations from travel agents.
C) Foreign-company managers often look for chain properties that operate in their home
country.
D) Managers in the destination country often ask the foreign companies with which they
are doing business for recommendations of hotels in the destination country. - ANSWER
,Foreign-company managers often look for chain properties that operate in their home
country.
Which of the following kinds of small corporate meetings usually have high per-person
expenditures?
A) management meetings
B) training seminars for entry-level employees
C) district sales meetings
D) none of the above - ANSWER management meetings
__________ travelers often need more assistance in planning their travel than _________
travelers.
A) Business, leisure
B) Passive, business
C) Business, corporate
D) Leisure, business - ANSWER Leisure, business
The most important difference between motorcoach charters and motorcoach tours is
that:
A) travel agents and special packages are not usually involved in motorcoach charters.
B) travel agents and special packages are not usually involved in motorcoach tours.
C) groups that use motorcoach charters do not have a destination in mind.
D) motorcoach charters usually involve a vehicle that the traveling group owns. -
ANSWER travel agents and special packages are not usually involved in motorcoach
charters.
Which of the following statements about Millennials is TRUE?
A) Millennials value consistency and the tried-and-true over uniqueness and trendiness.
B) Millennials shun high-tech gadgets.
C) Millennials are passionate about socializing, networking, and the environment.
D) Millennials are relatively indifferent about environmental issues. - ANSWER
Millennials are passionate about socializing, networking, and the environment.
A form of publicity that involves using celebrities and ordinary "real people" to try new
products and spread the word about them by talking to friends, posting comments on
the Internet, and so on is called:
, A) flighting.
B) buzz marketing.
C) collateral networking.
D) alternative-media advertising - ANSWER buzz marketing.
The advertising strategy that emphasizes how your property or restaurant is different
from competitors is called:
A) disassociation.
B) segmentation.
C) combination.
D) differentiation. - ANSWER differentiation.
When developing an incentive program, trips and merchandise are often used as a
reward, but for many employees, ___________ is just as important as any reward.
A) a new task
B) a bonus coupon
C) recognition
D) cash - ANSWER recognition
Which of the following statements best describes employee empowerment?
A) Employee empowerment gives employees the authority to make on-the-spot
decisions to respond to guest needs-decisions that used to be made only by managers.
B) Employee empowerment gives employees the authority to discipline other employees
when they break company rules.
C) At properties that practice employee empowerment, employees make all personnel
decisions; managers are relegated to making operational decisions only.
D) At properties that practice employee empowerment, employees make all of the
operational and personnel decisions at a property. - ANSWER Employee empowerment
gives employees the authority to make on-the-spot decisions to respond to guest
needs-decisions that used to be made only by managers.
As a salesperson, why might you rank your accounts according to profitability?
A) You can reduce the amount of time spent on paperwork by ranking accounts.
B) You can focus all of your energy on cold calling when you rank accounts.
CORRECT ANSWERS
The key to successful selling is to:
A) always promise more than you can deliver.
B) put yourself in the client's place.
C) make sure your key accounts are filed properly.
D) criticize or make fun of competitors. - ANSWER put yourself in the client's place.
Items that restaurants give away free or sell at cost to guests are called:
A) samplings.
B) sweepstakes items.
C) marketing "freebs."
D) premiums. - ANSWER premiums
The percentage of hotel guests who eat meals at the hotel is known as the:
A) diner percentage.
B) capture rate.
C) guest profile.
D) patron percentage. - ANSWER capture rate.
Local- and foreign-company managers often make travel decisions for international
travelers with very different approaches. Which of the following is TRUE of their
decision-making approaches?
A) Local-company managers usually choose lodging and dining sites on the basis of
recommendations from travel agents.
B) Foreign-company managers usually choose lodging and dining sites on the basis of
recommendations from travel agents.
C) Foreign-company managers often look for chain properties that operate in their home
country.
D) Managers in the destination country often ask the foreign companies with which they
are doing business for recommendations of hotels in the destination country. - ANSWER
,Foreign-company managers often look for chain properties that operate in their home
country.
Which of the following kinds of small corporate meetings usually have high per-person
expenditures?
A) management meetings
B) training seminars for entry-level employees
C) district sales meetings
D) none of the above - ANSWER management meetings
__________ travelers often need more assistance in planning their travel than _________
travelers.
A) Business, leisure
B) Passive, business
C) Business, corporate
D) Leisure, business - ANSWER Leisure, business
The most important difference between motorcoach charters and motorcoach tours is
that:
A) travel agents and special packages are not usually involved in motorcoach charters.
B) travel agents and special packages are not usually involved in motorcoach tours.
C) groups that use motorcoach charters do not have a destination in mind.
D) motorcoach charters usually involve a vehicle that the traveling group owns. -
ANSWER travel agents and special packages are not usually involved in motorcoach
charters.
Which of the following statements about Millennials is TRUE?
A) Millennials value consistency and the tried-and-true over uniqueness and trendiness.
B) Millennials shun high-tech gadgets.
C) Millennials are passionate about socializing, networking, and the environment.
D) Millennials are relatively indifferent about environmental issues. - ANSWER
Millennials are passionate about socializing, networking, and the environment.
A form of publicity that involves using celebrities and ordinary "real people" to try new
products and spread the word about them by talking to friends, posting comments on
the Internet, and so on is called:
, A) flighting.
B) buzz marketing.
C) collateral networking.
D) alternative-media advertising - ANSWER buzz marketing.
The advertising strategy that emphasizes how your property or restaurant is different
from competitors is called:
A) disassociation.
B) segmentation.
C) combination.
D) differentiation. - ANSWER differentiation.
When developing an incentive program, trips and merchandise are often used as a
reward, but for many employees, ___________ is just as important as any reward.
A) a new task
B) a bonus coupon
C) recognition
D) cash - ANSWER recognition
Which of the following statements best describes employee empowerment?
A) Employee empowerment gives employees the authority to make on-the-spot
decisions to respond to guest needs-decisions that used to be made only by managers.
B) Employee empowerment gives employees the authority to discipline other employees
when they break company rules.
C) At properties that practice employee empowerment, employees make all personnel
decisions; managers are relegated to making operational decisions only.
D) At properties that practice employee empowerment, employees make all of the
operational and personnel decisions at a property. - ANSWER Employee empowerment
gives employees the authority to make on-the-spot decisions to respond to guest
needs-decisions that used to be made only by managers.
As a salesperson, why might you rank your accounts according to profitability?
A) You can reduce the amount of time spent on paperwork by ranking accounts.
B) You can focus all of your energy on cold calling when you rank accounts.
