Revenue and Sales Quiz #1 Review

The contribution margin can be calculated when you know the ADR and the Fixed Costs.

When hired, new salespeople should be given:

Revenue can easily be broken down into multiple revenue centres.

A limited service hotel has both the attributes of a mid-market hotel and full-service hotel.

The Director of Sales and Marketing at a large hotel reports directly to the Director of Revenue 

There is no difference between a Catering Event and a Banquets Event

A breakdown of all revenue and expenses reasonably planned and expected for a particular period and should NOT change

Revenue Management is aimed at covering (at least) what types of costs?

Which of the following management disciplines are NOT involved in Revenue Management?

TravelClick, PKF and STR can provide property specific data as well as market aggregate data to its subscribers.

Airline crews are part of an airport hotel’s property mix.  

Occupancy Percentage expresses the proportion of rooms sold to total rooms.

The minimum number of sleeping rooms to be considered a group is 10 rooms. 

Converting function rooms, restoring out of order rooms, and upgrading are all techniques used to avoid?

Variable costs are different for different room types.

The Director of Sales is responsible for overseeing the servicing of groups once they have been sold.

How much revenue each market segment produces for a hotel is referred to as "a percentage of the business mix"

All of these are reasons to re evaluate the competitive set except:

Good Sales Managers can be found through the following ways:

A positioning statement is a promise to the target market that you will provide them the benefits they care about most.

The term fair share refers to each hotel will get a portion of the total market that equals its capacity market share. 

Room availability is the number of rooms blocked on any given night

Higher occupancy at a lower ADR means additional revenue opportunities in the hotel’s revenue centres.  

A hotel’s service level is measured by the perceived value a guest can reasonably expect to receive at a hotel.

The hotel owners make money in two ways: 1) the real estate value and 2) the operation of the hotel.

A suburban hotel property is it must be located near a special attraction.

In a constrained demand, revenue manager should focus on maximizing the rates.

The Gross Operating Profit Per Available Room (GOPPAR) evaluates what?

Market Share is measured by comparing performance measures of our hotel with the hotels making up the Competitive Set

A penetration index below 100% indicates that the hotel is performing above the market average.

A typical sales and catering office employs the following positions EXCEPT:

The airline industry implemented the revenue management before the hospitality industry.

Management fees are typically around 15%.

A short-term forecast should always be a more accurate predictor than a long term forecast.  

Room availability is used to identify what group are booked, on which days, how many rooms per night and at what rates.