Question 1

Prospecting is the process of searching for new accounts.

Accepted Answer

A) True 
 B)False  True

Question 2

A basic model of motivating sales representatives is:

Accepted Answer

A)  effort → motivation → performance → rewards → satisfaction 
B)  motivation → effort → performance → satisfaction → rewards 
C)  motivation → effort → performance → rewards → satisfaction 
D)  effort → motivation → performance → satisfaction → rewards 
A)  effort → motivation → performance → rewards → satisfaction 
B)  motivation → effort → performance → satisfaction → rewards 
C)  motivation → effort → performance → rewards → satisfaction 
D)  effort → motivation → performance → satisfaction → rewards C

Question 3

Describe six classifications of sales positions that have applications in the hospitality industry.

Accepted Answer

1. Inside Sales Representative: Inside sales representatives in the hospitality industry may focus on selling hotel rooms, event spaces, or other hospitality services over the phone or through online channels.

2. Outside Sales Representative: These professionals may be responsible for building relationships with corporate clients, travel agencies, or event planners to secure business for the hotel or hospitality establishment.

3. Account Manager: Account managers in the hospitality industry may be tasked with managing relationships with key clients, ensuring their needs are met, and identifying opportunities for upselling or cross-selling.

4. Event Sales Manager: Event sales managers focus on selling event spaces, catering services, and other amenities for weddings, conferences, and other special events hosted at the hotel or hospitality venue.

5. Group Sales Manager: Group sales managers work to secure bookings from large groups, such as tour groups, corporate retreats, or sports teams, and may negotiate special rates and packages for these groups.

6. Online Sales Manager: With the increasing importance of online booking and sales in the hospitality industry, online sales managers focus on driving direct bookings through the hotel's website, online travel agencies, and other digital channels. They may also be responsible for managing online advertising and promotions to drive sales.

Question 4

When sales representatives decide how to allocate their scarce time among prospects and customers, it is called:

Accepted Answer

A)  Prospecting 
B)  Targeting 
C)  Servicing 
D)  None of the above 
A)  Prospecting 
B)  Targeting 
C)  Servicing 
D)  None of the above

Question 5

One major objection to buying salespeople often have to overcome is the price of their product.

Accepted Answer

A) True 
 B)False

Question 6

When a salesperson provides personal favors like free lunches to customers the salesperson is practicing the strategy of:

Accepted Answer

A)  Impression 
B)  Ingratiation 
C)  Legitimacy 
D)  Referent power 
A)  Impression 
B)  Ingratiation 
C)  Legitimacy 
D)  Referent power

Question 7

Which of the following is NOT a way to structure a sales organization?

Accepted Answer

A)  Product based 
B)  Market segment based 
C)  Employee based 
D)  Customer based 
A)  Product based 
B)  Market segment based 
C)  Employee based 
D)  Customer based

Question 8

Electronic selling is still not very entrenched in the hospitality industry.

Accepted Answer

A) True 
 B)False

Question 9

Telemarketers can contact roughly twice as many customers per day as outside salespeople.

Accepted Answer

A) True 
 B)False

Question 10

When the salesperson is not expected or permitted to take an order but is called only to build goodwill or to educate the actual or potential user, the salesperson is called:

Accepted Answer

A)  Missionary 
B)  Technician 
C)  Demand creator 
D)  None of the above 
A)  Missionary 
B)  Technician 
C)  Demand creator 
D)  None of the above

Question 11

________ responsibility increases the sales representative's incentive to cultivate local business and personal ties.

Accepted Answer

A)  Territorial 
B)  Departmental 
C)  Structural 
D)  Social 
A)  Territorial 
B)  Departmental 
C)  Structural 
D)  Social

Question 12

Standards stating the amount a salesperson should sell are called:

Accepted Answer

A)  Performance measures 
B)  Sales quotas 
C)  Incentive programs 
D)  Profit goals 
A)  Performance measures 
B)  Sales quotas 
C)  Incentive programs 
D)  Profit goals

Question 13

The two common approaches used to determine appropriate competitive set or cluster for a hotel are:

Accepted Answer

A)  ADR and RevPAR 
B)  Occupancy and RevPAR 
C)  ADR and Occupancy 
D)  ADR and Product Type 
A)  ADR and RevPAR 
B)  Occupancy and RevPAR 
C)  ADR and Occupancy 
D)  ADR and Product Type

Question 14

Sales representatives deciding how to allocate their scarce time among prospects and customers is known as:

Accepted Answer

A)  Prospecting 
B)  Targeting 
C)  Selling 
D)  Servicing 
A)  Prospecting 
B)  Targeting 
C)  Selling 
D)  Servicing

Question 15

The only real goal of the salesperson is to produce sales.

Accepted Answer

A) True 
 B)False

Question 16

When and where is team selling advantageous? What are its pros and cons?

Accepted Answer

Team selling is a sales strategy where a

Question 17

Which of the following is NOT a key indicator of sales performance?

Accepted Answer

A)  Average sales calls per salesperson per day 
B)  Entertainment cost per sales call 
C)  OTA reservation percentage 
D)  number of lost customers per period 
A)  Average sales calls per salesperson per day 
B)  Entertainment cost per sales call 
C)  OTA reservation percentage 
D)  number of lost customers per period

Question 18

When Sales representatives find and cultivate new customers, it is called:

Accepted Answer

A)  Prospecting 
B)  Selling 
C)  Targeting 
D)  Servicing 
A)  Prospecting 
B)  Selling 
C)  Targeting 
D)  Servicing

Question 19

When a salesperson calls on a customer simply to build goodwill, he or she is playing the part of a:

Accepted Answer

A)  Technician 
B)  Missionary 
C)  Deliverer 
D)  Demand creator 
A)  Technician 
B)  Missionary 
C)  Deliverer 
D)  Demand creator

Question 20

The first step in the personal selling process is:

Accepted Answer

A)  Prospecting 
B)  Closing 
C)  The presentation 
D)  The approach 
A)  Prospecting 
B)  Closing 
C)  The presentation 
D)  The approach

Prospecting is the process of searching for new accounts.

A basic model of motivating sales representatives is:

Describe six classifications of sales positions that have applications in the hospitality industry.

When sales representatives decide how to allocate their scarce time among prospects and customers, it is called:

One major objection to buying salespeople often have to overcome is the price of their product.

When a salesperson provides personal favors like free lunches to customers the salesperson is practicing the strategy of:

Which of the following is NOT a way to structure a sales organization?

Electronic selling is still not very entrenched in the hospitality industry.

Telemarketers can contact roughly twice as many customers per day as outside salespeople.

When the salesperson is not expected or permitted to take an order but is called only to build goodwill or to educate the actual or potential user, the salesperson is called:

________ responsibility increases the sales representative's incentive to cultivate local business and personal ties.

Standards stating the amount a salesperson should sell are called:

The two common approaches used to determine appropriate competitive set or cluster for a hotel are:

Sales representatives deciding how to allocate their scarce time among prospects and customers is known as:

The only real goal of the salesperson is to produce sales.

When and where is team selling advantageous? What are its pros and cons?

Which of the following is NOT a key indicator of sales performance?

When Sales representatives find and cultivate new customers, it is called:

When a salesperson calls on a customer simply to build goodwill, he or she is playing the part of a:

The first step in the personal selling process is:

Introduction: Marketing for Hospitality and Tourism

Service Characteristics of Hospitality and Tourism Marketing

The Role of Marketing in Strategic Planning

The Marketing Environment

Managing Customer Information to Gain Customer Insights

Consumer Markets and Consumer Buying Behavior

Organizational Buyer Behavior of Group Market

Customer Driven Marketing Strategy: Creating Value for Target Customers

Designing and Managing Products and Brands: Building Customer Value

Internal Marketing

Pricing: Understanding and Capturing Customer Value

Distribution Channels Delivering Customer Value

Engaging Customers and Communicating Customer Value

Public Relations and Sales Promotion

Direct, Online, Social Media, and Mobile Marketing

Destination Marketing

Next Years Marketing Plan

Filters

Exam 15: Professional Sales

Prospecting is the process of searching for new accounts.

A basic model of motivating sales representatives is:

Describe six classifications of sales positions that have applications in the hospitality industry.

When sales representatives decide how to allocate their scarce time among prospects and customers, it is called:

One major objection to buying salespeople often have to overcome is the price of their product.

When a salesperson provides personal favors like free lunches to customers the salesperson is practicing the strategy of:

Which of the following is NOT a way to structure a sales organization?

Electronic selling is still not very entrenched in the hospitality industry.

Telemarketers can contact roughly twice as many customers per day as outside salespeople.

When the salesperson is not expected or permitted to take an order but is called only to build goodwill or to educate the actual or potential user, the salesperson is called:

________ responsibility increases the sales representative's incentive to cultivate local business and personal ties.

Standards stating the amount a salesperson should sell are called:

The two common approaches used to determine appropriate competitive set or cluster for a hotel are:

Sales representatives deciding how to allocate their scarce time among prospects and customers is known as:

The only real goal of the salesperson is to produce sales.

When and where is team selling advantageous? What are its pros and cons?

Which of the following is NOT a key indicator of sales performance?

When Sales representatives find and cultivate new customers, it is called:

When a salesperson calls on a customer simply to build goodwill, he or she is playing the part of a:

The first step in the personal selling process is:

Introduction: Marketing for Hospitality and Tourism

Service Characteristics of Hospitality and Tourism Marketing

The Role of Marketing in Strategic Planning

The Marketing Environment

Managing Customer Information to Gain Customer Insights

Consumer Markets and Consumer Buying Behavior

Organizational Buyer Behavior of Group Market

Customer Driven Marketing Strategy: Creating Value for Target Customers

Designing and Managing Products and Brands: Building Customer Value

Internal Marketing

Pricing: Understanding and Capturing Customer Value

Distribution Channels Delivering Customer Value

Engaging Customers and Communicating Customer Value

Public Relations and Sales Promotion

Direct, Online, Social Media, and Mobile Marketing

Destination Marketing

Next Years Marketing Plan

Filters