Show:
Intro to Sales and Marketing
The marketing plan
Managing the Marketing and Sales office
Sales Techniques
Internal Marketing and Sales (CHP 6)
100

The process of understanding what motivates guests, identifying their needs, developing products that meet these needs

What is marketing.

100
Dividing the market into groups of customers with similar needs, wants, backgrounds, incomes, and buying habits is called:
What is market segmentation
100
What incentive program serves to build team spirit and reduce staff turnover
What is sales
100
By asking current clients to identify others who might be interested in the hotel's products and services.
What is referral prospecting
100
Selling employees on the property and their importance to its success is called
What is internal marketing
200

This type of sales includes both leisure and business guests

What is transient

200
Implementing marketing action plans at a large firm is the responsibility of:
What are department managers
200

This analysis will determine a company’s strengths and weaknesses 

What is SWOT analysis

200

He forecasts revenue and expenses for the department

What is the director of sales

200
Having employees spend a night as "guests" in the property is an effective way of
What is increasing the product knowledge
300

They have the potential to become prospects

What is leads

300
Market share and fair share calculations provide important marketing information as part of:
What is a competition analysis.
300
Effective salespeople should be able to study their property's strengths and weaknesses and use their findings to benefit potential clients is what characteristic
What is the ability to analyze
300

this includes the zip code, climate and 

What is geographic segmentation

300

These travelers often stay at high-ended properties 

What is MICE

400
In a large hotel, which of the following positions is primarily focused on carrying out marketing strategies and directing the sales staff
What is the director of sales
400

Every brand has its own unique voice or personality

What is a brand

400

building a strong client base leads

What is increasing sales

400

The process of identifying people or groups that are likely to use your business or services is called

What is prospecting

400

This is the most common form of evaluating sales

What is ROI

500
The combination of the four "Ps" of marketing is called
What is the marketing mix
500

This formula is determined by dividing Net Profit by the Amount Invested

What is the ROI formula

500
A hotel's "yield" is based on a simple percentage that compares the hotel's actual sales to its________________sales
What is its potential sales
500

When two or more parties coming together to reach an agreement for their mutual benefit

What is negotiating

500
A food server recommending a special house dessert to guests who have finished their meals is an example of
What is suggestive selling.