HT Lesson 3.04

Which type of printed materials do travel agents often use as a sales tool when selling vacation packages to clients?

• Wholesale pricing guides

• Promotional brochures

• Product samples

• Travel videos

What does an effective unique selling proposition do for a tour operator?

• Stimulates interest in the tour product

• Maximizes the tour operator’s efficiency

• Enables the tour operator to set financial goals

• Ensures that tourists purchase the tour product

To whom do retail travel agencies sell hospitality and tourism products?

• End users

• Marketers

• Producers

• Wholesalers

What is an important component of a hospitality business’s positioning strategy?

• Business plan

• SWOT analysis

• Diversification portfolio

• Unique selling proposition

What must a convention hotel salesperson often need to do to obtain a contract for a large business conference?

• Provide a demonstration

• Ignore complaints

• Answer objections

• Ask for referrals

Which advertising medium should a tour operator use to reach selective local audiences at low costs?

• Regional newspaper

• National television

• Direct mail

• Radio

Which is the best example that demonstrates the concept of suggestive selling in the hospitality industry?

• A motel employee advises guests that they need to check out by 11:00 a.m.

• A convention hotel provides guests with free shuttle service to the area’s airport.

• A guest asks a hotel employee to change his or her arrival date of his or her reservation.

• A resort reservationist asks guests if they would prefer to book a suite instead of a king single room.

Which type of advertising is a resort using when it sends a postcard to its former guests?

• Specialty

• Direct mail

• Out-of-home

• Mass advertising

What is an important aspect of selling hospitality and tourism services?

• Obtaining testimonials

• Explaining product benefits

• Encouraging word-of-mouth promotion

• Focusing on competitors’ weaknesses

A hotel reservationist says, “Mrs. Thompson, there are only two oceanfront suites left at the Ocean Sands Hotel, so you may want to book your trip as soon as possible.” Which type of sales close is the hotel reservationist using?

• Direct

• Bonus

• Standing Room Only

• Assumptive