WorksheetsHT Lesson 3.04
Total questions: 24
Worksheet time: 12mins
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
What do travel agents need to do to help clients make decisions about which travel products to buy?
Focus on the price of a product
Describe the safety factors of a product.
Create a positive image of a product
Explain the tangible features of a product.
A tour wholesaler is developing a guided bus tour for 55– to 70–year–old couples with an income between $60,000 and $100,000. How is the tour wholesaler segmenting the target market?
Psychographics
Demographics
Geographics
Typographics
Which type of marketing involves a 3–day cruise offering several culinary
classes for women who enjoy cooking Italian food?
Demographic
Mainstream
Progressive
Niche
Which type of marketing involves booking a tour on a website?
Niche
Affinity
Interactive
Multilevel
Which type of market segmentation is a tour company using when it focuses on developing Alaskan tours and cruises?
Organic
Geographic
Demographic
Psychographic
Which type of service might a travel agent recommend to clients who want to tour Arizona, New Mexico, and California on their own at a leisurely pace?
Car rental
Motor coach
Regional airline
High-speed train
What is the primary goal of promotion in the hospitality and tourism industry?
To develop distribution strategies
To monitor similar businesses
To identify product segments
To create product demand
Which question should a travel agent ask to determine the needs of customers in order to book them on the appropriate cruise?
Why do you want to take a cruise?
Where are you interested in going?
Do you like to spend a lot of money on vacation?
Why do you want to go on a cruise during this time of year?
A client wants to book a cruise. What is the most appropriate action for the travel agent to take?
Recommend the cruise package that pays the best commission.
Give the client several brochures to take home and review.
Have the client complete an extensive questionnaire.
Determine the client's needs and preferences.
What form of promotion occurs when a property offers a chance to win free lodging for one night?
Sales promotion
Public relations
Personal selling
Product placement
Regency Hotel sent a special offer via “Tweet” to its Twitter followers. Which method of marketing communications was used?
Print advertising
Word–of–mouth
Social media
Opt–out email
How is a motel positioning itself when it emphasizes a good value and low rates?
By price
By quality
By location
By amenities
How is an amusement park positioning a new roller coaster ride when it focuses on the ride's physical characteristics?
Attributes
Quality
Status
Value
What is the foundation of a unique selling proposition for a hospitality and tourism business?
Differentiation
Standardization
Customization
Saturation
