CHSP Certified Hospitality Sales
Professional (American Hotel & Lodging
Educational Institute)fully solved
marketing - correct answer ✔✔A system of interrelated activities formulated to plan, price, promote and
make available to consumers in a target market.
sales - correct answer ✔✔Direct efforts to sell a property by personal sales calls, telecommunication and
mailings.
marketing mix - correct answer ✔✔combination of the four P's of marketing; product, place, promotion
and price.
4 P's of marketing - correct answer ✔✔product, place, price and promotion (controlled variables)
Valley period - correct answer ✔✔off-season, when demand is lowest
peak period - correct answer ✔✔in-season, when demand is highest
, shoulder period - correct answer ✔✔time frame between a peak and a valley
uncontrollable variables - correct answer ✔✔external factors such as a recession, energy crisis, natural
disaster, weather conditions
Director of Marketing - correct answer ✔✔Difference between DOM and DOS is that the DOM deals
more with research and strategy and is concerned with identifying the needs and wants of consumers.
Director of Sales - correct answer ✔✔carries out marketing strategies and directs the sales staff in
finding solutions to consumers' problems.
Intangibility - correct answer ✔✔selling the "use" of guest rooms or banquet space
Perishability - correct answer ✔✔Lost business forever; used guest room, empty restaurant seat, unfilled
tee-time
Inconsistency - correct answer ✔✔service by an employee that varies greatly at different hotels
Inseparability - correct answer ✔✔production and consumption happen at the same time. Guest comes
to the hotel and services are consumed at the same time.
Environmental scanning - correct answer ✔✔The study of trends. Keeping abreast of trends and acting
on them before your competitor does.
Globalization - correct answer ✔✔establishing an international presence to serve travelers abroad
Consolidation - correct answer ✔✔the combination of two or more corporations to form one
corporation.
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