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HSA 397A FINAL EXAM with complete solutions 2024_2025.
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HSA 397A FINAL EXAM with complete solutions 2024_2025.
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HSA 397A FINAL EXAM with completesolutions 2024/2025
Certain kinds of government agencies are particularly good sources of meetings
business. The Department of Agriculture and the International Food Organization
of the United Nations are examples. What category do these two agencies fall
into? - ANSWER-agencies that deal with business groups
Once a property's sales team has determined which nonprofit groups it can best
serve, the team should: - ANSWER-start soliciting local chapters of national
groups
Which of the following meetings targets meeting planners who represent
nonprofit organizations? - ANSWER-HSMAI's Affordable Meetings Exposition and
Conference
All of the following are similarities between the nonprofit organization market and
the associations meeting market except: - ANSWER-both are easy to locate
through a central source
Juanita is an experienced hotel sales director who knows the meetings market
well. Which of the following would most likely surprise her, considering the types
of groups these organizations represent? - ANSWER-an educational meeting for
which all expenses are paid by a school district
From the standpoint of public relations, which of the following is a good reason
to target the religious meetings market? - ANSWER-Many religious groups do
community service projects when they visit a city.
, Which of the following market segments is similar to the association market in
that they alternate the sites of their annual national meetings from one half of the
United States to the other - ANSWER-labor unions
Sometimes the nature of a group plays a large role in what it will need for a
meeting; in other cases, groups that seem very dissimilar have similar meeting
needs. A labor union and a medical group with the same number of attendees will
require - ANSWER-different amounts of meeting space; the medical group will
need more
Which of the following sales techniques offers a salesperson the opportunity to
present in the most detailed manner, to answer questions immediately, and to see
the full reaction of the prospect so he or she can better respond to the
negotiating situation? - ANSWER-personal sales calls
During a personal sales call to a corporate meeting planner, the meeting planner
tells the salesperson, "We are happy with our present hotel." This statement
would be best described as a(n): - ANSWER-lack-of-interest objection
A bridge statement is often used in the opening of a personal sales call. The
purpose of a bridge statement is to: - ANSWER-lead into the main body of the
presentation.
The sales team at the Lake Hotel has just received a tip sheet from a sales lead
service. They should: - ANSWER-promptly contact the leads that are part of the
hotel's targeted market segments
Telephone selling is increasing as personal sales calls become more expensive
to make. Which of the following
statements best summarizes the role telephone selling should have in a
hospitality property's overall sales effort? - ANSWER-Telephone selling should be
used to screen prospects and increase customer contact; it should be used only
when the department can manage no more personal sales calls.
Which of the following statements about site inspections and familiarization tours
is true? - ANSWER-Familiarization tours require proper qualification of the
prospects involved.
Convention and visitors bureaus (CVBs) work to promote a city and to coordinate
citywide events. Which of the following would be an unusual situation for a
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