CERTIFIED HOSPITALITY SALES PROFESSIONAL CHSP OFFICIAL EXAM: 300+ VERIFIED TEST QUESTIONS & ANSWERS | AMERICAN HOTEL & LODGING EDUCATIONAL INSTITUTE COMPREHENSIVE ASSESSMENT 2025-2026

Many lodging chains now offer a number of hospitality products in a variety of price ranges to aract guests and build brand loyalty. Marrio Hotels and Resorts fall into which one of the following product lines?

A. economy B. business C. luxury D. moderate

D. moderate

2. In today's sophisticated marketplace, properties have shied from a strictly sales orientation to marketing in order to understand and manage the relationship they have with the client or guest. Which one of the following is a marketing function?

A. translating problems and opportunities into new products, markets, and strategies for long-term growth

B. field work and desk work to sell to consumers

C. short-term considerations, such as today's products, markets, consumers, and strategies

D. volumes and quotas, current sales, bonuses, and commissions

A.translating problems and opportunities into new products, markets, and strategies for long-term growth

A sales and marketing audit is a careful evaluation of the factors relating to sales potential. The competition analysis part of the audit is designed to:

A. assess the strengths and weaknesses of your lodging property.

B. discover profitable guest groups being served by competitors that are not being served at your property.

C. research your property's current position in the marketplace.

D. reveal potential opportunities to promote your property.

B. discover profitable guest groups being served by competitors that are not being served at your property.

Two or more companies joining together to benefit from each other's strengths is termed __________ marketing.

A. niche B. relationship C. partnership D. consolidation

C. partnership

A marketing plan should be developed for at least a __________ period.

A. six-month B. three-year C. ten-year D. 20-year

B. three-year

Which of the following steps in the cycle of marketing planning involves property, competition, and marketplace analysis?

A. designing action plans

B. positioning the hotel

C. conducting a marketing audit

D. selecting target markets

C. conducting a marketing audit

"Increase room nights from the senior-citizen market during June while maintaining an average room rate of $59." What is wrong with this marketing objective?

A. It is not quantity-specific.

B. It is not time-specific.

C. It is not market share-specific.

D. There is nothing wrong with this marketing objective.

A. It is not quantity specific

Which of the following types of business travelers is the category with the most travelers in it?

A. introverted-affluent travelers

B. extroverted-affluent travelers

C. cost-plus travelers

D. no-frills travelers

D. no frils travelers

Which of the following is the main reason that most businesspeople use health and fitness centers in hotels?

A. They want to meet new friends and network.

B. They want to reduce stress and maintain their health.

C. They want the status associated with using a health and fitness center.

D. They want to conduct business in a relaxed, informal atmosphere.

B

10. Residence Inn offers both single-story studios and two-story townhouses, designed together as a neighborhood surrounded by landscaping and recreational facilities. Which of the following preferences and needs of relocated businesspeople does this approach most directly meet?

A. the preference for residential-style housing

B. the need for reduced relocation stress

C. the need for a reasonable price

D. the preference for a full kitchen and other non-traditional hotel guestroom amenities

A. the preference for residential style housing

Karl is the sales manager of the Kingrest Hotel. To increase weekend sales, he created a "murder mystery" weekend package. This package is an example of a(n) __________ weekend package. A. escape B. sports C. theme D. shopping

C. theme

An important difference between tour wholesalers and tour brokers is that:

A. retail travel agents only sell the packages of tour brokers, not those of tour wholesalers.

B. tour wholesalers put tour packages together, while tour brokers do not.

C. the packages that tour wholesalers put together result in cost savings for travelers, while the packages that tour brokers put together do not.

D. tour wholesalers typically work with airlines rather than ground transportation.

D. tour wholesalers typically work with airlines rather than ground transportation.

Mohammed's hotel is small and isolated but close to a major highway and a significant tourist araction. Which of the following markets would Mohammed do best to target?

A. the international traveler market

B. the incentive trip market

C. the group leisure market

D. the business-leisure market

C. group travel leisure market

Which of the following types of travel agencies has extensive buying power that enables its representatives to negotiate special rates for their clients?

A. an independent travel agency

B. a consortium of travel agents

C. a travel management company

D. none of the above

C. travel management company

Which of the following statements about centralized commission payment plans is FALSE?

A. Centralized commission payment plans are administered by the hotel company's primary bank.

B. Centralized commission payment plans save time and money for the corporate offices of hotel chains.

C. Centralized commission payment plans ensure that travel agents receive commission checks on a fairly regular basis

D. Centralized commission payment plans make it easier for travel agents to keep track of their income.

A. Centralized commission payment plans are administered by the hotel company's primary bank.

Which of the following is a current issue of concern to travel agents because of its possible negative impact on their futures?

A. the use of familiarization tours by hotels

B. the development of switch companies for global distribution systems

C. the widespread use of computer technology by consumers

D. the increased use of faxes and e-mails by hotels to communicate with travel agent

C. the widespread use of computer technology by consumers

Which of the following statements about the timing and lead time of association conventions is true?

A. Most association conventions are held during the same month each year.

B. Most association conventions are held in a different month each year.

C. Most association conventions are scheduled with lead times of three weeks or less.

D. Association conventions are usually planned at least ten years in advance.

A. most association conventions are held during the same month each year

A stockholder meeting:

A. almost always involves a trip to an exotic location.

B. is a meeting at which managers give employees incentives to perform beer. C. typically lasts one day.

D. is a meeting for professionals to which the professionals' spouses are seldom invited.

C. typically lasts one day

A marketplace show is a type of trade show at which:

A. buyers and sellers meet during scheduled appointments.

B. booths enable exhibitors to distribute materials and talk to buyers.

C. hospitality salespeople mingle with prospects in an unstructured environment.

D. hospitality firms typically use hotel or marketing students to sell their products and services.

A. buyers and sellers meet during scheduled appointments

The international traveler market:

A. is one of the fastest growing and most profitable special market segments. B. has remained stable over the past three decades.

C. has declined steadily afer reaching a peak in the mid 1960s.

D. is one of the slowest growing and least profitable special market segments.

A. is one of the fastest growing and most profitable special market segments

Which of the following statements about the needs of sports teams is FALSE? A. Football teams typically make their lodging and dining decisions well in advance of their trips.

B. Football teams are usually served meals at group functions.

C. Football and baseball teams each use more guestrooms than basketball teams.

D. Basketball teams typically need more guestrooms than football teams.

D. Basketball teams typically need more guest rooms than football teams

Which of the following segments of the reunions market meets most frequently (typically annually or biannually)?

A. class reunions market

B. family reunions market

C. religious reunions market

D. military reunions market

D. military reunions market

In the hospitality industry, the job title of a salesperson is likely to be:

A. hotel representative.

B. clerk.

C. account manager.

D. market coordinator.

C. account manager

Which of the following characteristics of successful salespeople best

describes the ability to continue going after additional business despite

rejections by prospects?

A. motivation

B. intelligence

C. empathy

D. ability to analyze

A. motivation

At which of the following sales meetings would it be most appropriate to

discuss prospects, bookings, and service procedures?

A. weekly staff meetings

B. news conferences

C. marketing commitee team meetings

D. annual sales meetings for all employee

C. marketing committee

Computer technology has had the greatest impact on which of the follow-

ing components of yield management?

A. determining a hospitality company's "yield"

B. calculating actual sales receipts

C. determining a hospitality company's potential revenue

D. predicting or forecasting demand

D. predicting and forecasting

Central reservations offices typically exchange room availability informa-

tion with member properties and communicate reservation transactions:

A. weekly.

B. daily.

C. hourly.

D. as they occur

D. as they occur

The status of a group's reservation changes from blocked to booked as:

A. the cut-off date approaches.

B. the cut-off date passes.

C. group members reserve rooms.

D. group members cancel rooms

C. as group members reserve rooms

Which of the following is the greatest advantage of a computerized reser-

vation system?

A. creation of waiting lists for high demand periods

B. generation of daily expected arrivals lists

C. generation of a report summarizing reservations by room type

D. improved accuracy of room availability information

D. improved accuracy

Which of the following terms is used to classify lost business when poten-

tial guests choose not to make a reservation?

A. denial

B. regret

C. turnaway

D. no show

B. regret

Which of the following revenue management methods might reject a reser-

vation request for a one-night stay, even though rooms are available for

that particular night?

A. capacity management

B. discount allocation

C. duration control

D. reverse yield

C. duration control

The potential average single rate would equal the rack rate of single rooms

if the hotel:

A. did not vary its single rate by room type.

B. sold only single rooms.

C. had 100 percent occupancy.

D. used a weighted average to calculate the potential average rate

A. did not vary

In which of the following types of personal sales calls does the salesperson

typically make a strong sales pitch, overcome a decision-maker's objec-

tions, and ask for the sale?

A. a cold call

B. a public relations call

C. a presentation call

D. a service call

C. presentation call

The nonthreatening area that is the greatest distance from a client is called

__________ space.

A. public

B. personal

C. intimate

D. socia

A. public

A salesperson would likely spend the LEAST amount of time with:

A. new accounts with high potential.

B. present accounts with medium potential that are providing an

acceptable level of business.

C. new accounts with medium potential.

D. present accounts with high potential but lower than expected

profitability.

B. present accounts with medium potential that are providing an acceptable level of business

Which of the following types of outgoing sales calls is made in order to

find out if an individual or company warrants an in-person sales call?

A. a qualifying call

B. a service call

C. a promotional call

D. a public relations call

A. qualifying call

Which of the following types of outgoing sales calls is made just to keep in

touch with clients?

A. a service call

B. a qualifying call

C. a promotional call

D. an appointment call

A. service call

For which of the following purposes are telephone sales blitzes used?

A. to gather information

B. to follow up on clients who have recently booked a function at the

property

C. to generate goodwill toward the property among the general public

D. to maintain existing business relationships

A. to gather information

Salespeople at the Convention Center Hotel can negotiate terms and con-

ditions with clients without constantly seeking approval from the director

of sales. This illustrates the concept of:

A. upgrading.

B. internal marketing.

C. employee empowerment.

D. external marketing

C. employee empowerment

Tent cards on tables in the hotel restaurant that advertise a sale in one of

the hotel's stores is an example of:

A. upgrading.

B. cross-selling.

C. internal marketing.

D. relationship selling

B. cross selling

Which of the following hotel areas has the best opportunity to sell next-

morning room service breakfast specials when guests request wake-up

calls?

A. reservations

B. front desk

C. food and beverage

D. uniformed service

B. front desk

Which of the following upgrading techniques would likely be most effec-

tive for a salesperson who was aĴempting to sell high-priced rooms?

A. rate-category-alternatives method

B. boĴom-up method

C. cross-selling method

D. top-down method

D. top down method

The use of a video magazine in a hotel's lobby to showcase the property's

facilities and services is an example of:

A. empowerment.

B. internal merchandising.

C. targeting guests.

D. upgrading

B. internal merchandising

Discount coupons for rooms and two-for-one specials in the restaurant are

examples of:

A. cross-selling.

B. upgrading.

C. special services.

D. in-house promotions

D. in house promotions

At a large hotel, which of the following positions would be responsible for

making sure the catering operation stays within budget guidelines?

A. banquet or catering manager

B. catering director

C. food and beverage director

D. director of sales

B. catering director

All of the following are key markets for a hotel catering department

EXCEPT:

A. stockholders meetings of national corporations.

B. annual parties of local corporate businesses.

C. family reunions.

D. weddings.

A. stock holder meetings

Which of the following statements about following up catering inquiries

from prospective clients is FALSE?

A. Inquiries by letter should be answered with a letter.

B. Fax inquiries should be answered by fax.

C. E-mail inquiries should be answered by e-mail.

D. Inquiries via fax and e-mail should be followed up with mailings of

requested information

A. inquiries by letter should be answered by letter

The most economical type of banquet beverage service for the banquet's

host, if the group is less than 100 and the host is paying for the alcohol

consumed by guests, would probably be the "host bar, paying by the

__________" service.

A. hour

B. bottle

C. individual drink

D. event

C. individual drink

Which of the following meeting room setups is similar to a schoolroom

setup except that tables and chairs are arranged in a "V"?

A. herringbone setup

B. board-of-directors setup

C. schoolroom setup

D. banquet setup

A. herringbone setup