1. Liquor policy. Spell it out, most licensed properties can allow outside food or liquor onto the property a) True b) False

2. When sending out contracts it is important that the contract be dated, and is extremely important during the negotiation stage, so the current most up-to-date contract is signed by each party, with the hotel sales person signing first. a) True b) False

3. Request for proposals can wait until the busy sales person has time to look at the business, it is industry common to take up to 14 days to reply. a) True b) False

4. Negotiations involve two or more parties coming together to try to reach an agreement for mutual benefit. a) True b) False

5. A "proposal letter" is sent out to the client with the billing after the event to get them to come back again. a) True b) False

6. In which of the following elements of a letter of agreement or contract would you expect to find information on who pays charges for speakers and performers? Date them Sign them before sending them out Mail the letters of agreement/contracts rather than send them by fax Send out the original only (no copies)

7. Guarantees on food functions, could be 48 to 72 hours prior, weekends and holidays may affect this as well and provided to the catering manager often by a set time, like 12 noon. Negotiate this in advance. The numbers are based on the BEO attendance expected. a) True b) False

8. Transient business is individual hotel guests not part of a group or company rate system and can just be walk-in customers. True False

9. Arrival/departure patternhow well group fills occupancy holes, only matters in off shore resort hotels. a) True b) False

10. Revenue Managers (RM) work in tandem with the hotel's General manager to ensure that the goals of both the group and hotel property are met a) True b) False

11. A letter of agreement should include, in legal language, all arrangements that have been negotiated and agreed to, and should be complicated to anyone who reviews it. a) True b) False

12. The master billing account, set up by the hotel accounting department and will have a list of people authorized to "sign" or approve guest or room charges to the master/main billing account a) True b) False

14. Termination/cancellation clauses, sometimes termed "force majeure" or Act of God clause, should be included in the agreement for cases when either party might cancel because of circumstances beyond its control a) True b) False

15. When a hotel sales person sends out a letter of agreements/contracts to clients, it is very important that the salesperson?

Mail the letters of agreement/contracts rather than send them by fax

Date them

Sign them before sending them out

Send out the original only (no copies)

16. Guestroom-to-meeting-space-ratio, this varies but typically 100 square feet of meeting space for every hotel room for group business. a) True b) False

17. The Sales Department is responsible for determining the client's need's the revenue managers job is to balance those needs with the hotels objectives especially in the areas of guestroom rates and food and beverage revenue True False