Pearson New International Edition International pcl tp indd 1

Discussion Questions:
1. The chapter provides an example of how a creative revenue manager can
package amenities for business travelers and, in the process, provide opportu-
nities for front office personnel to upsell rooms. Use your creativity to develop
another package that might be of interest to business travelers. Also develop a
package that could be sold to transient family guests and to adults traveling
without children.
2. As suggested in the chapter, the number of hotel rooms allocated to different
markets (transient, group, and contract) varies depending on the total estimated
RevPar generated by the mix of rooms that are sold. Develop a scenario relating
to potential hotel business that allows you to apply the four principles that are
important when making market code allocations.
3. Assume that your hotel tracks a significant number of business travelers during
the week. The hotel is located in a large city that is distant from the state’s capi-
tol. What are some tactics that you might use to attract government employees
who travel on a per-diem rate?
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