Explanation should include a definition of perishable goods (e.g., hotel rooms, airline seats, cruise cabins, tee times, meeting spaces). Explanation should also include
- sell-through strategies
- overbooking
- last-minute marketing
- real-time pricing algorithms
Process/Skill Questions:
- How can revenue management techniques create profit in marketing and sales?
- How and when would overbooking be utilized?
- What revenue management techniques are used during times of high demand?
- What revenue management techniques are used during times of low demand?
- What are the results of poor revenue management techniques?