What is the definition of a SMERFE sales manager?
Well to understand what a SMERFE sales manager is we must first know what the letters stand for.
S = Social
M = Military
E = Education
R = Religious
F = Fraternal
E = Entertainment
Some basic examples of SMERFE Clientele that I would categorize are:
Social – Family Reunions, Wedding Groups, Traveling Sports Teams, Funerals
Military – Reunions, Programs, FEMA, Government
Education – Events, Conventions, non profit, seminars, student tour and travel
Religious – Conventions, Meetings, prayer groups
Fraternal – Schools, Colleges, Universities, Fraternities
Entertainment – Entertainment Groups, Tour & Travel
SMERFE Sales Managers need Personality.
A SMERFE Sales Manager must be friendly, caring and dramatic. They are creative, fun and get along with everybody. They must be very patient and more forgiving than any other position. They are much different from a Corporate Transient or Corporate Group Sales Manager.
To be a good SMERFE sales manager you have to develop a rapport with your clients. Get to know them, and find out what their needs are now and in the future. Always make them your first priority. Make them feel at home in your hotel.
Set up appointments with other Group Sales Managers, ask to meet with them and ask them to refer you to their inquiries and clients. It doesn’t always work, but if you don’t ask, you will never know.
Always introduce yourself as the Group Sales Manager. Ask if it would it be beneficial to both of you to begin a referral program. Who is going to say no? Your titles are the same making you equal in status, and any referrals you ultimately receive can only mean more business for your hotel.
Knowing what being a SMERFE sales manager means is your first step to making your hotel stand out above the rest.