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Become An Advertising Sales Representative

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Working As An Advertising Sales Representative

  • Selling or Influencing Others
  • Communicating with Persons Outside Organization
  • Thinking Creatively
  • Organizing, Planning, and Prioritizing Work
  • Getting Information
  • Deal with People

  • Make Decisions

  • Stressful

  • $62,000

    Average Salary

What Does An Advertising Sales Representative Do

Advertising sales agents, also called advertising sales representatives, sell advertising space to businesses and individuals. They contact potential clients, make sales presentations, and maintain client accounts.

Duties

Advertising sales agents typically do the following:

  • Locate and contact potential clients to offer their firm’s advertising services
  • Explain to clients how specific types of advertising will help promote their products or services in the most effective way
  • Provide clients with estimates of the costs of advertising products or services
  • Process all correspondence and paperwork related to accounts
  • Prepare and deliver sales presentations to new and existing clients
  • Inform clients of available options for advertising art, formats, or features and provide samples of previous work for other clients
  • Deliver advertising or illustration proofs to clients for approval
  • Prepare promotional plans, sales literature, media kits, and sales contracts
  • Recommend appropriate sizes and formats for advertising

Advertising sales agents work outside the office occasionally, meeting with clients and prospective clients at their places of business. Some may make telephone sales calls as well—calling prospects, attempting to sell the media firm’s advertising space or time, and arranging followup appointments with interested prospects.

A critical part of building relationships with clients is learning about their needs. Before the first meeting with a client, a sales agent gathers background information on the client’s products, current clients, prospective clients, and the geographic area of the target market.

The sales agent then meets with the client to explain how specific types of advertising will help promote the client’s products or services most effectively. If a client wishes to proceed, the advertising sales agent prepares and presents an advertising proposal to the client. The proposal may include an overview of the advertising medium to be used, sample advertisements, and cost estimates for the project.

Because of consolidation among media industries, agents are increasingly selling several types of ads in one package. For example, agents may sell ads that would be found in print editions, as well as online editions, of a particular publication, such as a newspaper.

In addition to maintaining sales and overseeing their accounts, advertising sales agents analyze sales statistics and prepare reports about clients’ accounts. They keep up to date on industry trends by reading about both current and new products, and they monitor the sales, prices, and products of their competitors.

In many firms, the advertising sales agent drafts contracts, which specify the cost and the advertising work to be done. Agents also may continue to help the client, answering questions or addressing problems the client may have with the proposal.

In addition, sales agents may be responsible for developing sales tools, promotional plans, and media kits, all of which they use to help make a sale. In other cases, firms may have a marketing team that sales agents work with to develop these sales tools.

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How To Become An Advertising Sales Representative

Although a high school diploma is typically enough education for an entry-level advertising sales position, some employers prefer applicants with a bachelor’s degree. Proven sales success and communication skills are essential. Most training for advertising sales agents takes place on the job.

Education

Although a high school diploma is typically the minimum education requirement for an entry-level advertising sales position, some employers prefer applicants with a college degree. Publishing companies with large circulations and broadcasting stations with a large audience may prefer workers with at least a college degree. Courses in marketing, communications, business, and advertising are helpful. For those who have a proven record of successfully selling other products, educational requirements are not likely to be strict.

Training

Most training takes place on the job and can be either formal or informal. In the majority of cases, an experienced sales manager instructs a newly hired advertising sales agent who lacks sales experience. In this one-on-one environment, supervisors typically coach new hires and observe them as they make sales calls and contact clients. Supervisors then advise the new hires on ways to improve their interaction with clients. Employers may bring in consultants to lead formal training sessions when agents sell to a specialized market segment, such as automotive dealers or real estate professionals.

Advancement

Agents with proven leadership ability and a strong sales record may advance to supervisory and managerial positions, such as sales manager, account executive, and vice president of sales. Successful advertising sales agents may also advance to positions in other industries, such as corporate sales.

Important Qualities

Communication skills. Advertising sales agents must be persuasive during sales calls. In addition, they should listen to the client’s desires and concerns, and recommend an appropriate advertising package.

Initiative. Advertising sales agents must actively seek new clients, keep in touch with current clients, and expand their client base, in order to meet sales quotas.

Organizational skills. Agents work with many clients, each of whom may be at a different stage in the sales process. Agents must be well organized to keep track of their clients and potential clients.

Self-confidence. Advertising sales agents should be confident when calling potential clients (making cold calls). Because potential clients are often unwilling to commit on a first call, agents frequently must continue making sales calls, even if rejected at first.

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Advertising Sales Representative Career Paths

Advertising Sales Representative
Account Executive Account Manager
Director, Inside Sales
6 Yearsyrs
Account Executive Sales Manager Director Of Sales
Senior Sales Director
11 Yearsyrs
Account Executive Sales Manager Account Manager
Major Account Manager
7 Yearsyrs
Outside Sales Representative Territory Sales Representative Account Manager
Territory Account Manager
7 Yearsyrs
Outside Sales Representative Sales Consultant Marketing Consultant
Senior Marketing Consultant
8 Yearsyrs
Outside Sales Representative Business Developer National Account Manager
Global Account Manager
9 Yearsyrs
Sales Consultant Marketing Consultant Advertising Manager
Advertising Director
6 Yearsyrs
Sales Consultant Business Developer National Account Manager
Director, Strategic Accounts
13 Yearsyrs
Marketing Coordinator Senior Account Executive Marketing Director
Executive Director, Marketing
9 Yearsyrs
Marketing Coordinator Senior Marketing Specialist Marketing Director
Marketing Operations Director
8 Yearsyrs
Marketing Coordinator Senior Account Executive Sales Account Manager
Business Development Account Manager
7 Yearsyrs
Marketing Consultant Advertising Account Executive
Advertising Account Manager
5 Yearsyrs
Business Developer Customer Service Manager Inside Sales Manager
Inside Sales Account Manager
6 Yearsyrs
Media Consultant Advertising Account Executive
Advertising Sales Manager
6 Yearsyrs
Media Consultant Advertising Account Executive Advertising Sales Manager
Advertising Sales Director
6 Yearsyrs
Media Consultant Communications Consultant Campaign Manager
Advertising Operations Manager
6 Yearsyrs
Marketing Specialist Regional Marketing Manager Advertising Manager
Director Of Marketing And Advertising
6 Yearsyrs
Business Development Representative Inside Sales Account Executive Account Executive/Outside Sales
Senior Sales Account Executive
7 Yearsyrs
Sales/Marketing Senior Account Executive Local Sales Manager
Digital Sales Manager
9 Yearsyrs
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Do you work as an Advertising Sales Representative?

Help others decide if this is a good career for them

Average Length of Employment
Advertising Sales 3.0 years
Top Careers Before Advertising Sales Representative
Cashier 6.2%
Internship 5.4%
Manager 3.2%
Owner 2.7%
Server 2.6%
Top Careers After Advertising Sales Representative
Owner 5.0%
Cashier 3.7%
Manager 2.9%
Server 2.7%

Do you work as an Advertising Sales Representative?

Advertising Sales Representative Demographics

Gender

Female

53.4%

Male

38.9%

Unknown

7.7%
Ethnicity

White

64.9%

Hispanic or Latino

14.1%

Black or African American

11.4%

Asian

6.4%

Unknown

3.2%
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Foreign Languages Spoken

Spanish

44.9%

French

16.1%

German

6.8%

Mandarin

4.2%

Italian

4.2%

Portuguese

3.4%

Japanese

3.4%

Dutch

1.7%

Korean

1.7%

Tagalog

1.7%

Chinese

1.7%

Cantonese

1.7%

Polish

1.7%

Arabic

1.7%

Swahili

0.8%

Vietnamese

0.8%

Hmong

0.8%

Indonesian

0.8%

Hungarian

0.8%

Bengali

0.8%
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Advertising Sales Representative Education

Schools

University of Phoenix

13.3%

Michigan State University

7.1%

University of Georgia

6.2%

Appalachian State University

5.3%

Purdue University

5.3%

Murray State University

4.7%

Pennsylvania State University

4.7%

West Virginia University

4.7%

University of Maryland - College Park

4.4%

Temple University

4.4%

Ashford University

4.1%

Texas A&M University

4.1%

Kent State University

4.1%

University of Florida

4.1%

Ball State University

4.1%

University of North Texas

3.8%

Southern Illinois University Carbondale

3.8%

Western Michigan University

3.8%

San Jose State University

3.8%

Indiana University Bloomington

3.8%
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Majors

Business

25.3%

Communication

12.6%

Marketing

11.6%

Journalism

6.2%

Management

4.5%

Psychology

4.5%

Advertising

4.5%

Public Relations

4.4%

English

3.7%

Criminal Justice

2.5%

Education

2.4%

Political Science

2.3%

Accounting

2.3%

Liberal Arts

2.2%

General Studies

2.2%

Graphic Design

2.1%

Health Care Administration

1.8%

Fine Arts

1.7%

Nursing

1.7%

Specialized Sales And Merchandising

1.6%
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Degrees

Bachelors

54.7%

Other

23.2%

Associate

9.2%

Masters

7.9%

Certificate

3.0%

Diploma

0.8%

License

0.7%

Doctorate

0.4%
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Top Skills for An Advertising Sales Representative

  1. Student Newspaper
  2. New Clients
  3. Customer Service
You can check out examples of real life uses of top skills on resumes here:
  • Maximized advertising sales for the Student newspaper.
  • Solicit existing and new clients/businesses for advertising materials to assist in promoting their business or service.
  • Conducted new account executives, customer service representatives and associate training as scheduled.
  • Develop and maintain client relationships within geographic sales territory.
  • Represented the company in contacting assigned business accounts by telephone for the purpose of selling online and directory advertising.

How Would You Rate Working As an Advertising Sales Representative?

Are you working as an Advertising Sales Representative? Help us rate Advertising Sales Representative as a Career.

Top Advertising Sales Representative Employers

Jobs From Top Advertising Sales Representative Employers

Advertising Sales Representative Videos

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Day in the Life - Sales Rep

The Requirements for Ad Sales for a Newspaper : Marketing & Advertising

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