Advertising Sales Agents

Also called: Account Specialist, Advertising Account Representative, Advertising Agent, Advertising Consultant, Advertising Coordinator

$68,040

estimated salary

Advertising sales agents sell or solicit advertising space, time, or media in publications, signage, TV, radio, or Internet establishments or public spaces.

  • Prepare and deliver sales presentations to new and existing customers to sell new advertising programs and to protect and increase existing advertising.
  • Maintain assigned account bases while developing new accounts.
  • Provide clients with estimates of the costs of advertising products or services.
  • Locate and contact potential clients to offer advertising services.
  • Explain to customers how specific types of advertising will help promote their products or services in the most effective way possible.
  • Obtain and study information about clients' products, needs, problems, advertising history, and business practices to offer effective sales presentations and appropriate product assistance.
  • Prepare promotional plans, sales literature, media kits, and sales contracts, using computer.
  • Process all correspondence and paperwork related to accounts.
  • Draw up contracts for advertising work and collect payments due.
  • Deliver advertising or illustration proofs to customers for approval.
  • Inform customers of available options for advertisement artwork and provide samples.
  • Recommend appropriate sizes and formats for advertising, depending on medium being used.
  • Write copy as part of layout.
  • Determine advertising medium to be used and prepare sample advertisements within the selected medium for presentation to customers.
  • Gather all relevant material for bid processes and coordinate bidding and contract approval.
  • Consult with company officials, sales departments, and advertising agencies to develop promotional plans.
  • Identify new advertising markets and propose products to serve them.
  • Arrange for commercial taping sessions and accompany clients to sessions.
  • Attend sales meetings, industry trade shows, and training seminars to gather information, promote products, expand network of contacts, and increase knowledge.
  • Write sales outlines for use by staff.
Work Context
  • Telephone — 100% responded "Every day".
  • Electronic Mail — 100% responded "Every day".
  • Deal With External Customers — 92% responded "Extremely important".
  • Contact With Others — 82% responded "Constant contact with others".
  • Face-to-Face Discussions — 72% responded "Every day".
  • Structured versus Unstructured Work — 76% responded "A lot of freedom".
  • Freedom to Make Decisions — 58% responded "A lot of freedom".
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Work Activities
  • Selling or Influencing Others — Convincing others to buy merchandise/goods or to otherwise change their minds or actions.
  • Communicating with Persons Outside Organization — Communicating with people outside the organization, representing the organization to customers, the public, government, and other external sources. This information can be exchanged in person, in writing, or by telephone or e-mail.
  • Establishing and Maintaining Interpersonal Relationships — Developing constructive and cooperative working relationships with others, and maintaining them over time.
  • Thinking Creatively — Developing, designing, or creating new applications, ideas, relationships, systems, or products, including artistic contributions.
  • Performing for or Working Directly with the Public — Performing for people or dealing directly with the public. This includes serving customers in restaurants and stores, and receiving clients or guests.
  • Getting Information — Observing, receiving, and otherwise obtaining information from all relevant sources.
  • Organizing, Planning, and Prioritizing Work — Developing specific goals and plans to prioritize, organize, and accomplish your work.
  • Interacting With Computers — Using computers and computer systems (including hardware and software) to program, write software, set up functions, enter data, or process information.
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Detailed Work Activities
  • Develop content for sales presentations or other materials.
  • Deliver promotional presentations to current or prospective customers.
  • Explain technical product or service information to customers.
  • Identify potential customers.
  • Develop professional relationships or networks.
  • Prepare sales or other contracts.
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Knowledge

Sales and Marketing
  • Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
Customer and Personal Service
  • Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
English Language
  • Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
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Skills

Speaking
  • Talking to others to convey information effectively.
Persuasion
  • Persuading others to change their minds or behavior.
Service Orientation
  • Actively looking for ways to help people.
Social Perceptiveness
  • Being aware of others' reactions and understanding why they react as they do.
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Abilities

Speech Clarity
  • The ability to speak clearly so others can understand you.
Oral Expression
  • The ability to communicate information and ideas in speaking so others will understand.
Speech Recognition
  • The ability to identify and understand the speech of another person.
Oral Comprehension
  • The ability to listen to and understand information and ideas presented through spoken words and sentences.
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Personality

People interested in this work like activities that include ideas, thinking, and figuring things out.
They do well at jobs that need:
  • Achievement/Effort
  • Persistence
  • Initiative
  • Leadership
  • Cooperation
  • Concern for Others
  • Social Orientation
  • Self Control
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Technology

You might use software like this on the job:

Desktop publishing software
  • Adobe Systems Adobe InDesign Hot Technology
  • QuarkXPress
  • Microsoft Publisher
Customer relationship management CRM software
  • Salesforce software Hot Technology
  • Customer relationship management CRM software
Word processing software
  • Microsoft Word Hot Technology
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Education

Bachelor's Degree or
High School Diploma
usually needed

Get started on your career:

Job Outlook

New job opportunities are less likely in the future.
Salary
$54,940
$26,700
$124,030