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Advertising sales agents sell advertising to businesses by making sales presentations, contacting clients, and maintaining customer accounts. They work in a variety of industries such as internet publishing, radio, television, and advertising agencies. They must meet sales quotas and may spend much of their time traveling to visit prospective clients to make sure they are educated on new products and that they foster a good business relationship.
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How to Become an Advertising Sales Agent
Advertising sales agents may gain entry level sales positions with a high school diploma. However, many employers prefer a bachelor’s degree with courses in business, communications, advertising, and marketing. Publishing companies and broadcasting stations with a large audience reach usually look for candidates with at least a college degree.
Experience in selling other products make educational requirements less strict. Most training comes on-the-job under an experienced sales manager. Employers may bring in consultants to provide training sessions for a specialized market. Communication skills are essential to this job, as well as initiative, organizational skills, and self-confidence.
Job Description of an Advertising Sales Agent
The duties of advertising sales agents typically include seeking and contacting potential clients to sell their companies advertising services. They communicate to the client specific types of advertising that may increase or promote their services or products effectively.
These agents provide costs estimates of their advertising to the customer and is sure to process all paperwork and correspondence related to accounts. They prepare sales presentations for new and existing clients. They provide available options to customers for advertising formats, art, or features and offer samples of work provided to other clients as a comparison.
An advertising sales agent delivers illustrations or advertising proofs to customers for approval and recommends proposals of size and formats that would work to the best advantage for advertising. He or she has the job of preparing sales literature, promotional plans, sales contacts, and media kits. They also stay current in their industry trends by reading about new products and monitoring the sales, prices, and products of their competitors.
Advertising Sales Agent Career Video Transcript
People in sales careers often talk about the thrill of closing a deal, that point when customers commit to buying whatever they’re selling. Advertising sales agents sell advertising space to businesses and individuals to expand the public’s awareness of products and services. They sell ads for online and print editions of publications such as newspapers and magazines, radio, television, billboards, and more.
Because their income and job security both depend on it, these sales agents invest a lot of their time building relationships with their customers. They research and analyze clients’ needs, and prepare creative, persuasive materials to encourage them to buy advertising. Many need to meet sales goals, so are continuously on the lookout for sources of new clients, making phone calls and office visits to interest them in advertising. Agents need to keep detailed contact and communication records, and be prepared to draft advertising contracts for clients. They also need to represent their employer reliably and answer any questions a client may have.
Good communication skills are essential for the field. Most advertising sales agents work full-time, but many work weekends and holidays, or irregular schedules. Most entry-level positions require a bachelor’s degree in a field such as marketing or communications, and a proven record of success in sales.
Article Citations
Bureau of Labor Statistics, U.S. Department of Labor, Occupational Outlook Handbook, Advertising Sales Agents.
National Center for O*NET Development. 41-3011.00. O*NET OnLine.
The career video is in the public domain from the U. S. Department of Labor, Employment and Training Administration.