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Advertising Sales Agents
SOC Code: 41-3011.00

Sell or solicit advertising space, time, or media in publications, signage, TV, radio, or the Internet. Includes individuals who obtain leases for outdoor advertising sites or persuade retailers to use sales promotion display items.

Sample of reported job titles: Account Manager, Accounts Executive, Accounts Manager, Advertising Account Executive, Advertising Account Representative, Advertising Consultant, Advertising Representative, Advertising Sales Representative, Marketing Consultant, Sales Representative

Tasks

  • 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.

Technology Skills

  • Calendar and scheduling software - Contact management software
  • Data base user interface and query software - FileMaker Pro; Microsoft Access
  • Desktop publishing software - Adobe Systems Adobe InDesign ; Microsoft Publisher; QuarkXPress
  • Electronic mail software - Email software; Microsoft Outlook
  • Graphics or photo imaging software - Adobe Systems Adobe Photoshop
  • Internet browser software - Web browser software
  • Office suite software - Microsoft Office
  • Presentation software - Microsoft PowerPoint
  • Sales and marketing software - Google AdWords
  • Spreadsheet software - Microsoft Excel
  • Word processing software - Microsoft Word

Tools Used

  • Desktop computers
  • Notebook computers - Laptop computers
  • Personal computers
  • Personal digital assistant PDAs or organizers - Personal digital assistants PDA
  • Special purpose telephones - Multi-line telephone systems
  • Tablet computers

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.
  • Communications and Media - Knowledge of media production, communication, and dissemination techniques and methods. This includes alternative ways to inform and entertain via written, oral, and visual media.
  • Mathematics - Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications.
  • Clerical - Knowledge of administrative and clerical procedures and systems such as word processing, managing files and records, stenography and transcription, designing forms, and other office procedures and terminology.
  • Computers and Electronics - Knowledge of circuit boards, processors, chips, electronic equipment, and computer hardware and software, including applications and programming.
  • Administration and Management - Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.

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.
  • Active Listening - Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
  • Negotiation - Bringing others together and trying to reconcile differences.
  • Reading Comprehension - Understanding written sentences and paragraphs in work related documents.
  • Critical Thinking - Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
  • Judgment and Decision Making - Considering the relative costs and benefits of potential actions to choose the most appropriate one.
  • Coordination - Adjusting actions in relation to others' actions.
  • Writing - Communicating effectively in writing as appropriate for the needs of the audience.
  • Complex Problem Solving - Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions.
  • Monitoring - Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action.
  • Systems Analysis - Determining how a system should work and how changes in conditions, operations, and the environment will affect outcomes.
  • Time Management - Managing one's own time and the time of others.

Abilities

  • Oral Expression - The ability to communicate information and ideas in speaking so others will understand.
  • Speech Clarity - The ability to speak clearly so others can understand you.
  • Oral Comprehension - The ability to listen to and understand information and ideas presented through spoken words and sentences.
  • Speech Recognition - The ability to identify and understand the speech of another person.
  • Written Comprehension - The ability to read and understand information and ideas presented in writing.
  • Written Expression - The ability to communicate information and ideas in writing so others will understand.
  • Near Vision - The ability to see details at close range (within a few feet of the observer).
  • Fluency of Ideas - The ability to come up with a number of ideas about a topic (the number of ideas is important, not their quality, correctness, or creativity).
  • Originality - The ability to come up with unusual or clever ideas about a given topic or situation, or to develop creative ways to solve a problem.
  • Deductive Reasoning - The ability to apply general rules to specific problems to produce answers that make sense.
  • Inductive Reasoning - The ability to combine pieces of information to form general rules or conclusions (includes finding a relationship among seemingly unrelated events).
  • Problem Sensitivity - The ability to tell when something is wrong or is likely to go wrong. It does not involve solving the problem, only recognizing there is a problem.
  • Category Flexibility - The ability to generate or use different sets of rules for combining or grouping things in different ways.
  • Information Ordering - The ability to arrange things or actions in a certain order or pattern according to a specific rule or set of rules (e.g., patterns of numbers, letters, words, pictures, mathematical operations).
  • Selective Attention - The ability to concentrate on a task over a period of time without being distracted.

Interests

  • Interest code: ECA
    • Enterprising - Enterprising occupations frequently involve starting up and carrying out projects. These occupations can involve leading people and making many decisions. Sometimes they require risk taking and often deal with business.
    • Conventional - Conventional occupations frequently involve following set procedures and routines. These occupations can include working with data and details more than with ideas. Usually there is a clear line of authority to follow.
    • Artistic - Artistic occupations frequently involve working with forms, designs and patterns. They often require self-expression and the work can be done without following a clear set of rules.

Work Context

  • Electronic Mail - 100% responded “Every day.”
  • Telephone - 100% responded “Every day.”
  • Contact With Others - 82% responded “Constant contact with others.”
  • Deal With External Customers - 92% responded “Extremely important.”
  • Face-to-Face Discussions - 71% responded “Every day.”
  • Structured versus Unstructured Work - 75% responded “A lot of freedom.”
  • Freedom to Make Decisions - 57% responded “A lot of freedom.”
  • Level of Competition - 63% responded “Extremely competitive.”
  • Time Pressure - 52% responded “Every day.”
  • Work With Work Group or Team - 62% responded “Extremely important.”
  • Frequency of Decision Making - 58% responded “Every day.”
  • Impact of Decisions on Co-workers or Company Results - 42% responded “Important results.”
  • Letters and Memos - 46% responded “Every day.”
  • In an Enclosed Vehicle or Equipment - 60% responded “Every day.”
  • Importance of Being Exact or Accurate - 45% responded “Very important.”
  • Duration of Typical Work Week - 51% responded “More than 40 hours.”
  • Spend Time Sitting - 48% responded “More than half the time.”
  • Indoors, Environmentally Controlled - 50% responded “Every day.”
  • Physical Proximity - 44% responded “Moderately close (at arm's length).”
  • Deal With Unpleasant or Angry People - 42% responded “Once a week or more but not every day.”
  • Coordinate or Lead Others - 31% responded “Very important.”
  • Frequency of Conflict Situations - 35% responded “Once a year or more but not every month.”

Education

Percentage of RespondentsEducation Level Required
52%Bachelor's degree
30%High school diploma or equivalent
13%Some college, no degree

Work Styles

  • Attention to Detail - Job requires being careful about detail and thorough in completing work tasks.
  • Initiative - Job requires a willingness to take on responsibilities and challenges.
  • Persistence - Job requires persistence in the face of obstacles.
  • Integrity - Job requires being honest and ethical.
  • Achievement/Effort - Job requires establishing and maintaining personally challenging achievement goals and exerting effort toward mastering tasks.
  • Dependability - Job requires being reliable, responsible, and dependable, and fulfilling obligations.
  • Stress Tolerance - Job requires accepting criticism and dealing calmly and effectively with high stress situations.
  • Independence - Job requires developing one's own ways of doing things, guiding oneself with little or no supervision, and depending on oneself to get things done.
  • Adaptability/Flexibility - Job requires being open to change (positive or negative) and to considerable variety in the workplace.
  • Social Orientation - Job requires preferring to work with others rather than alone, and being personally connected with others on the job.
  • Cooperation - Job requires being pleasant with others on the job and displaying a good-natured, cooperative attitude.
  • Innovation - Job requires creativity and alternative thinking to develop new ideas for and answers to work-related problems.
  • Self Control - Job requires maintaining composure, keeping emotions in check, controlling anger, and avoiding aggressive behavior, even in very difficult situations.
  • Analytical Thinking - Job requires analyzing information and using logic to address work-related issues and problems.
  • Concern for Others - Job requires being sensitive to others' needs and feelings and being understanding and helpful on the job.
  • Leadership - Job requires a willingness to lead, take charge, and offer opinions and direction.

Work Values

  • Relationships - Occupations that satisfy this work value allow employees to provide service to others and work with co-workers in a friendly non-competitive environment. Corresponding needs are Co-workers, Moral Values and Social Service.
  • Independence - Occupations that satisfy this work value allow employees to work on their own and make decisions. Corresponding needs are Creativity, Responsibility and Autonomy.
  • Working Conditions - Occupations that satisfy this work value offer job security and good working conditions. Corresponding needs are Activity, Compensation, Independence, Security, Variety and Working Conditions.

Wages & Trends

  • Median wages (2017)
    • $23.89 hourly, $49,680 annual
  • Employment (2016)
    • 150,000 employees
  • Projected growth (2016-2026)
    • Decline (-2% or lower)
  • Projected job openings (2016-2026)
    • 17,700

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