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Summary Report for:
41-3011.00 - Advertising Sales Agents

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 Executive, Account Manager, Advertising Account Executive, Advertising Account Representative, Advertising Consultant, Advertising Representative, Advertising Sales Representative, Directory Advertising Sales Representative, Marketing Consultant, Sales Representative

View report: Summary  Details  Custom

Tasks  |  Tools & Technology  |  Knowledge  |  Skills  |  Abilities  |  Work Activities  |  Detailed Work Activities  |  Work Context  |  Job Zone  |  Education  |  Credentials  |  Interests  |  Work Styles  |  Work Values  |  Related Occupations  |  Wages & Employment  |  Job Openings  |  Additional Information

Tasks

  • Maintain assigned account bases while developing new accounts. See more occupations related to this task.
  • Explain to customers how specific types of advertising will help promote their products or services in the most effective way possible. See more occupations related to this task.
  • Provide clients with estimates of the costs of advertising products or services. See more occupations related to this task.
  • Locate and contact potential clients to offer advertising services. See more occupations related to this task.
  • Process all correspondence and paperwork related to accounts. See more occupations related to this task.
  • Prepare and deliver sales presentations to new and existing customers to sell new advertising programs, and to protect and increase existing advertising. See more occupations related to this task.
  • Inform customers of available options for advertisement artwork, and provide samples. See more occupations related to this task.
  • Deliver advertising or illustration proofs to customers for approval. See more occupations related to this task.
  • Prepare promotional plans, sales literature, media kits, and sales contracts, using computer. See more occupations related to this task.
  • Recommend appropriate sizes and formats for advertising, depending on medium being used. See more occupations related to this task.
  • Draw up contracts for advertising work, and collect payments due. See more occupations related to this task.
  • Obtain and study information about clients' products, needs, problems, advertising history, and business practices to offer effective sales presentations and appropriate product assistance. See more occupations related to this task.
  • Write copy as part of layout. See more occupations related to this task.
  • Consult with company officials, sales departments, and advertising agencies to develop promotional plans. See more occupations related to this task.
  • Identify new advertising markets, and propose products to serve them. See more occupations related to this task.
  • Determine advertising medium to be used, and prepare sample advertisements within the selected medium for presentation to customers. See more occupations related to this task.
  • Attend sales meetings, industry trade shows, and training seminars to gather information, promote products, expand network of contacts, and increase knowledge. See more occupations related to this task.
  • Gather all relevant material for bid processes, and coordinate bidding and contract approval. See more occupations related to this task.
  • Arrange for commercial taping sessions, and accompany clients to sessions. See more occupations related to this task.
  • Write sales outlines for use by staff. See more occupations related to this task.

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Tools & Technology

Tools used in this occupation:

  • Desktop computers See more occupations related to this tool.
  • Notebook computers — Laptop computers See more occupations related to this tool.
  • Personal computers See more occupations related to this tool.
  • Personal digital assistant PDAs or organizers — Personal digital assistants PDA See more occupations related to this tool.
  • Special purpose telephones — Multi-line telephone systems See more occupations related to this tool.
  • Tablet computers See more occupations related to this tool.

Technology used in this occupation:

  • Calendar and scheduling software — Contact management software See more occupations related to this technology.
  • Data base user interface and query software — FileMaker Pro software; Microsoft Access; Oracle software See more occupations related to this technology.
  • Desktop publishing software — QuarkXPress See more occupations related to this technology.
  • Electronic mail software — Email software; Microsoft Outlook See more occupations related to this technology.
  • Internet browser software — Web browser software See more occupations related to this technology.
  • Office suite software — Microsoft Office software See more occupations related to this technology.
  • Presentation software — Microsoft PowerPoint See more occupations related to this technology.
  • Spreadsheet software — Microsoft Excel See more occupations related to this technology.
  • Word processing software — Microsoft Word See more occupations related to this technology.

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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. See more occupations related to this knowledge.
  • 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. See more occupations related to this knowledge.
  • English Language — Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar. See more occupations related to this knowledge.
  • 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. See more occupations related to this knowledge.
  • 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. See more occupations related to this knowledge.
  • Computers and Electronics — Knowledge of circuit boards, processors, chips, electronic equipment, and computer hardware and software, including applications and programming. See more occupations related to this knowledge.
  • Mathematics — Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications. See more occupations related to this knowledge.

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Skills

  • Social Perceptiveness — Being aware of others' reactions and understanding why they react as they do. See more occupations related to this skill.
  • Persuasion — Persuading others to change their minds or behavior. See more occupations related to this skill.
  • 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. See more occupations related to this skill.
  • Speaking — Talking to others to convey information effectively. See more occupations related to this skill.
  • Service Orientation — Actively looking for ways to help people. See more occupations related to this skill.
  • Negotiation — Bringing others together and trying to reconcile differences. See more occupations related to this skill.
  • Time Management — Managing one's own time and the time of others. See more occupations related to this skill.
  • Coordination — Adjusting actions in relation to others' actions. See more occupations related to this skill.
  • Critical Thinking — Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems. See more occupations related to this skill.
  • Reading Comprehension — Understanding written sentences and paragraphs in work related documents. See more occupations related to this skill.
  • Writing — Communicating effectively in writing as appropriate for the needs of the audience. See more occupations related to this skill.
  • Judgment and Decision Making — Considering the relative costs and benefits of potential actions to choose the most appropriate one. See more occupations related to this skill.
  • Monitoring — Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action. See more occupations related to this skill.

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Abilities

  • Oral Expression — The ability to communicate information and ideas in speaking so others will understand. See more occupations related to this ability.
  • Speech Clarity — The ability to speak clearly so others can understand you. See more occupations related to this ability.
  • Oral Comprehension — The ability to listen to and understand information and ideas presented through spoken words and sentences. See more occupations related to this ability.
  • Speech Recognition — The ability to identify and understand the speech of another person. See more occupations related to this ability.
  • Written Comprehension — The ability to read and understand information and ideas presented in writing. See more occupations related to this ability.
  • 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). See more occupations related to this ability.
  • Deductive Reasoning — The ability to apply general rules to specific problems to produce answers that make sense. See more occupations related to this ability.
  • Inductive Reasoning — The ability to combine pieces of information to form general rules or conclusions (includes finding a relationship among seemingly unrelated events). See more occupations related to this ability.
  • 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). See more occupations related to this ability.
  • Near Vision — The ability to see details at close range (within a few feet of the observer). See more occupations related to this ability.
  • Written Expression — The ability to communicate information and ideas in writing so others will understand. See more occupations related to this ability.
  • Category Flexibility — The ability to generate or use different sets of rules for combining or grouping things in different ways. See more occupations related to this ability.
  • 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. See more occupations related to this ability.
  • 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. See more occupations related to this ability.
  • Selective Attention — The ability to concentrate on a task over a period of time without being distracted. See more occupations related to this ability.

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Work Activities

  • Selling or Influencing Others — Convincing others to buy merchandise/goods or to otherwise change their minds or actions. See more occupations related to this activity.
  • 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. See more occupations related to this activity.
  • Thinking Creatively — Developing, designing, or creating new applications, ideas, relationships, systems, or products, including artistic contributions. See more occupations related to this activity.
  • Organizing, Planning, and Prioritizing Work — Developing specific goals and plans to prioritize, organize, and accomplish your work. See more occupations related to this activity.
  • Communicating with Supervisors, Peers, or Subordinates — Providing information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person. See more occupations related to this activity.
  • Getting Information — Observing, receiving, and otherwise obtaining information from all relevant sources. See more occupations related to this activity.
  • Establishing and Maintaining Interpersonal Relationships — Developing constructive and cooperative working relationships with others, and maintaining them over time. See more occupations related to this activity.
  • Interacting With Computers — Using computers and computer systems (including hardware and software) to program, write software, set up functions, enter data, or process information. See more occupations related to this activity.
  • 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. See more occupations related to this activity.
  • Updating and Using Relevant Knowledge — Keeping up-to-date technically and applying new knowledge to your job. See more occupations related to this activity.
  • Resolving Conflicts and Negotiating with Others — Handling complaints, settling disputes, and resolving grievances and conflicts, or otherwise negotiating with others. See more occupations related to this activity.
  • Making Decisions and Solving Problems — Analyzing information and evaluating results to choose the best solution and solve problems. See more occupations related to this activity.
  • Scheduling Work and Activities — Scheduling events, programs, and activities, as well as the work of others. See more occupations related to this activity.
  • Identifying Objects, Actions, and Events — Identifying information by categorizing, estimating, recognizing differences or similarities, and detecting changes in circumstances or events. See more occupations related to this activity.
  • Performing Administrative Activities — Performing day-to-day administrative tasks such as maintaining information files and processing paperwork. See more occupations related to this activity.
  • Processing Information — Compiling, coding, categorizing, calculating, tabulating, auditing, or verifying information or data. See more occupations related to this activity.
  • Documenting/Recording Information — Entering, transcribing, recording, storing, or maintaining information in written or electronic/magnetic form. See more occupations related to this activity.
  • Developing Objectives and Strategies — Establishing long-range objectives and specifying the strategies and actions to achieve them. See more occupations related to this activity.
  • Judging the Qualities of Things, Services, or People — Assessing the value, importance, or quality of things or people. See more occupations related to this activity.

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Detailed Work Activities

  • Gather customer or product information to determine customer needs. See more occupations related to this activity.
  • Process sales or other transactions. See more occupations related to this activity.
  • Identify potential customers. See more occupations related to this activity.
  • Develop professional relationships or networks. See more occupations related to this activity.
  • Develop content for sales presentations or other materials. See more occupations related to this activity.
  • Prepare sales or other contracts. See more occupations related to this activity.
  • Explain technical product or service information to customers. See more occupations related to this activity.
  • Contact current or potential customers to promote products or services. See more occupations related to this activity.
  • Deliver promotional presentations to current or prospective customers. See more occupations related to this activity.
  • Estimate costs or terms of sales. See more occupations related to this activity.
  • Distribute promotional literature or samples to customers. See more occupations related to this activity.
  • Develop marketing plans or strategies. See more occupations related to this activity.
  • Attend events to develop professional knowledge. See more occupations related to this activity.
  • Study product information to acquire professional knowledge. See more occupations related to this activity.

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Work Context

  • Contact With Others — 99% responded “Constant contact with others.” See more occupations related to this work context.
  • Telephone — 100% responded “Every day.” See more occupations related to this work context.
  • Electronic Mail — 89% responded “Every day.” See more occupations related to this work context.
  • Face-to-Face Discussions — 84% responded “Every day.” See more occupations related to this work context.
  • Time Pressure — 84% responded “Every day.” See more occupations related to this work context.
  • Deal With External Customers — 78% responded “Extremely important.” See more occupations related to this work context.
  • Frequency of Decision Making — 67% responded “Every day.” See more occupations related to this work context.
  • Impact of Decisions on Co-workers or Company Results — 68% responded “Very important results.” See more occupations related to this work context.
  • In an Enclosed Vehicle or Equipment — 72% responded “Every day.” See more occupations related to this work context.
  • Structured versus Unstructured Work — 47% responded “A lot of freedom.” See more occupations related to this work context.
  • Work With Work Group or Team — 58% responded “Extremely important.” See more occupations related to this work context.
  • Importance of Being Exact or Accurate — 41% responded “Very important.” See more occupations related to this work context.
  • Indoors, Environmentally Controlled — 77% responded “Every day.” See more occupations related to this work context.
  • Letters and Memos — 43% responded “Every day.” See more occupations related to this work context.
  • Level of Competition — 42% responded “Highly competitive.” See more occupations related to this work context.
  • Freedom to Make Decisions — 75% responded “Some freedom.” See more occupations related to this work context.
  • Duration of Typical Work Week — 55% responded “40 hours.” See more occupations related to this work context.
  • Physical Proximity — 44% responded “Slightly close (e.g., shared office).” See more occupations related to this work context.
  • Frequency of Conflict Situations — 38% responded “Once a week or more but not every day.” See more occupations related to this work context.
  • Coordinate or Lead Others — 42% responded “Important.” See more occupations related to this work context.
  • Spend Time Sitting — 38% responded “More than half the time.” See more occupations related to this work context.
  • Consequence of Error — 34% responded “Extremely serious.” See more occupations related to this work context.
  • Outdoors, Exposed to Weather — 45% responded “Every day.” See more occupations related to this work context.
  • Sounds, Noise Levels Are Distracting or Uncomfortable — 31% responded “Every day.” See more occupations related to this work context.
  • Deal With Unpleasant or Angry People — 35% responded “Once a week or more but not every day.” See more occupations related to this work context.

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Job Zone

Title Job Zone Three: Medium Preparation Needed
Education Most occupations in this zone require training in vocational schools, related on-the-job experience, or an associate's degree.
Related Experience Previous work-related skill, knowledge, or experience is required for these occupations. For example, an electrician must have completed three or four years of apprenticeship or several years of vocational training, and often must have passed a licensing exam, in order to perform the job.
Job Training Employees in these occupations usually need one or two years of training involving both on-the-job experience and informal training with experienced workers. A recognized apprenticeship program may be associated with these occupations.
Job Zone Examples These occupations usually involve using communication and organizational skills to coordinate, supervise, manage, or train others to accomplish goals. Examples include food service managers, electricians, agricultural technicians, legal secretaries, occupational therapy assistants, and medical assistants.
SVP Range (6.0 to < 7.0)

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Education


Percentage of Respondents
Education Level Required
41   Bachelor's degree
28   Associate's degree
14   High school diploma or equivalent Help

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Credentials

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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. See more occupations related to this interest.
  • 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. See more occupations related to this interest.
  • 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. See more occupations related to this interest.

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Work Styles

  • Achievement/Effort — Job requires establishing and maintaining personally challenging achievement goals and exerting effort toward mastering tasks. See more occupations related to this work style.
  • Persistence — Job requires persistence in the face of obstacles. See more occupations related to this work style.
  • Dependability — Job requires being reliable, responsible, and dependable, and fulfilling obligations. See more occupations related to this work style.
  • Initiative — Job requires a willingness to take on responsibilities and challenges. See more occupations related to this work style.
  • 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. See more occupations related to this work style.
  • Integrity — Job requires being honest and ethical. See more occupations related to this work style.
  • Stress Tolerance — Job requires accepting criticism and dealing calmly and effectively with high stress situations. See more occupations related to this work style.
  • Attention to Detail — Job requires being careful about detail and thorough in completing work tasks. See more occupations related to this work style.
  • Cooperation — Job requires being pleasant with others on the job and displaying a good-natured, cooperative attitude. See more occupations related to this work style.
  • Self Control — Job requires maintaining composure, keeping emotions in check, controlling anger, and avoiding aggressive behavior, even in very difficult situations. See more occupations related to this work style.
  • Innovation — Job requires creativity and alternative thinking to develop new ideas for and answers to work-related problems. See more occupations related to this work style.
  • Adaptability/Flexibility — Job requires being open to change (positive or negative) and to considerable variety in the workplace. See more occupations related to this work style.
  • Concern for Others — Job requires being sensitive to others' needs and feelings and being understanding and helpful on the job. See more occupations related to this work style.
  • Social Orientation — Job requires preferring to work with others rather than alone, and being personally connected with others on the job. See more occupations related to this work style.
  • Leadership — Job requires a willingness to lead, take charge, and offer opinions and direction. See more occupations related to this work style.
  • Analytical Thinking — Job requires analyzing information and using logic to address work-related issues and problems. See more occupations related to this work style.

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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. See more occupations related to this work value.
  • Independence — Occupations that satisfy this work value allow employees to work on their own and make decisions. Corresponding needs are Creativity, Responsibility and Autonomy. See more occupations related to this work value.
  • 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. See more occupations related to this work value.

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Related Occupations

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Wages & Employment Trends

Median wages (2014) $23.02 hourly, $47,890 annual
State wages Local Salary Info
 
Employment (2012) 155,000 employees
Projected growth (2012-2022) Little or no change (-2% to 2%) Little or no change (-2% to 2%)
Projected job openings (2012-2022) 47,500
State trends Employment Trends
 
Top industries (2012)

Source: Bureau of Labor Statistics 2014 wage data external site and 2012-2022 employment projections external site. "Projected growth" represents the estimated change in total employment over the projections period (2012-2022). "Projected job openings" represent openings due to growth and replacement.

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Job Openings on the Web

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Sources of Additional Information

Disclaimer: Sources are listed to provide additional information on related jobs, specialties, and/or industries. Links to non-DOL Internet sites are provided for your convenience and do not constitute an endorsement.

  • Advertising Sales Agents external site. Bureau of Labor Statistics, U.S. Department of Labor. Occupational Outlook Handbook, 2014-15 Edition.

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