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
Tasks | Technology Skills | Tools Used | 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
- Maintain assigned account bases while developing new accounts.
- Explain to customers how specific types of advertising will help promote their products or services in the most effective way possible.
- Provide clients with estimates of the costs of advertising products or services.
- Locate and contact potential clients to offer advertising services.
- Process all correspondence and paperwork related to accounts.
- Prepare and deliver sales presentations to new and existing customers to sell new advertising programs and to protect and increase existing advertising.
- Inform customers of available options for advertisement artwork and provide samples.
- Deliver advertising or illustration proofs to customers for approval.
- Prepare promotional plans, sales literature, media kits, and sales contracts, using computer.
- Recommend appropriate sizes and formats for advertising, depending on medium being used.
- Draw up contracts for advertising work and collect payments due.
- Obtain and study information about clients' products, needs, problems, advertising history, and business practices to offer effective sales presentations and appropriate product assistance.
- Write copy as part of layout.
- Consult with company officials, sales departments, and advertising agencies to develop promotional plans.
- Identify new advertising markets and propose products to serve them.
- Determine advertising medium to be used and prepare sample advertisements within the selected medium for presentation to customers.
- Attend sales meetings, industry trade shows, and training seminars to gather information, promote products, expand network of contacts, and increase knowledge.
- Gather all relevant material for bid processes and coordinate bidding and contract approval.
- Arrange for commercial taping sessions and accompany clients to sessions.
- Write sales outlines for use by staff.
- 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
Hot Technology — a technology requirement frequently included in employer job postings.
- 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.
- 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.
- Mathematics — Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications.
- Social Perceptiveness — Being aware of others' reactions and understanding why they react as they do.
- Persuasion — Persuading others to change their minds or behavior.
- 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.
- Speaking — Talking to others to convey information effectively.
- Service Orientation — Actively looking for ways to help people.
- Negotiation — Bringing others together and trying to reconcile differences.
- Time Management — Managing one's own time and the time of others.
- Coordination — Adjusting actions in relation to others' actions.
- Critical Thinking — Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
- Reading Comprehension — Understanding written sentences and paragraphs in work related documents.
- Writing — Communicating effectively in writing as appropriate for the needs of the audience.
- Judgment and Decision Making — Considering the relative costs and benefits of potential actions to choose the most appropriate one.
- Monitoring — Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action.
- 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.
- 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).
- 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).
- 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).
- Near Vision — The ability to see details at close range (within a few feet of the observer).
- Written Expression — The ability to communicate information and ideas in writing so others will understand.
- Category Flexibility — The ability to generate or use different sets of rules for combining or grouping things in different ways.
- 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.
- 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.
- Selective Attention — The ability to concentrate on a task over a period of time without being distracted.
- 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.
- Thinking Creatively — Developing, designing, or creating new applications, ideas, relationships, systems, or products, including artistic contributions.
- Organizing, Planning, and Prioritizing Work — Developing specific goals and plans to prioritize, organize, and accomplish your work.
- Communicating with Supervisors, Peers, or Subordinates — Providing information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person.
- Getting Information — Observing, receiving, and otherwise obtaining information from all relevant sources.
- Establishing and Maintaining Interpersonal Relationships — Developing constructive and cooperative working relationships with others, and maintaining them over time.
- Interacting With Computers — Using computers and computer systems (including hardware and software) to program, write software, set up functions, enter data, or process information.
- 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.
- Updating and Using Relevant Knowledge — Keeping up-to-date technically and applying new knowledge to your job.
- Resolving Conflicts and Negotiating with Others — Handling complaints, settling disputes, and resolving grievances and conflicts, or otherwise negotiating with others.
- Making Decisions and Solving Problems — Analyzing information and evaluating results to choose the best solution and solve problems.
- Scheduling Work and Activities — Scheduling events, programs, and activities, as well as the work of others.
- Identifying Objects, Actions, and Events — Identifying information by categorizing, estimating, recognizing differences or similarities, and detecting changes in circumstances or events.
- Performing Administrative Activities — Performing day-to-day administrative tasks such as maintaining information files and processing paperwork.
- Processing Information — Compiling, coding, categorizing, calculating, tabulating, auditing, or verifying information or data.
- Documenting/Recording Information — Entering, transcribing, recording, storing, or maintaining information in written or electronic/magnetic form.
- Developing Objectives and Strategies — Establishing long-range objectives and specifying the strategies and actions to achieve them.
- Judging the Qualities of Things, Services, or People — Assessing the value, importance, or quality of things or people.
Detailed Work Activities
- Identify potential customers.
- Develop professional relationships or networks.
- Explain technical product or service information to customers.
- Estimate costs or terms of sales.
- Contact current or potential customers to promote products or services.
- Develop content for sales presentations or other materials.
- Deliver promotional presentations to current or prospective customers.
- Distribute promotional literature or samples to customers.
- Prepare sales or other contracts.
- Process sales or other transactions.
- Gather customer or product information to determine customer needs.
- Study product information to acquire professional knowledge.
- Develop marketing plans or strategies.
- Attend events to develop professional knowledge.
- Contact With Others — 99% responded “Constant contact with others.”
- Telephone — 100% responded “Every day.”
- Electronic Mail — 89% responded “Every day.”
- Face-to-Face Discussions — 84% responded “Every day.”
- Time Pressure — 84% responded “Every day.”
- Deal With External Customers — 78% responded “Extremely important.”
- Frequency of Decision Making — 67% responded “Every day.”
- Impact of Decisions on Co-workers or Company Results — 68% responded “Very important results.”
- In an Enclosed Vehicle or Equipment — 72% responded “Every day.”
- Structured versus Unstructured Work — 47% responded “A lot of freedom.”
- Work With Work Group or Team — 58% responded “Extremely important.”
- Importance of Being Exact or Accurate — 41% responded “Very important.”
- Indoors, Environmentally Controlled — 77% responded “Every day.”
- Letters and Memos — 43% responded “Every day.”
- Level of Competition — 42% responded “Highly competitive.”
- Freedom to Make Decisions — 75% responded “Some freedom.”
- Duration of Typical Work Week — 55% responded “40 hours.”
- Physical Proximity — 44% responded “Slightly close (e.g., shared office).”
- Frequency of Conflict Situations — 38% responded “Once a week or more but not every day.”
- Coordinate or Lead Others — 42% responded “Important.”
- Spend Time Sitting — 38% responded “More than half the time.”
- Consequence of Error — 34% responded “Extremely serious.”
- Outdoors, Exposed to Weather — 45% responded “Every day.”
- Sounds, Noise Levels Are Distracting or Uncomfortable — 31% responded “Every day.”
- Deal With Unpleasant or Angry People — 35% responded “Once a week or more but not every day.”
|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 hydroelectric production managers, travel guides, electricians, agricultural technicians, barbers, nannies, and medical assistants.|
|SVP Range||(6.0 to < 7.0)|
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.
- Achievement/Effort — Job requires establishing and maintaining personally challenging achievement goals and exerting effort toward mastering tasks.
- Persistence — Job requires persistence in the face of obstacles.
- Dependability — Job requires being reliable, responsible, and dependable, and fulfilling obligations.
- Initiative — Job requires a willingness to take on responsibilities and challenges.
- 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.
- Integrity — Job requires being honest and ethical.
- Stress Tolerance — Job requires accepting criticism and dealing calmly and effectively with high stress situations.
- Attention to Detail — Job requires being careful about detail and thorough in completing work tasks.
- Cooperation — Job requires being pleasant with others on the job and displaying a good-natured, cooperative attitude.
- Self Control — Job requires maintaining composure, keeping emotions in check, controlling anger, and avoiding aggressive behavior, even in very difficult situations.
- Innovation — Job requires creativity and alternative thinking to develop new ideas for and answers to work-related problems.
- Adaptability/Flexibility — Job requires being open to change (positive or negative) and to considerable variety in the workplace.
- Concern for Others — Job requires being sensitive to others' needs and feelings and being understanding and helpful on the job.
- Social Orientation — Job requires preferring to work with others rather than alone, and being personally connected with others on the job.
- Leadership — Job requires a willingness to lead, take charge, and offer opinions and direction.
- Analytical Thinking — Job requires analyzing information and using logic to address work-related issues and problems.
- 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 & Employment Trends
|Median wages (2016)||$24.22 hourly, $50,380 annual|
|Employment (2016)||150,000 employees|
|Projected growth (2016-2026)||Decline (-2% or lower)|
|Projected job openings (2016-2026)||17,700|
|Top industries (2016)|
Source: Bureau of Labor Statistics 2016 wage data and 2016-2026 employment projections . "Projected growth" represents the estimated change in total employment over the projections period (2016-2026). "Projected job openings" represent openings due to growth and replacement.
Job Openings on the Web
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.
- AIGA, the professional association for design
- American Advertising Federation
- American Association of Advertising Agencies
- MPA- The Association of Magazine Media
- News Media Alliance
- Occupational Outlook Handbook: Advertising sales agents
- Outdoor Advertising Association of America
- Radio Advertising Bureau
- Television Bureau of Advertising