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

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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

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.

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Technology Skills

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

Hot technology Hot Technology — a technology requirement frequently included in employer job postings.

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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

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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.
  • 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.

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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.
  • 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.

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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.

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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.
  • Resolving Conflicts and Negotiating with Others — Handling complaints, settling disputes, and resolving grievances and conflicts, or otherwise negotiating with others.
  • Communicating with Supervisors, Peers, or Subordinates — Providing information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person.
  • Making Decisions and Solving Problems — Analyzing information and evaluating results to choose the best solution and solve problems.
  • Updating and Using Relevant Knowledge — Keeping up-to-date technically and applying new knowledge to your job.
  • 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.
  • Developing Objectives and Strategies — Establishing long-range objectives and specifying the strategies and actions to achieve them.
  • Scheduling Work and Activities — Scheduling events, programs, and activities, as well as the work of others.
  • Documenting/Recording Information — Entering, transcribing, recording, storing, or maintaining information in written or electronic/magnetic form.
  • Judging the Qualities of Things, Services, or People — Assessing the value, importance, or quality of things or people.
  • Provide Consultation and Advice to Others — Providing guidance and expert advice to management or other groups on technical, systems-, or process-related topics.
  • Identifying Objects, Actions, and Events — Identifying information by categorizing, estimating, recognizing differences or similarities, and detecting changes in circumstances or events.
  • Monitor Processes, Materials, or Surroundings — Monitoring and reviewing information from materials, events, or the environment, to detect or assess problems.
  • Evaluating Information to Determine Compliance with Standards — Using relevant information and individual judgment to determine whether events or processes comply with laws, regulations, or standards.
  • Analyzing Data or Information — Identifying the underlying principles, reasons, or facts of information by breaking down information or data into separate parts.
  • Interpreting the Meaning of Information for Others — Translating or explaining what information means and how it can be used.

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Detailed Work Activities

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

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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.”

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Job Zone

Title Job Zone Four: Considerable Preparation Needed
Education Most of these occupations require a four-year bachelor's degree, but some do not.
Related Experience A considerable amount of work-related skill, knowledge, or experience is needed for these occupations. For example, an accountant must complete four years of college and work for several years in accounting to be considered qualified.
Job Training Employees in these occupations usually need several years of work-related experience, on-the-job training, and/or vocational training.
Job Zone Examples Many of these occupations involve coordinating, supervising, managing, or training others. Examples include accountants, sales managers, database administrators, graphic designers, chemists, art directors, and cost estimators.
SVP Range (7.0 to < 8.0)

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Education


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

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Credentials

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Interests

Interest code: ECA   Want to discover your interests? Take the O*NET Interest Profiler at My Next Move.

  • 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.

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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.

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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.
  • 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.

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Wages & Employment Trends

Median wages (2017) $23.89 hourly, $49,680 annual
State wages Local Salary Info
 
Employment (2016) 150,000 employees
Projected growth (2016-2026) Decline (-2% or lower) Decline (-2% or lower)
Projected job openings (2016-2026) 17,700
State trends Employment Trends
 
Top industries (2016)

Source: Bureau of Labor Statistics 2017 wage data external site and 2016-2026 employment projections external site. "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.

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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.

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