Modern life is surrounded by advertising. It appears on billboards and signs, on the pages of newspapers and magazines and in the jingles of radio commercials. Advertisements occur in movie theaters, on television screens and along the top of Internet websites. It is the responsibility of advertising sales agents to ensure that these spots are filled with advertisements by selling space and airtime to businesses and organizations.
Characteristics and Work Environment
Common titles for people with advertising sales jobs are advertising account executives, advertising sales agents, and advertising sales representatives. Typically, these titles can be used interchangeably and differ based upon the terminology of a given company.
Every day, advertising account executives combine sales and marketing job functions. They visit business owners, explaining the benefits of advertising with their particular employer, answering questions and overcoming sales objections. Once a business agrees to advertise, the sales representative works to understand the needs of the new customer, ultimately helping to make decisions about the length or size, appearance and type of advertisement that the company purchases.
Like many jobs that require selling a product or service, advertising sales is sometimes stressful, as agents usually have goals or quotas to fill in terms of how many advertisements they sell or how much revenue they generate. In addition, work hours for advertising sales representatives are often long, but usually are flexible, allowing agents to make their own schedules and even do some work from home. Depending on the size of the agent's territory, advertising sales may require a large amount of travel.
Education Requirements and Qualifications
The U.S. Bureau of Labor Statistics reported in 2006 that the majority of advertising sales agents held a bachelors degree. Many advertising account executives major in business-related fields such as marketing or management, but employers will often consider candidates with other backgrounds. Many times proven success in a sales-related position is more impressive than education to employers. Once hired, advertising sales agents typically receive on-the-job training and often shadow a more experienced sales representative.
Successful advertising sales agents are outgoing, enthusiastic, and positive. They are good at making connections and networking, which is an integral part of identifying potential customers. Being organized and motivated also help with attaining sales goals, while professional appearance and dress are also important to making the right impression with potential customers.
Sales Rep Compensation
On August 5, 2009, PayScale.com reported an average starting salary for advertising sales representatives between $24,276 and $34,412. The average annual salary for the most experienced employees in the field was as much as $61,687. In addition to base salary, many advertising sales agents work for commission, earning revenue from the amount of money their sales bring to employers. PayScale.com reported highest average annual commissions for sales representatives at over $30,000 per year in 2009.
The field of advertising continues to grow each year, particularly in areas such as online and Internet advertising. This growth should continue through 2016, making this an excellent time to begin a career in advertising sales.
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