Advertising Sales Agents

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About the Job

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.

It is also Called

  • Account Executive
  • Account Leader
  • Account Manager
  • Account Specialist
  • Advertising Account Executive
  • Advertising Account Representative
  • Advertising Agent
  • Advertising Consultant
  • Advertising Director
  • Advertising Representative

What They Do

  • Write sales outlines for use by staff.
  • Arrange for commercial taping sessions, and accompany clients to sessions.
  • Gather all relevant material for bid processes, and coordinate bidding and contract approval.
  • Attend sales meetings, industry trade shows, and training seminars to gather information, promote products, expand network of contacts, and increase knowledge.
  • Determine advertising medium to be used, and prepare sample advertisements within the selected medium for presentation to customers.
  • Identify new advertising markets, and propose products to serve them.
  • Consult with company officials, sales departments, and advertising agencies to develop promotional plans.
  • Write copy as part of layout.
  • Obtain and study information about clients' products, needs, problems, advertising history, and business practices to offer effective sales presentations and appropriate product assistance.
  • Draw up contracts for advertising work, and collect payments due.

Interests

People who work in this occupation generally have the interest code: ECA.

This means people who work in this occupation generally have Enterprising interests, but also prefer Conventional and Artistic environments.

Work Values

People who work in this occupation generally prize Relationships, but also value Working Conditions and Independence in their jobs.

Things They Need to Know

  • 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.

Things They Need to Be Able to Do

  • 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.

Education Required

Most occupations in this zone require training in vocational schools, related on-the-job experience, or an associate's degree.

LMI Region

Wages

In 2012, the average annual wage in New Jersey was $71,160 with most people making between $28,740 and $137,760

Outlook

0.74%
avg. annual growth

During 2008, this occupation employed approximately 3,400 people in New Jersey. It is projected that there will be 3,650 employed in 2018.

This occupation will have about 25 openings due to growth and about 65 replacement openings for approximately 90 total annual openings.