How to Become an Advertising Sales Representative

Advertising is vital to success of companies that offer products and services to consumers. Advertising sales representatives are trained professionals that sell or solicit advertising to a variety of companies.

What does an advertising sales representative do?

Advertising sales representatives sell and solicit advertising to many different companies such as newspapers, magazines, radio stations, television stations, telephone directories, websites, and outdoor advertisers. They aim to generate increased client demand through many types of advertising methods. They convince their clients that the resources they provide will benefit the company by meeting the needs of consumers. Most advertising sales representatives conduct research to gather information on potential clients before contacting them to better their chances of a sale. Advertising sales representatives also develop advertising proposals that include advertising mediums, sample advertisements, and cost estimates.

What kind of training does an advertising sales representative need?

Advertising sales representatives need at least a high school diploma. Many employers seek applicants with at least a bachelor degree in advertising, sales, or other related field. Most prospective advertising sales representatives complete courses in advertising, business, marketing, communications, and leadership. Most employers provide on the job training to new advertising sales representatives. New representatives usually observe experienced professionals to learn the procedures and expectations of the company. For those who do not have sales experience, experience sales managers often provide additional training and coaching. New representatives learn how to make sales calls and interact with a variety of clients. Advertising sales representatives must stay up to date on advancements in the field and often complete continuing education and additional training throughout their careers.

What are the prospects for a career as an advertising sales representative?

Employment of advertising sales representatives is expected to grow faster than average for all professions, increasing 20% from 2006 to 2016 (1). The growth of Internet advertising and other new outlets of media and advances in technology will drive job growth.

Job prospects are expected to be good especially for advertising sales representatives with extensive experience and excellent sales records. Many job opportunities will also arise from the need to replace advertising sales representatives that retire, transfer, or leave the field for other reasons.

How much do advertising sales representatives make?

As of November 2009, advertising sales representatives with less than 1 year experience earn average annual salaries between $23,693 and $33,942. Those with 1 to 4 years experience earn average annual salaries between $25,264 and $41,331 (2).

A career as an advertising sales representative is an excellent choice for individuals with a strong interest in advertising and sales. Advertising sales representatives must have excellent communication and interpersonal skills to be able to effectively interact with a variety of clients. They must also have a neat and professional appearance and a pleasant personality. Honesty, self-motivation, determination, enthusiasm, persistence, and organization are essential characteristics. Advertising sales representatives must also be able to multitask and work under stress and pressure.

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