Advertising sales reps work in a wide array of industries.
An advertising sales representative is someone who solicits ads for periodicals or websites. Because so many publications generate the majority of their revenue from advertising, the roles of sales reps are considered vital. Since sales reps are asking individuals and businesses for money, reps should approach their jobs with confidence, and must be professional, personable and persistent.
Types
Many different types of businesses employ advertising sales representatives, with most of those businesses being a form of media. TV and radio stations, Internet sites, newspapers and magazines need advertising to survive and need ad reps to generate the advertising and the capital that comes with it. A lot of those companies hire reps to solicit advertising on both the national and local levels, depending on the size and scope of publication or station. On top of that, media advertising sales reps need to understand the typical demographic of the media audience they reach and what businesses she could sell to who would want to target that same demographic.
Duties
Advertising sales representatives should be experts in dealing with people, as they will need to convince potential customers that advertising would be beneficial to the customer's cause. Sales reps need to gather data on the potential advertising before arranging a meeting, and figure out how they can best suit the potential client's needs. Most sales reps begin with a cordial phone call to a targeted advertiser, then set up a meeting where they will make a stronger sales pitch.
Traits
Advertising sales reps are not much different from salesmen in other industries. They should possess strong verbal and written communication skills and a high tolerance level, as many work long and occasionally odd hours. They also must be able to handle rejection and be "thick-skinned," considering they will get turned away more often than not. In spite of it all, they must remain courteous, as they are acting as the "face" of the business they represent.
Background
Depending on the size and scope of the publication or broadcast station, sales reps may or may not need a college degree. Most employers prefer that a rep has obtained at least a high school diploma and has spent at least a few years in sales of some sort. In most instances, a company is willing to look past a candidate's educational accomplishments if the candidate displays the characteristics of someone who can successfully solicit advertising.
Prospects
According to the U.S. Bureau of Labor Statistics (BLS), the ad sales industry tends to fluctuate with the economy. Therefore, there's no predicting how many opportunities are available from year to year. That said, sales reps with experience and a college degree are likely to receive the best opportunities. Advertising sales reps earned an average annual salary of $43,480, including commissions, according to a BLS report released in May 2008.
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