Occupation · SOC 41-3011
Advertising Sales Agents
Sell or solicit advertising space, time, or media in publications, signage, TV, radio, or Internet establishments or public spaces.
Median wage
$61,460
$33,480–$133,540
Projected growth
—
—
Annual openings
—
per year
Employed (US)
97,470
Job Zone 4
Typical preparation
Considerable preparation
Stackable credential programs
58 mapped
Core skills
SpeakingPersuasionSocial PerceptivenessService OrientationNegotiationActive ListeningReading ComprehensionCritical Thinking
Knowledge areas
Sales and MarketingCustomer and Personal ServiceEnglish LanguageCommunications and MediaMathematics
Technology & tools
Graphics or photo imaging softwareDesktop publishing softwareCalendar and scheduling softwareCustomer relationship management CRM softwareElectronic mail software
Representative 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 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.Write sales outlines for use by staff.
Competency framework
Skill expectations by proficiency level.
emerging
Sales presentations for existing advertising programs — prepare and deliver under direct supervision to assigned accounts in a structured media sales environment.Potential client contact lists — locate and compile using CRM software and provided databases under manager guidance in a regional advertising office.Advertising cost estimates — calculate and present to clients using standardized rate cards and pricing tools with oversight from a senior sales agent.Client account records — process and update correspondence, contracts, and paperwork in an agency CRM system following established protocols.Product and service advertising benefits — explain to prospective customers using prepared scripts and approved sales literature in a supervised sales setting.Client business information and advertising history — gather and study using company research tools to support senior agents preparing sales presentations.Media kits and basic sales literature — assemble using desktop publishing and word-processing software under direction from a sales supervisor.Active listening techniques — apply during initial client discovery calls to identify stated needs and relay findings to the account team.Calendar and scheduling software — use to organize client appointments and follow-up reminders within a supervised daily sales workflow.Sales and marketing software — navigate under guidance to track lead status and generate standard activity reports for a team sales pipeline.
developing
Assigned account bases — maintain and grow independently by conducting regular check-ins and identifying upsell opportunities within an established client portfolio.New advertising program proposals — prepare and deliver persuasively to existing clients with reduced oversight, adapting standard presentations to client-specific needs.Prospecting campaigns — execute by contacting potential clients across multiple channels to expand the agency's customer base in a defined territory.Advertising cost estimates and budget recommendations — develop for clients by analyzing rate structures and comparing media options in a competitive market environment.Client advertising challenges — diagnose by studying product lines, market positioning, and campaign history to recommend appropriate media solutions.Sales contracts and promotional plans — draft and finalize using CRM and desktop publishing software, managing the full document lifecycle for assigned accounts.Negotiation conversations with clients — conduct to align advertising packages with customer budgets while protecting agency revenue targets.Social perceptiveness — apply during client meetings to read verbal and nonverbal cues and adjust sales approach in familiar account contexts.Account correspondence and reporting — manage independently, ensuring timely follow-through on proposals, revisions, and administrative obligations.Time management strategies — implement to balance prospecting activities, account servicing, and proposal preparation across a full sales caseload.
proficient
Complex, multi-platform advertising proposals — design and deliver autonomously to C-suite prospects, integrating digital, print, and broadcast media solutions.Non-routine client objections and competitive threats — resolve through advanced negotiation and critical-thinking techniques during high-stakes sales engagements.New account development strategy — execute end-to-end, from prospecting through contract close, without supervisory guidance across a diverse industry client mix.Client ROI analyses and performance data — interpret using analytical software to demonstrate campaign effectiveness and justify continued or expanded advertising investment.Customized media kits and sales literature — produce independently using graphics and web-page creation software, tailoring messaging to each client's brand and objectives.Systems-level advertising needs — analyze by examining a client's full marketing funnel, competitive landscape, and consumer behavior patterns to recommend integrated solutions.High-value account relationships — sustain through proactive communication, issue resolution, and strategic advisory input that extends beyond transactional sales interactions.Client-specific advertising histories and business practices — synthesize into detailed briefing documents that inform both short-term pitches and long-term account planning.ERP and CRM platform data — leverage to forecast revenue, monitor pipeline health, and make evidence-based decisions on account prioritization.Written sales proposals and executive summaries — author with precision and persuasion, translating complex media strategy into clear value narratives for senior client stakeholders.
advanced
Organizational advertising sales strategy — define and champion across multiple market segments, setting targets and methodologies that guide the entire sales team.Sales team development programs — design and lead, coaching agents at all levels on consultative selling, negotiation, and client relationship techniques.Enterprise-level client portfolios — oversee and steward, personally engaging executive stakeholders to protect and expand highest-value agency accounts.Market expansion initiatives — direct by identifying untapped industry verticals and authorizing prospecting campaigns that grow the agency's total addressable market.Cross-functional media and creative partnerships — orchestrate to deliver integrated advertising solutions that meet complex client briefs at organizational scale.Revenue forecasting models — build and present to executive leadership using advanced analytical and ERP tools to inform budgeting and resource allocation decisions.Competitive intelligence frameworks — establish to monitor industry trends, emerging media platforms, and rival agency offerings, translating insights into strategic pivots.Pricing and negotiation authority — exercise at the senior level to approve non-standard contracts, volume discounts, and multi-year agreements with major clients.Agency brand and thought leadership — represent externally through industry conferences, client advisory boards, and published perspectives on advertising innovation.Performance management systems for sales agents — implement by defining KPIs, reviewing pipeline metrics, and aligning individual goals with organizational growth objectives.
Also known as
58 alternate job titles map to this occupation.
Radio Time SalespersonYellow Pages Space SalespersonSales CoordinatorSales Representative, Radio and Television TimeMarketing CoordinatorBrokerSales SpecialistMarketing RepresentativeAdvertising Account RepresentativeSales Representative, AdvertisingAdvertising CoordinatorLeasing Agent, Outdoor AdvertisingTalent Acquisition Craftsman (Air Force 3G071)Advertising AssistantTalent Acquisition Manager (Air Force 3G000)Directory Advertising Sales RepresentativeAgentAccount PlannerTalent Acquisition Apprentice (Air Force 3G031)Inside Sales RepresentativeGraphic Art Sales RepresentativeOutside Sales RepresentativeSales ConsultantAdvertising ConsultantTalent Acquisition Helper (Air Force 3G011)Enlisted Accessions Recruiter (Air Force 8R000)Advertising Sales Representative (Ad Sales Representative)Account SpecialistSales Representative, SignsTalent Acquisition (Air Force 3G0X1)Time BrokerIdea WorkerSpace BuyerSigns and Displays Sales RepresentativeSales Representative, Signs and DisplaysAdvertising SolicitorOutdoor Advertising Leasing AgentSigns and Displays SalespersonSales RepresentativeTalent Acquisition Journeyman (Air Force 3G051)