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 ComprehensionJudgment and Decision MakingCritical ThinkingWritingCoordinationTime ManagementSystems AnalysisMonitoringComplex Problem SolvingActive LearningMathematicsLearning StrategiesManagement of Personnel ResourcesInstructingSystems EvaluationOperations AnalysisOperations MonitoringOperation and ControlManagement of Material ResourcesManagement of Financial ResourcesTechnology DesignProgrammingQuality Control AnalysisTroubleshootingScienceRepairingInstallationEquipment SelectionEquipment Maintenance
Knowledge areas
Sales and MarketingCustomer and Personal ServiceEnglish LanguageCommunications and MediaMathematicsAdministrativeComputers and ElectronicsAdministration and ManagementEducation and TrainingProduction and ProcessingEconomics and AccountingTelecommunicationsPersonnel and Human ResourcesLaw and GovernmentPsychologyGeographyFine ArtsPublic Safety and SecurityEngineering and TechnologyDesignTransportationPhilosophy and TheologySociology and AnthropologyForeign LanguageHistory and ArcheologyMechanicalTherapy and CounselingPhysicsMedicine and DentistryBuilding and ConstructionFood ProductionChemistryBiology
Technology & tools
Adobe Creative Cloud softwareAdobe IllustratorAdobe InDesignAdobe PhotoshopCanvaContact management softwareCustomer relationship management CRM softwareEmail softwareFacebookFileMaker ProGoogle AdsGoogle AnalyticsMicrosoft AccessMicrosoft DynamicsMicrosoft ExcelMicrosoft Office softwareMicrosoft OutlookMicrosoft PowerPointMicrosoft PublisherMicrosoft WordQuarkXPressSalesforce softwareWeb browser softwareWordPress
Representative tasks
Selling or Influencing OthersCommunicating with People Outside the OrganizationEstablishing and Maintaining Interpersonal RelationshipsThinking CreativelyPerforming for or Working Directly with the PublicGetting InformationOrganizing, Planning, and Prioritizing WorkWorking with ComputersResolving Conflicts and Negotiating with OthersCommunicating with Supervisors, Peers, or SubordinatesMaking Decisions and Solving ProblemsUpdating and Using Relevant KnowledgePerforming Administrative ActivitiesProcessing InformationDeveloping Objectives and StrategiesScheduling Work and ActivitiesDocumenting/Recording InformationJudging the Qualities of Objects, Services, or PeopleProviding Consultation and Advice to OthersIdentifying Objects, Actions, and EventsMonitoring Processes, Materials, or SurroundingsEvaluating Information to Determine Compliance with StandardsInterpreting the Meaning of Information for OthersAnalyzing Data or InformationEstimating the Quantifiable Characteristics of Products, Events, or InformationDeveloping and Building TeamsCoaching and Developing OthersCoordinating the Work and Activities of OthersOperating Vehicles, Mechanized Devices, or EquipmentTraining and Teaching OthersAssisting and Caring for OthersGuiding, Directing, and Motivating SubordinatesMonitoring and Controlling ResourcesPerforming General Physical ActivitiesStaffing Organizational UnitsInspecting Equipment, Structures, or MaterialsHandling and Moving ObjectsControlling Machines and ProcessesRepairing and Maintaining Electronic EquipmentDrafting, Laying Out, and Specifying Technical Devices, Parts, and Equipment
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
42 alternate job titles map to this occupation.
Account PlannerAccount SpecialistAdvertising Account RepresentativeAdvertising AgentAdvertising AssistantAdvertising ConsultantAdvertising CoordinatorAdvertising RepresentativeAdvertising Sales Representative (Ad Sales Representative)Advertising SolicitorAgentBrokerDigital Advertising Sales Representative (Digital Advertising Sales Rep)Directory Advertising Sales RepresentativeDisplay Advertising Sales RepresentativeField Marketing RepresentativeField Service RepresentativeGraphic Art Sales RepresentativeIdea ManIdea WorkerInside Sales RepresentativeMarketing CoordinatorMarketing RepresentativeOutdoor Advertising Leasing AgentOutside Sales RepresentativeRadio and Television Time Sales RepresentativeRadio Time SalespersonSales ConsultantSales CoordinatorSales Promotion RepresentativeSales RepresentativeSales SpecialistSigns and Displays Sales RepresentativeSigns and Displays SalespersonSigns Sales RepresentativeSite Leasing AgentSite Promotion AgentSolicitorSpace BuyerTime Broker