The Difference Between Hiring A Sales Rep Vs A Sales Agent

Video transcript available at Quiông chồng Facts: Advertising Sales Agents 20trăng tròn Median Pay Typical Entry-Level Education Work Experience in a Related Occupation On-the-job Training Number of Jobs, 2019 Job Outlook, 2019-29 Employment Change, 2019-29
$54,940 per year $26.41 per hour
High school diploma or equivalent
Moderate-term on-the-job training
-6% (Decline)

What Advertising Sales Agents Do

Advertising sales agents sell advertising space to lớn businesses và individuals.

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Work Environment

Advertising sales agents work under pressure to lớn meet sales quotas. They work in a range of industries, including advertising agencies, radio, television, and Internet publishing.

How to Become an Advertising Sales Agent

Although a high school diploma is typically enough for an entry-level advertising sales position, some employers prefer applicants who have a bachelor’s degree. Sales and communication skills are essential.


The median annual wage for advertising sales agents was $54,940 in May 2020.

Job Outlook

Employment of advertising sales agents is projected khổng lồ decline6 percent from 2019 lớn 2029. Increasing Internet and television advertising sales will not offset the decline in advertising activity in print newspapers.

State & Area Data

Explore resources for employment & wages by state & area for advertising sales agents.

Similar Occupations

Compare the job duties, education, job growth, and pay of advertising sales agents with similar occupations.

More Information, Including Links to O*NET

Learn more about advertising sales agents by visiting additional resources, including O*NET, a source on key characteristics of workers and occupations.


Advertising sales agents, also called advertising sales representatives, sell advertising space khổng lồ businesses và individuals. They contact potential clients, make sales presentations, and maintain client accounts.


Advertising sales agents typically vày the following:

Locate and liên hệ potential clients to offer their firm’s advertising servicesExplain to lớn clients how specific types of advertising will help promote their products or services in the most effective wayProvide clients with estimates of the costs of advertising products or servicesProcess all correspondence and paperwork related to lớn accountsPrepare & deliver sales presentations lớn new và existing clientsInform clients of available options for advertising art, formats, or features và provide samples of previous work for other clientsDeliver advertising or illustration proofs to lớn clients for approvalPrepare promotional plans, sales literature, truyền thông kits, và sales contractsRecommkết thúc appropriate sizes và formats for advertising

Advertising sales agents work outside the office occasionally, meeting with clients và prospective clients at their places of business. Some may make telephone sales calls as well—calling prospects, attempting lớn sell the media firm’s advertising space or time, & arranging followup appointments with interested prospects.

A critical part of building relationships with clients is learning about their needs. Before the first meeting with a client, a sales agent gathers background information on the client’s products, current clients, prospective clients, and the geographic area of the target market.

The sales agent then meets with the client khổng lồ explain how specific types of advertising will help promote the client’s products or services most effectively. If a client wishes khổng lồ proceed, the advertising sales agent prepares & presents an advertising proposal to lớn the client. The proposal may include an overview of the advertising medium to lớn be used, sample advertisements, & cost estimates for the project.

Because of consolidation aao ước truyền thông industries, agents are increasingly selling several types of ads in one package. For example, agents may sell ads that would be found in print editions, as well as online editions, of a particular publication, such as a newspaper.

In addition to maintaining sales and overseeing their accounts, advertising sales agents analyze sales statistics và prepare reports about clients’ accounts. They keep up khổng lồ date on industry trends by reading about both current and new products, & they monitor the sales, prices, và products of their competitors.

In many firms, the advertising sales agent drafts contracts, which specify the cost and the advertising work khổng lồ be done. Agents also may continue khổng lồ help the client, answering questions or addressing problems the client may have sầu with the proposal.

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In addition, sales agents may be responsible for developing sales tools, promotional plans, & truyền thông kits, all of which they use khổng lồ help make a sale. In other cases, firms may have sầu a sale team that sales agents work with to develop these sales tools.


Advertising sales agents held about 139,200 jobs in 2019. The largest employers of advertising sales agents were as follows:

Advertising, public relations, and related services 38%
Newspaper publishers 12
Radio broadcasting 9
Self-employed workers 7
Television broadcasting 6

Selling can be stressful because income và job security depover directly on agents’ ability khổng lồ keep and expvà their client base. Companies generally mix monthly sales quotas và place considerable pressure on advertising sales agents to lớn meet those quotas.

Getting new accounts is an important part of the job, & agents may spend much of their time traveling khổng lồ và visiting prospective advertisers & maintaining relationships with current clients. Sales agents also may work in their employer’s offices và handle sales for walk-in clients or for those who Gọi or tin nhắn the firm khổng lồ ask about advertising.

Work Schedules

Most advertising sales agents work full time.Some advertising sales agents work more than 40 hours a week. Some work irregular hours & on weekends and holidays.


Although a high school diploma is typically enough education for an entry-level advertising sales position, some employers prefer applicants with a bachelor’s degree. Sales and communication skills are essential. Most training for advertising sales agents takes place on the job.


Although a high school diploma is typically the minimum education requirement for an entry-màn chơi advertising sales position, some employers prefer applicants with a college degree. Publishing companies with large circulations & broadcasting stations with a large audience typically prefer workers with a college degree. Courses in kinh doanh, communications, business, và advertising are helpful. For those who have a proven record of successfully selling other products, educational requirements are not likely khổng lồ be strict.


Most training takes place on the job & can be either formal or informal. In the majority of cases, an experienced sales manager instructs a newly hired advertising sales agent who lacks sales experience. In this one-on-one environment, supervisors typically coach new hires and observe sầu them as they make sales calls & contact clients. Supervisors then advise the new hires on ways khổng lồ improve their interaction with clients. Employers may bring in consultants to lớn lead formal training sessions when agents sell lớn a specialized market segment, such as automotive sầu dealers or real estate professionals.


Agents with proven leadership ability & a svào sales record may advance to supervisory và managerial positions, such as sales manager, account executive sầu, và vice president of sales. Successful advertising sales agents may also advance to lớn positions in other industries, such as corporate sales.

Important Qualities

Communication skills. Advertising sales agents must be persuasive sầu during sales calls. In addition, they should listen to the client’s desires & concerns, and recommkết thúc an appropriate advertising package.

Initiative. Advertising sales agents must actively seek new clients, keep in touch with current clients, and expand their client base, in order to meet sales quotas.

Organizational skills. Agents work with many clients, each of whom may be at a different stage in the sales process. Agents must be well organized to keep trachồng of their clients và potential clients.

Self-confidence. Advertising sales agents should be confident when calling potential clients (making cold calls). Because potential clients are often unwilling to commit on a first Điện thoại tư vấn, agents frequently must continue making sales calls, even if rejected at first.