Pre-employment tests for Sales Representatives (Advertising)

Sales Representatives (Advertising)

Advertising sales agents, often referred to as advertising sales representatives or account executives, sell advertising space or time to clients. They sell many different kinds of media, including online properties, television, radio, billboards, and print. Advertising sales agents are skilled in initiating and maintaining relationships with clients--there is great pressure in this field to close sales. Advertising sales representatives need to be able to take an analytical approach when working with clients, relating numerous factors such as demographic and customer conversion metrics to client end goals. Once a sale is completed, agents approve and finalize drafts, oversee ad production and then deliver their final product.

Recent digital trends within the advertising world have indisputably affected industry norms. Campaign tracking, optimization, and segmentation require sales agents to have an intricate understanding of their product while still being able to delineate key performance metrics for clients. Skills acquired in previous sales or advertising positions are easily transferable, yet the trend toward performance accountability has required sales agents to adopt a more math-focused skill set.

Criteria Corp's recommended test battery for advertising sales representatives includes two tests, the Criteria Basic Skills Test (CBST), a skills test, and the Sales Achievement Predictor (SalesAP), a personality test. The CBST measures basic math and verbal skills, attention to detail, and general job readiness skills, and contains specific suggested score ranges for sales representatives, among other positions. The SalesAP is a personality test that assesses 18 different personality traits that have been statistically correlated with success in a variety of different sales roles.

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Fast Facts

Rank in HireSelect:
33 out of 1,100

Median wage in U.S.:
$60,910/year or $29.28/hr

Expected growth rate 2012-2022:
-1%

Number employed (2014): 154,220

Education level of Sales Representatives (Advertising):

Source: U.S. Bureau of Labor Statistics

Top 5 Skills and Abilities to Look For in Sales Representatives (Advertising)

  • Oral Expression
  • Selling or Influencing Others
  • Social Perceptiveness
  • Communicating With Persons Outside Organization
  • Speech Clarity

Top 3 Tasks for Sales Representatives (Advertising)

  • Maintain assigned account bases while developing new accounts.
  • Explain to customers how specific types of advertising will help promote their products or services in the most effective way possible.
  • Provide clients with estimates of the costs of advertising products or services.
Source: U.S. Department of Labor