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. (Read our whitepaper to learn more about how to hire top salespeople.)
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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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:
Number employed (2014): 154,220
Education level of Sales Representatives (Advertising):