Advertising Sales Representatives
Controller Job Description
An advertising sales representative sells space in print publications, on websites, and on outdoor media to companies that want to advertise their products. He or she may also sell airtime during radio or television broadcasts. The advertising sales representative must convince advertisers that this is the best way to reach consumers. Also known as an advertising sales agent or ad sales rep, he or she builds a customer base by setting up meetings with potential clients, assessing their needs, and presenting proposals to them. A proposal gives details about the advertising plan and provides its costs and benefits. The advertising sales representative is the client’s primary point of contact, answering questions, resolving any problems that arise, and proposing new advertising plans. He or she also analyzes client sales data and prepares reports.
Sales representatives usually have a wide array of soft skills that assist them in their sales careers. You must be able to communicate with your clients. This requires excellent listening and speaking skills. You should have a good understanding of positive communications techniques and body language skills. It often takes several meetings with a potential client to convince them to buy advertising space or airtime from you. You may need to learn to walk the thin line between persistence and bothersome. Hopefully, you will have many clients to keep track of their multiple accounts. This workload will require you to be well-organized. One of the best tools you can use with being organized is a calendar. Use it to list all the different activities for each client. Your interactions with clients and potential clients require you to have great persuasion and negotiation skills. You must also be socially perceptive, which means you can easily figure out what someone is thinking without him or her telling you.
The educational requirements to become an advertising sales representative will likely vary company to company. However, many agencies will hire applicants who only have a high school diploma for entry-level positions. Depending on the size and nature of the company, a college degree or course history in areas like advertising and communications may increase the likelihood of landing a job.
Typical duties of a Controller
• Manage the full sales-cycle including; prospecting, fact-finding, presenting, negotiating, and closing key agency and brand accounts
• Manage and generate revenue from developmental sales list
• Interact with various internal departments to carry out client requirements such as scheduling advertising
• React to inbound customer requests via phone and online
• Use phone and email, and make occasional face-to-face sales calls
• Develop relationships for long-term growth
• Assist customers with basic ad layout and design and develop spec ads
Skills:
• Proven experience working as an advertising sales representative.
• Proficient in all Microsoft Office applications.
• Sound knowledge of marketing principles and techniques.
• Excellent organizational and analytical skills.
• Strong negotiation and consultative sales skills.
• Effective communication skills.
• Exceptional customer service skills.
Qualifications:
• High school diploma or GED.
• Bachelor’s or associate’s degree in advertising, communications, or related field is preferred.