CompGeo Salary Survey Benchmark Job Summary and Competencies

Sales Agents, Advertising

The Benchmark Job Description below represents the specific Position Characteristics of the job used in the Salary Survey. Benchmark Job Descriptions should be inspected carefully to review the degree of matching between an organizations' Job and the Salary Survey Benchmark. Matching internal Jobs to Salary Survey Benchmark Jobs should not be done on Job Title alone. A thorough comparison of Salary Survey Benchmark to Internal Job Descriptions is recommended. A good overlap should exist on any comparisons used on critical Job Dimensions and Competencies.
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Representative
Benchmark Title: Sales Agents, Advertising
 
Summary Job Description Tasks
Sell or solicit advertising space, time, or media in publications, signage, TV, radio, or the Internet. Includes individuals who obtain leases for outdoor advertising sites or persuade retailers to use sales promotion display items. Prepare and deliver sales presentations to new and existing customers to sell new advertising programs, and to protect and increase existing advertising.
 
Explain to customers how specific types of advertising will help promote their products or services in the most effective way possible.
 
Maintain assigned account bases while developing new accounts.
 
Process all correspondence and paperwork related to accounts.
 
Deliver advertising or illustration proofs to customers for approval.
 
Draw up contracts for advertising work, and collect payments due.
 
Locate and contact potential clients to offer advertising services.
 
Provide clients with estimates of the costs of advertising products or services.
 
Recommend appropriate sizes and formats for advertising, depending on medium being used.
 
Inform customers of available options for advertisement artwork, and provide samples.
 
Obtain and study information about clients' products, needs, problems, advertising history, and business practices to offer effective sales presentations and appropriate product assistance.
 
Determine advertising medium to be used, and prepare sample advertisements within the selected medium for presentation to customers.
 
Consult with company officials, sales departments, and advertising agencies to develop promotional plans.
 
Prepare promotional plans, sales literature, media kits, and sales contracts, using computer.
 
Identify new advertising markets, and propose products to serve them.
 
Write copy as part of layout.
 
Attend sales meetings, industry trade shows, and training seminars to gather information, promote products, expand network of contacts, and increase knowledge.
 
Gather all relevant material for bid processes, and coordinate bidding and contract approval.
 
Arrange for commercial taping sessions, and accompany clients to sessions.
 
Write sales outlines for use by staff.
 
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Representative
Benchmark Title: Sales Agents, Advertising
 
Important Knowledge Competencies Competency Description
Sales and Marketing Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
 
Customer and Personal Service Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
 
English Language Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
 
Communications and Media Knowledge of media production, communication, and dissemination techniques and methods. This includes alternative ways to inform and entertain via written, oral, and visual media.
 
Clerical Knowledge of administrative and clerical procedures and systems such as word processing, managing files and records, stenography and transcription, designing forms, and other office procedures and terminology.
 
Computers and Electronics Knowledge of circuit boards, processors, chips, electronic equipment, and computer hardware and software, including applications and programming.
 
Mathematics Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications.
 
Telecommunications Knowledge of transmission, broadcasting, switching, control, and operation of telecommunications systems.
 
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Representative
Benchmark Title: Sales Agents, Advertising
 
Important Skill Competencies Competency Description
Social Perceptiveness Being aware of others' reactions and understanding why they react as they do.
 
Persuasion Persuading others to change their minds or behavior.
 
Active Listening Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
 
Speaking Talking to others to convey information effectively.
 
Service Orientation Actively looking for ways to help people.
 
Negotiation Bringing others together and trying to reconcile differences.
 
Time Management Managing one's own time and the time of others.
 
Reading Comprehension Understanding written sentences and paragraphs in work related documents.
 
Writing Communicating effectively in writing as appropriate for the needs of the audience.
 
Critical Thinking Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
 
Coordination Adjusting actions in relation to others' actions.
 
Monitoring Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action.
 
Judgment and Decision Making Considering the relative costs and benefits of potential actions to choose the most appropriate one.
 
Mathematics Using mathematics to solve problems.
 
Active Learning Understanding the implications of new information for both current and future problem-solving and decision-making.
 
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Representative
Benchmark Title: Sales Agents, Advertising
 
Important Ability Competencies Competency Description
Oral Expression The ability to communicate information and ideas in speaking so others will understand.
 
Speech Clarity The ability to speak clearly so others can understand you.
 
Oral Comprehension The ability to listen to and understand information and ideas presented through spoken words and sentences.
 
Speech Recognition The ability to identify and understand the speech of another person.
 
Written Comprehension The ability to read and understand information and ideas presented in writing.
 
Fluency of Ideas The ability to come up with a number of ideas about a topic (the number of ideas is important, not their quality, correctness, or creativity).
 
Written Expression The ability to communicate information and ideas in writing so others will understand.
 
Deductive Reasoning The ability to apply general rules to specific problems to produce answers that make sense.
 
Inductive Reasoning The ability to combine pieces of information to form general rules or conclusions (includes finding a relationship among seemingly unrelated events).
 
Information Ordering The ability to arrange things or actions in a certain order or pattern according to a specific rule or set of rules (e.g., patterns of numbers, letters, words, pictures, mathematical operations).
 
Near Vision The ability to see details at close range (within a few feet of the observer).
 
Originality The ability to come up with unusual or clever ideas about a given topic or situation, or to develop creative ways to solve a problem.
 
Category Flexibility The ability to generate or use different sets of rules for combining or grouping things in different ways.
 
Problem Sensitivity The ability to tell when something is wrong or is likely to go wrong. It does not involve solving the problem, only recognizing there is a problem.
 
Selective Attention The ability to concentrate on a task over a period of time without being distracted.
 
Mathematical Reasoning The ability to choose the right mathematical methods or formulas to solve a problem.
 
Number Facility The ability to add, subtract, multiply, or divide quickly and correctly.
 
Visualization The ability to imagine how something will look after it is moved around or when its parts are moved or rearranged.
 
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Representative
Benchmark Title: Sales Agents, Advertising
 
Tools/Technology Example Product Category
Contact management software Calendar and scheduling software
 
Email software Electronic mail software
 
FileMaker Pro software Data base user interface and query software
 
Microsoft Access Data base user interface and query software
 
Microsoft Excel Spreadsheet software
 
Microsoft Office software Office suite software
 
Microsoft Outlook Electronic mail software
 
Microsoft PowerPoint Presentation software
 
Microsoft Word Word processing software
 
Oracle software Data base user interface and query software
 
QuarkXPress Desktop publishing software
 
Web browser software Internet browser software
 
Desktop computers Desktop computers
 
Laptop computers Notebook computers
 
Multi-line telephone systems Special purpose telephones
 
Personal computers Personal computers
 
Personal digital assistants PDA Personal digital assistant PDAs or organizers
 
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Representative
Benchmark Title: Sales Agents, Advertising
 
Prerequisite Qualification Category Education and Experience Level
Required Level of Education Bachelor's Degree
 
On-Site or In-Plant Training Up to and including 1 month
 
On-Site or In-Plant Training Over 1 month, up to and including 3 months
 
Related Work Experience Over 1 year, up to and including 2 years
 
On-the-Job Training Anything beyond short demonstration, up to and including 1 month
 
Related Work Experience Over 2 years, up to and including 4 years
 
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Representative
Benchmark Title: Sales Agents, Advertising
 
Alternate Job Title(s)
Account Executive
Account Leader
Account Manager
Account Specialist
Advertising Account Executive
Advertising Account Representative
Advertising Agent
Advertising Consultant
Advertising Director
Advertising Representative
Advertising Sales Manager
Advertising Sales Representative
Advertising Solicitor
Agent
Broker
Business Account Leader
Contact Person
Contact Worker
Contracts Specialist
Directory Advertising Sales Representative
Display Advertising Sales Representative
Field Marketing Representative
Field Service Representative
Graphic Art Sales Representative
Idea Man
Idea Worker
Inside Sales Advertising Executive
Inside Sales Representative
Marketing Consultant
Media Consultant
Outdoor Advertising Leasing Agent
Outside Sales Advertising Executive
Outside Sales Representative
Radio Time Salesperson
Radio and Television Time Sales Representative
Real Estate Account Executive
Representative
Retail Account Executive
Retail Advertising Account Executive
Retail Advertising Executive
Sales Director
Sales Executive
Sales Promotion Representative
Sales Representative
Sales Specialist
Signs Sales Representative
Signs and Displays Sales Representative
Signs and Displays Salesperson
Site Leasing Agent
Site Promotion Agent
Solicitor
Space Buyer
Time Broker
Time Buyer
Yellow Pages Space Salesperson
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Representative
Benchmark Title: Sales Agents, Advertising
 
 
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