{"schemaVersion":"1.0","exportedAt":"2026-05-15T12:39:14.226Z","occupation":{"soc":"41-3011.00","title":"Advertising Sales Agents","group":"Sales & Related","sector":"52","jobZone":4,"jobZoneInferred":false},"framework":{"version":"v.26.05","description":"","contextCovered":"This framework covers the full career arc of advertising sales agents operating in media and marketing environments—from supervised account support through executive-level sales leadership—across digital, print, and broadcast advertising contexts.","levels":{"emerging":{"label":"Emerging","statements":["Sales presentations for existing advertising programs — prepare and deliver under direct supervision to assigned accounts in a structured media sales environment.","Potential client contact lists — locate and compile using CRM software and provided databases under manager guidance in a regional advertising office.","Advertising cost estimates — calculate and present to clients using standardized rate cards and pricing tools with oversight from a senior sales agent.","Client account records — process and update correspondence, contracts, and paperwork in an agency CRM system following established protocols.","Product and service advertising benefits — explain to prospective customers using prepared scripts and approved sales literature in a supervised sales setting.","Client business information and advertising history — gather and study using company research tools to support senior agents preparing sales presentations.","Media kits and basic sales literature — assemble using desktop publishing and word-processing software under direction from a sales supervisor.","Active listening techniques — apply during initial client discovery calls to identify stated needs and relay findings to the account team.","Calendar and scheduling software — use to organize client appointments and follow-up reminders within a supervised daily sales workflow.","Sales and marketing software — navigate under guidance to track lead status and generate standard activity reports for a team sales pipeline."]},"developing":{"label":"Developing","statements":["Assigned account bases — maintain and grow independently by conducting regular check-ins and identifying upsell opportunities within an established client portfolio.","New advertising program proposals — prepare and deliver persuasively to existing clients with reduced oversight, adapting standard presentations to client-specific needs.","Prospecting campaigns — execute by contacting potential clients across multiple channels to expand the agency's customer base in a defined territory.","Advertising cost estimates and budget recommendations — develop for clients by analyzing rate structures and comparing media options in a competitive market environment.","Client advertising challenges — diagnose by studying product lines, market positioning, and campaign history to recommend appropriate media solutions.","Sales contracts and promotional plans — draft and finalize using CRM and desktop publishing software, managing the full document lifecycle for assigned accounts.","Negotiation conversations with clients — conduct to align advertising packages with customer budgets while protecting agency revenue targets.","Social perceptiveness — apply during client meetings to read verbal and nonverbal cues and adjust sales approach in familiar account contexts.","Account correspondence and reporting — manage independently, ensuring timely follow-through on proposals, revisions, and administrative obligations.","Time management strategies — implement to balance prospecting activities, account servicing, and proposal preparation across a full sales caseload."]},"proficient":{"label":"Proficient","statements":["Complex, multi-platform advertising proposals — design and deliver autonomously to C-suite prospects, integrating digital, print, and broadcast media solutions.","Non-routine client objections and competitive threats — resolve through advanced negotiation and critical-thinking techniques during high-stakes sales engagements.","New account development strategy — execute end-to-end, from prospecting through contract close, without supervisory guidance across a diverse industry client mix.","Client ROI analyses and performance data — interpret using analytical software to demonstrate campaign effectiveness and justify continued or expanded advertising investment.","Customized media kits and sales literature — produce independently using graphics and web-page creation software, tailoring messaging to each client's brand and objectives.","Systems-level advertising needs — analyze by examining a client's full marketing funnel, competitive landscape, and consumer behavior patterns to recommend integrated solutions.","High-value account relationships — sustain through proactive communication, issue resolution, and strategic advisory input that extends beyond transactional sales interactions.","Client-specific advertising histories and business practices — synthesize into detailed briefing documents that inform both short-term pitches and long-term account planning.","ERP and CRM platform data — leverage to forecast revenue, monitor pipeline health, and make evidence-based decisions on account prioritization.","Written sales proposals and executive summaries — author with precision and persuasion, translating complex media strategy into clear value narratives for senior client stakeholders."]},"advanced":{"label":"Advanced","statements":["Organizational advertising sales strategy — define and champion across multiple market segments, setting targets and methodologies that guide the entire sales team.","Sales team development programs — design and lead, coaching agents at all levels on consultative selling, negotiation, and client relationship techniques.","Enterprise-level client portfolios — oversee and steward, personally engaging executive stakeholders to protect and expand highest-value agency accounts.","Market expansion initiatives — direct by identifying untapped industry verticals and authorizing prospecting campaigns that grow the agency's total addressable market.","Cross-functional media and creative partnerships — orchestrate to deliver integrated advertising solutions that meet complex client briefs at organizational scale.","Revenue forecasting models — build and present to executive leadership using advanced analytical and ERP tools to inform budgeting and resource allocation decisions.","Competitive intelligence frameworks — establish to monitor industry trends, emerging media platforms, and rival agency offerings, translating insights into strategic pivots.","Pricing and negotiation authority — exercise at the senior level to approve non-standard contracts, volume discounts, and multi-year agreements with major clients.","Agency brand and thought leadership — represent externally through industry conferences, client advisory boards, and published perspectives on advertising innovation.","Performance management systems for sales agents — implement by defining KPIs, reviewing pipeline metrics, and aligning individual goals with organizational growth objectives."]}}},"sources":{"onet":"v30.2 (CC BY 4.0)","crosswalk":"https://skillscrosswalk.com","generator":"LER.me"},"attribution":"© EBSCOed"}