Middle Career Sales People


Many people do have success in advertising sales. They understand how to educate their clients and build effective advertising programs. These employees can range from relatively new to up to 10 years or more of experience with a company. Although they find success in what they do, they often move on to management or other high-end sales positions, such as pharmaceutical sales, financial sales, and so on. You’ll be able to spot these kinds of reps quickly, because they will ask a lot of questions and take a legitimate interest in what you’re trying to accomplish. They can talk to you about other businesses they’ve worked with and share s uccess stories to help you overcome any objections you may have. They will also quantify their marketing suggestions and tie them into what you’ve told them and what they can provide. If you end up working with a rep like this, hold onto him or her. These reps might not be around forever, but they can be a very useful resource. Because of their success in their medium, they will often try to up-sell you. Fortunately, they will usually be able to back up their strategy, but they will also gracefully move in a different direction as you see fit. The only thing you should watch out for is their negotiating ability. These reps may be so good at their job that they can convince you to change your marketing strategy completely. Be sure not to make any on-the-spot decisions if the rep asks you to do something drastic, and always calculate your risk and other options. Career Advertising Salespeople These are the most successful advertising salespeople you will ever come across. They know their product inside out, as well as many of the other mediums in your area. They’ve built lasting relationships with many other business owners and have done so by helping them implement successful marketing strategies. They’ve usually been with the same company for more than five years and have no intention of going anywhere else. Often earning more than their managers, they see no need to make any changes in their careers. You can count on career advertising salespeople to help you achieve your goals, as long as their medium is the backbone of your campaign. They usually will not work with small-level accounts unless it’s a referral or a favor for one of their clients. Unfortunately, some companies lack anyone fitting this description, so you may never run into someone with this kind of experience. If you do, these reps can tell you success and failure stories for all kinds of businesses and mediums in your area. I would never suggest blindly following sales reps of any kind, but these people in particular can make great marketing co-pilots. (Taken from Mark Hoxie Book)


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