Although a high school diploma is typically enough for an entry-level advertising sales position, some employers prefer applicants with a bachelor’s degree. Courses in marketing, communications, business, and advertising are helpful. Proven sales success and communication ability are essential. For those who have a proven record of successfully selling other products, educational requirements are not likely to be strict.
Most training takes place on the job and can be either formal or informal. In most cases, an experienced sales manager instructs a newly hired advertising sales agent who lacks sales experience. In this one-on-one environment, supervisors typically coach new hires and observe them as they make sales calls and contact clients. Supervisors then advise the new hires on ways to improve their interaction with clients. Employers may bring in consultants to lead formal training sessions when agents sell to a specialized market segment, such as automotive dealers or real estate professionals.