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Career Story: Publishers' Sales Rep

Publishers' Sales Rep

Job Title: Owner Of Small Business

Type of Company: My company provides advertising and sales support to publishers and associations in a variety of fields.

Education: marketing courses, Park University

Previous Experience: I started as a sales rep for a large publishing company, then became a partner in a group of publishers' representatives before I started my own small business as an independent rep.

Job Tasks: My primary responsibility is to provide advertising and sponsorship sales and support for publishers and associations all across the United States. In most cases I am responsible for a specific geographical area, such as the midwestern states. My responsibilities include both telephone and personal sales calls, as well as attending meetings and conventions on behalf of the publishers, where I have the opportunity to meet with clients and talk about the benefits of advertising and sponsoring events. I call on both clients and the advertising agencies that represent the clients. My responsibilities also include following up after the sale by preparing necessary paperwork and making sure that the required files and materials are supplied to the publisher by the client.

Some of my days are spent in the office doing paperwork and making phone calls. On a routine sales trip I might make three to four sales calls in one city in a single day. At a convention or trade show, by contrast, I spend the day visiting, walking through the convention hall and chatting people up, approaching current and prospective clients. It's a profession that requires an outgoing personality and the ability to meet deadlines. I often meet with sales reps whose territory overlaps with mine. And sometimes I travel to the offices of the publisher or association for sales meetings.

Best and Worst Parts of the Job: The best part of my job is working with people and helping them make their sales goals. It can also be financially rewarding, since I earn sales commissions rather than a fixed salary. The harder I work the more money I can make... up to a point.

The worst part of the job is that clients can sometimes be demanding and the travel can often be grueling.

Job Tips: I would suggest taking as many marketing classes as you can and applying for internships with advertising agencies. You can learn a lot about media and creative and account services that way. You might also volunteer to help a local non-profit with its marketing projects.

Additional Thoughts: There are many ways to go in this profession, including business-to-business, consumer, and non-profit. Advertising and sponsorship sales can be very remunerative. But because their effectiveness is often hard to measure, it takes determination and hard work to succeed at them. And you need to be a certain kind of person, with an outgoing personality and a willingness to ask people to make buying decisions.

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