Advertising salespeople sell air time on radio and TV stations. They also sell page space in newspapers, magazines, and online websites.

Advertising salespeople sell advertising space to businesses. Salespeople call companies to recruit new clients. They explain their services and costs. If a company is interested in advertising, salespeople gather more information about the business in order to target their advertising needs. Salespeople put together a presentation to explain their recommendations to the business. They start by analyzing the potential client's products and services, target markets, and competitors. They may create a sample ad for the presentation. They answer questions and provide advice about ads and programming or printing schedules.

When businesses become clients, salespeople prepare sales contracts and calculate fees. They usually use computers to write these contracts as well as to keep track of information about clients.

For some clients, the advertising salesperson's employer develops the ads. Some clients want or need their ads created by another company. Salespeople can help their clients find other advertising professionals.

Advertising salespeople remain in contact with clients. Salespeople make sure that clients are satisfied with their ad schedules, and make changes when clients are unhappy. They may also collect payment for services.

Salespeople develop lists of possible clients by using telephone and business directories. They also ask current clients for leads on new advertisers. In addition, salespeople look for new clients while covering their sales territory.

Advertising salespeople stay current on industry trends and customer development by attending sales meetings, trade shows, and training seminars.