What is Media Sales?

Media sales is simply the sale of an advertising concept either on or across a variety of different mediums; you will recognise the most obvious of these areas as TV, radio, print, online and cinema advertising, but there are many other huge advertising markets such as outdoor/ambient, direct marketing, search marketing, pay-per-click, exhibitions, contract publishing, conferences and events.

How it works:

Media owner – owns the advertising space, and creates its value for advertisers through content and circulation.

The media owner is also the media sales employer, and working in media sales it will be your job to sell advertising space to:

Media agencies – buy advertising space on behalf of a (usually bigger) client, and advise where to place advertisements for maximum campaign impact. Often agencies specialise in a specific field such as display or online advertising.

Recruitment agencies – buy recruitment advertising space on behalf of a (usually bigger) client, and advise where to place recruitment advertising for maximum relevant response.

Direct clients – the advertisers; buy advertising space either directly from the media owner or through agencies in order to satisfy an advertising need.

Why do companies advertise?

• Branding & Awareness
• Promotion of New Products
• Response / to Fill Vacancies
• Return On Investment

What do you sell?

• Product value – concept of package:
• Editorial / Programming and strength of medium
• Readership demographic (ABC profiling) / Audience / Circulation
• Regional Distribution
• Desire to brand

What sort of person fits in to media sales?

Some words that may be used to describe a media sales person:

Fresh, Enthusiastic, Dynamic, Polished, Presentable, Eloquent, Intelligent, Consultative, Confident, Competitive, Ambitious, Loyal, Tenacious, Resilient, Willing to learn.

There’s so much competition in media sales with very similar products so it becomes all about the people. ‘People buying from people’ is key to media sales.

Why do companies like graduates?

Ostensibly, they have the proven ability to learn and to adapt.

Will companies take on non-graduates?

Yes, provided they exhibit all the right qualities required of their Media Sales staff.