Marketing, Advertising, and Public Relations Managers

• Nature of the Work

  The fundamental objective of any firm is to market its products or services profitably. In small firms, all marketing responsibilities may be assumed by the owner or chief executive officer. In large firms, which may offer numerous products and services nationally or even worldwide, experienced marketing, advertising, and public relations managers coordinate these and related activities.

  The executive vice president for marketing in large firms directs the overall marketing policy-including market research, marketing strategy, sales, advertising, promotion, pricing, product development, and public relations activities. (This occupation is included in the Handbook statement on general managers and top executives.) These activities are supervised by middle and supervisory managers who oversee staffs of professionals and technicians.

  Marketing managers develop the firm's detailed marketing strategy. With the help of subordinates, including product development managers and market research managers, they determine the demand for products and services offered by the firm and its competitors and identify potential consumers-for example, business firms, wholesalers, retailers, government, or the general public. Mass markets are further categorized according to various factors such as region, age, income, and lifestyle. Marketing managers develop pricing strategy with an eye towards maximizing the firm's share of the market and its profits while ensuring that the firm's customers are satisfied. In collaboration with sales, product development, and other managers, they monitor trends that indicate the need for new products and services and oversee product development. Marketing managers work with advertising and promotion managers to best promote the firm's products and services and to attract potential users.

  Sales managers direct the firm's sales program. They assign sales territories and goals and establish training programs for their sales representatives. Managers advise their sales representatives on ways to improve their sales performance. In large, multiproduct firms, they oversee regional and local sales managers and their staffs. Sales managers maintain contact with dealers and distributors. They analyze sales statistics gathered by their staffs to determine sales potential and inventory requirements and monitor the preferences of customers. Such information is vital to develop products and maximize profits.

  Except in the largest firms, advertising and promotion staffs generally are small and serve as a liaison between the firm and the advertising or promotion agency to which many advertising or promotional functions are contracted out. Advertising managers oversee the account services, creative services, and media services departments. The account services department is managed by account executives, who assess the need for advertising and, in advertising agencies, maintain the accounts of clients. The creative services department develops the subject matter and presentation of advertising. This department is supervised by a creative director, who oversees the copy chief and art director and their staffs. The media services department is supervised by the media director, who oversees planning groups that select the communication media-for example, radio, television, newspapers, magazines, or outdoor signs-to disseminate the advertising.

  Promotion managers supervise staffs of promotion specialists. They direct promotion programs combining advertising with purchase incentives to increase sales of products or services. In an effort to establish closer contact with purchasers-dealers, distributors, or consumers-promotion programs may involve direct mail, telemarketing, television or radio advertising, catalogs, exhibits, inserts in newspapers, in-store displays and product endorsements, and special events. Purchase incentives may include discounts, samples, gifts, rebates, coupons, sweepstakes, and contests.

  Public relations managers supervise public relations specialists (see the Handbook statement on public relations specialists). These managers direct publicity programs to a targeted public. They use any necessary communication media in their effort to maintain the support of the specific group upon whom their organization's success depends, such as consumers, stockholders, or the general public. For example, public relations managers may clarify or justify the firm's point of view on health or environmental issues to community or special interest groups. They evaluate advertising and promotion programs for compatibility with public relations efforts. Public relations managers, in effect, serve as the eyes and ears of top management. They observe social, economic, and political trends that might ultimately have an effect upon the firm, and make recommendations to enhance the firm's public image in view of those trends. Public relations managers may confer with labor relations managers to produce internal company communications-such as news about employee-management relations-and with financial managers to produce company reports. They assist company executives in drafting speeches, arranging interviews, and other forms of public contact; oversee company archives; and respond to information requests. In addition, some public relations managers handle special events such as sponsorship of races, parties introducing new products, or other activities the firm supports in order to gain public attention through the press without advertising directly.

• Working Conditions

  Marketing, advertising, and public relations managers are provided with offices close to top managers. Long hours, including evenings and weekends, are common. Working under pressure is unavoidable as schedules change, problems arise, and deadlines and goals must be met. Marketing, advertising, and public relations managers meet frequently with other managers; some meet with the public and government officials.

  Substantial travel may be involved. For example, attendance at meetings sponsored by associations or industries is often mandatory. Sales managers travel to national, regional, and local offices and to various dealers and distributors. Advertising and promotion managers may travel to meet with clients or representatives of communications media. At times, public relations managers travel to meet with special interest groups or government officials. Job transfers between headquarters and regional offices are common-particularly among sales managers-and can disrupt family life.

• Employment

  Marketing, advertising, and public relations managers held about 461,000 jobs in 1994. These managers are found in virtually every industry. Industries employing them in significant numbers include motor vehicle dealers; printing and publishing firms; advertising agencies; department stores; computer and data processing services firms; and management and public relations firms.

• Training, Other Qualifications, and Advancement

  A wide range of educational backgrounds are suitable for entry into marketing, advertising, and public relations managerial jobs, but many employers prefer a broad liberal arts background. A bachelor's degree in sociology, psychology, literature, or philosophy, among other subjects, is acceptable. However, requirements vary depending upon the particular job.

  For marketing, sales, and promotion management positions, some employers prefer a bachelor's or master's degree in business administration with an emphasis on marketing. Courses in business law, economics, accounting, finance, mathematics, and statistics are also highly recommended. In highly technical industries, such as computer and electronics manufacturing, a bachelor's degree in engineering or science combined with a master's degree in business administration is preferred. For advertising management positions, some employers prefer a bachelor's degree in advertising or journalism. A course of study should include courses in marketing, consumer behavior, market research, sales, communications methods and technology, and visual arts-for example, art history and photography. For public relations management positions, some employers prefer a bachelor's or master's degree in public relations or journalism. The individual's curriculum should include courses in advertising, business administration, public affairs, political science, and creative and technical writing. For all these specialties, courses in management and completion of an internship while in school are highly recommended. Familiarity with computerized word processing and data base applications also are important for many marketing, advertising, and public relations management positions.

  Most marketing, advertising, and public relations management positions are filled by promoting experienced staff or related professional or technical personnel-for example, sales representatives, purchasing agents, buyers, product or brand specialists, advertising specialists, promotion specialists, and public relations specialists. In small firms, where the number of positions is limited, advancement to a management position generally comes slowly. In large firms, promotion may occur more quickly.

  Although experience, ability, and leadership are emphasized for promotion, advancement can be accelerated by participation in management training programs conducted by many large firms. Many firms also provide their employees with continuing education opportunities, either in-house or at local colleges and universities, and encourage employee participation in seminars and conferences, often provided by professional societies. Often in collaboration with colleges and universities, numerous marketing and related associations sponsor national or local management training programs. Courses include brand and product management, international marketing, sales management evaluation, telemarketing and direct sales, promotion, marketing communication, market research, organizational communication, and data processing systems procedures and management. Many firms pay all or part of the cost for those who successfully complete courses.

  Some associations (listed under sources of additional information) offer certification programs for marketing, advertising, and public relations managers. Certification is a sign of competence and achievement in this field that is particularly important in a competitive job market. While relatively few marketing, advertising, and public relations managers currently are certified, the number of managers who seek certification is expected to grow. For example, Sales and Marketing Executives International offers a management certification program based on education and job performance. The Public Relations Society of America offers an accreditation program for public relations practitioners based on years of experience and an examination. The International Association of Business Communicators offers an accreditation program for the manager or the person ready to move into communication management. The American Marketing Association is developing a certification program for marketing managers.

  Persons interested in becoming marketing, advertising, and public relations managers should be mature, creative, highly motivated, resistant to stress, and flexible, yet decisive. The ability to communicate persuasively, both orally and in writing, with other managers, staff, and the public is vital. Marketing, advertising, and public relations managers also need tact, good judgment, and exceptional ability to establish and maintain effective personal relationships with supervisory and professional staff members and client firms.

  Because of the importance and high visibility of their jobs, marketing, advertising, and public relations managers often are prime candidates for advancement. Well-trained, experienced, successful managers may be promoted to higher positions in their own or other firms. Some become top executives. Managers with extensive experience and sufficient capital may open their own businesses.

• Job Outlook

  Marketing, advertising, and public relations manager jobs are highly coveted and will be sought by other managers or highly experienced professional and technical personnel, resulting in substantial job competition. College graduates with extensive experience, a high level of creativity, and strong communication skills should have the best job opportunities.

  Employment of marketing, advertising, and public relations managers is expected to increase faster than the average for all occupations through the year 2005. Increasingly intense domestic and global competition in products and services offered to consumers should require greater marketing, promotional, and public relations efforts. Management and public relations firms may experience particularly rapid growth as businesses increasingly hire contractors for these services rather than support additional full-time staff.

  Projected employment growth varies by industry. For example, employment of marketing, advertising, and public relations managers is expected to grow much faster than average in most business services industries, such as computer and data processing, and management and public relations firms, while average growth is projected in manufacturing industries overall. Many companies that eliminated in-house marketing and advertising departments during downsizing in recent years are now relying on firms which specialize in promotion, marketing, and advertising activities to provide these services.

• Earnings

  According to a National Association of Colleges and Employers survey, starting salary offers to marketing majors graduating in 1995 averaged about $25,000; advertising majors, about $22,000.

  The median annual salary of marketing, advertising, and public relations managers was $44,000 in 1994. The lowest 10 percent earned $21,000 or less, while the top 10 percent earned $98,000 or more. Many earn bonuses equal to 10 percent or more of their salaries. Surveys show that salary levels vary substantially depending upon the level of managerial responsibility, length of service, education, and the employer's size, location, and industry. For example, manufacturing firms generally pay marketing, advertising, and public relations managers higher salaries than nonmanufacturing firms. For sales managers, the size of their sales territory is another important factor.

  According to a 1994 survey by Abbot, Langer and Associates, of Crete, Illinois, annual incomes for sales/marketing managers varied greatly-from under $28,000 to over $250,000-depending on the manager's level of education, experience, industry, and the number of employees he or she supervised. The median annual income for top advertising managers was $44,000; top sales promotion managers was $45,000; product/brand managers, $57,000; top market research managers, $59,000; regional sales managers, $69,000; and chief marketing executives, $69,000.

  According to a 1994 survey by Advertising Age Magazine, annual salaries of marketing, advertising, and public relations managers ranged from a low of $44,000 to a high of $145,000.

• Related Occupations

  Marketing, advertising, and public relations managers direct the sale of products and services offered by their firms and the communication of information about their firms' activities. Other personnel involved with marketing, advertising, and public relations include art directors, commercial and graphic artists, copy chiefs, copywriters, editors, lobbyists, marketing research analysts, public relations specialists, promotion specialists, sales representatives, and technical writers. (Some of these occupations are discussed elsewhere in the Handbook.)

• Sources of Additional Information

  For information about careers in sales and marketing management, contact:
  American Marketing Association, 250 S. Wacker Dr., Chicago, IL 60606.

  Sales and Marketing Executives International, 458 Statler Office Tower, Cleveland, OH 44115.

  For information about careers in advertising management, contact:
  American Advertising Federation, Education Services Department, 1101 Vermont Ave. NW., Suite 500, Washington, DC 20005.

  Information about careers in promotion management is available from:
  Council of Sales Promotion Agencies, 750 Summer St., Stamford, CT 06901.

  Promotion Marketing Association of America, Inc., 322 Eighth Ave., Suite 1201, New York, NY 10001.

  Information about careers in public relations management is available from:
  Public Relations Society of America, 33 Irving Place, New York, NY 10003-2376.

  Information on accreditation for business communicators is available from:
  International Business Communicators, One Hallidie Plaza, Suite 600, San Francisco, CA 94102.

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