# Advertising Sales

*/Departments/Advertising_Sales*

## Neighborhood

### Related (delivered by)

- [Approve advertiser pitch internally](/Processes/Approve_advertiser_pitch_internally) — delivered by · Processes
- [Optimize pricing of available programming inventory across all distribution channels](/Processes/Optimize_pricing_of_available_programming_inventory_across_all_distribution_channels) — delivered by · Processes
- [Communicate new show slate to advertisers](/Processes/Communicate_new_show_slate_to_advertisers) — delivered by · Processes
- [Explain to customers how specific types of advertising will help promote their products or services ...](/Tasks/Explain_to_customers_how_specific_types_of_advertising_will_help_promote_their_products_or_services_...) — delivered by · Tasks
- [Upfront screenings for ad agencies](/Processes/Upfront_screenings_for_ad_agencies) — delivered by · Processes
- [Perform account stewardship activities with advertisers](/Processes/Perform_account_stewardship_activities_with_advertisers) — delivered by · Processes
- [Develop presentations for advertisers and distribution partners](/Processes/Develop_presentations_for_advertisers_and_distribution_partners) — delivered by · Processes
- [Create advertiser pitches](/Processes/Create_advertiser_pitches) — delivered by · Processes

### Parent organization

- [Spanish-Language Broadcaster](/CompanyTypes/Spanish-Language_Broadcaster) — has department · CompanyTypes
- [Regional Newspaper Roll-ups](/CompanyTypes/Regional_Newspaper_Roll-ups) — has department · CompanyTypes
- [Consolidated Commercial Radio Group](/CompanyTypes/Consolidated_Commercial_Radio_Group) — has department · CompanyTypes
- [National Legacy Broadsheets](/CompanyTypes/National_Legacy_Broadsheets) — has department · CompanyTypes
- [Mid-Market Trade Periodical Publisher](/CompanyTypes/Mid-Market_Trade_Periodical_Publisher) — has department · CompanyTypes

### Measured by

- [Billing Realization Rate](/Metrics/Billing_Realization_Rate) — measured by · Metrics
- [Sell-Through Rate](/Metrics/Sell-Through_Rate) — measured by · Metrics
- [Advertiser Retention Rate](/Metrics/Advertiser_Retention_Rate) — measured by · Metrics
- [Booked Advertising Revenue](/Metrics/Booked_Advertising_Revenue) — measured by · Metrics

### Processes it runs

- [Media Owner Rate Negotiation](/Processes/Media_Owner_Rate_Negotiation) — runs · Processes
- [Building Media Plans](/Processes/Building_Media_Plans) — runs · Processes
- [Booking Insertion Orders](/Processes/Booking_Insertion_Orders) — runs · Processes
- [Forecast Advertising Revenue](/Processes/Forecast_Advertising_Revenue) — runs · Processes
- [Develop Advertiser and Agency Relationships](/Processes/Develop_Advertiser_and_Agency_Relationships) — runs · Processes

### Problems this exposes

- [rate-realization eroded by per-deal negotiated floors drifting below the published rate card without a margin-floor check at the deal desk](/Problems/rate-realization_eroded_by_per-deal_negotiated_floors_drifting_below_the_published_rate_card_without_a_margin-floor_check_at_the_deal_desk) — exposes problem · Problems
- [realization understated because value-add bonus spots and adjacency guarantees given to close a deal are never logged against the rate they discount](/Problems/realization_understated_because_value-add_bonus_spots_and_adjacency_guarantees_given_to_close_a_deal_are_never_logged_against_the_rate_they_discount) — exposes problem · Problems
- [sell-through-rate gamed by overselling avails across linear and digital both in the OMS, posting sold-out while setting up make-goods](/Problems/sell-through-rate_gamed_by_overselling_avails_across_linear_and_digital_both_in_the_OMS,_posting_sold-out_while_setting_up_make-goods) — exposes problem · Problems
- [sell-through ignores programmatic floors not re-tuned as direct-sold demand shifts, so the rate looks full while yield bleeds at the floor](/Problems/sell-through_ignores_programmatic_floors_not_re-tuned_as_direct-sold_demand_shifts,_so_the_rate_looks_full_while_yield_bleeds_at_the_floor) — exposes problem · Problems
- [booked revenue counts cancelable option inventory as firm, overstating committed bookings the forecast can't separate from scatter at-risk](/Problems/booked_revenue_counts_cancelable_option_inventory_as_firm,_overstating_committed_bookings_the_forecast_can't_separate_from_scatter_at-risk) — exposes problem · Problems
- [booked-advertising-revenue is the quota reps hit by marking deals closed-won before the IO is countersigned, so the metric rewards the overstatement it measures](/Problems/booked-advertising-revenue_is_the_quota_reps_hit_by_marking_deals_closed-won_before_the_IO_is_countersigned,_so_the_metric_rewards_the_overstatement_it_measures) — exposes problem · Problems
- [retention-rate craters when agency holding-company consolidation collapses several advertisers into one buyer overnight — churn no rep caused](/Problems/retention-rate_craters_when_agency_holding-company_consolidation_collapses_several_advertisers_into_one_buyer_overnight_—_churn_no_rep_caused) — exposes problem · Problems
- [retention scored against reps whose trading-desk contacts and spend authority lived in personal notes lost on rep churn, so the number tracks turnover not service](/Problems/retention_scored_against_reps_whose_trading-desk_contacts_and_spend_authority_lived_in_personal_notes_lost_on_rep_churn,_so_the_number_tracks_turnover_not_service) — exposes problem · Problems
- [linear+digital+sponsorship bundles priced as one blob with no per-component margin visibility](/Problems/linear+digital+sponsorship_bundles_priced_as_one_blob_with_no_per-component_margin_visibility) — exposes problem · Problems
- [per-deal negotiated floors drift below the published rate card, eroding next-quarter pricing power](/Problems/per-deal_negotiated_floors_drift_below_the_published_rate_card,_eroding_next-quarter_pricing_power) — exposes problem · Problems
- [cancelable (option) inventory forecast as firm revenue, overstating committed bookings](/Problems/cancelable_(option)_inventory_forecast_as_firm_revenue,_overstating_committed_bookings) — exposes problem · Problems
- [upfront commitments and scatter pacing not separated in the forecast, masking at-risk audience guarantees](/Problems/upfront_commitments_and_scatter_pacing_not_separated_in_the_forecast,_masking_at-risk_audience_guarantees) — exposes problem · Problems
- [value-add commitments made to keep an agency happy never logged against future inventory](/Problems/value-add_commitments_made_to_keep_an_agency_happy_never_logged_against_future_inventory) — exposes problem · Problems
- [agency trading-desk contacts and their spend authority live in personal rep notes, lost on rep churn](/Problems/agency_trading-desk_contacts_and_their_spend_authority_live_in_personal_rep_notes,_lost_on_rep_churn) — exposes problem · Problems
- [agency holding-company consolidation collapses several rep relationships into one buyer overnight](/Problems/agency_holding-company_consolidation_collapses_several_rep_relationships_into_one_buyer_overnight) — exposes problem · Problems
- [rep marked deal closed-won to hit quota before the IO is countersigned, inflating booked revenue](/Problems/rep_marked_deal_closed-won_to_hit_quota_before_the_IO_is_countersigned,_inflating_booked_revenue) — exposes problem · Problems
- [credit hold on a booked advertiser surfaces only after the flight starts, forcing emergency make-goods](/Problems/credit_hold_on_a_booked_advertiser_surfaces_only_after_the_flight_starts,_forcing_emergency_make-goods) — exposes problem · Problems
- [verbal close terms (bonus spots, adjacency guarantees) not captured when the order is booked into the OMS](/Problems/verbal_close_terms_(bonus_spots,_adjacency_guarantees)_not_captured_when_the_order_is_booked_into_the_OMS) — exposes problem · Problems
- [revenue forecast rolled up from rep-entered pipeline stages never reconciled against booked IO actuals](/Problems/revenue_forecast_rolled_up_from_rep-entered_pipeline_stages_never_reconciled_against_booked_IO_actuals) — exposes problem · Problems
- [negotiated rate concessions and value-add bonus spots not checked against margin floors at the deal desk](/Problems/negotiated_rate_concessions_and_value-add_bonus_spots_not_checked_against_margin_floors_at_the_deal_desk) — exposes problem · Problems
- [signed IOs re-keyed from PDF into the order-management system, dropping flight dates and dayparts](/Problems/signed_IOs_re-keyed_from_PDF_into_the_order-management_system,_dropping_flight_dates_and_dayparts) — exposes problem · Problems
- [make-goods for under-delivered impressions tracked in side spreadsheets](/Problems/make-goods_for_under-delivered_impressions_tracked_in_side_spreadsheets) — exposes problem · Problems
- [RFP responses rebuilt per agency with no reusable rate-card logic](/Problems/RFP_responses_rebuilt_per_agency_with_no_reusable_rate-card_logic) — exposes problem · Problems
- [avails and inventory in the OMS oversold against linear and digital both](/Problems/avails_and_inventory_in_the_OMS_oversold_against_linear_and_digital_both) — exposes problem · Problems
- [post-campaign delivery reports stitched manually from third-party verifiers](/Problems/post-campaign_delivery_reports_stitched_manually_from_third-party_verifiers) — exposes problem · Problems
- [programmatic floor prices not re-tuned as direct-sold demand shifts](/Problems/programmatic_floor_prices_not_re-tuned_as_direct-sold_demand_shifts) — exposes problem · Problems
- [Building Proposals That Fit Inventory And Buyer Goals](/Problems/Building_Proposals_That_Fit_Inventory_And_Buyer_Goals) — exposes problem · Problems

### Staff

- [Sponsorship Sales Manager](/JobTypes/Sponsorship_Sales_Manager) — staff · JobTypes
- [Advertising Sales Director](/JobTypes/Advertising_Sales_Director) — staff · JobTypes
- [Account Manager](/JobTypes/Account_Manager) — staff · JobTypes
- [Sales Planner](/JobTypes/Sales_Planner) — staff · JobTypes
- [Media Sales Representative](/JobTypes/Media_Sales_Representative) — staff · JobTypes
- [Advertising Sales Executive](/JobTypes/Advertising_Sales_Executive) — staff · JobTypes

### Part of

- [Digital Media Company](/CompanyTypes/Digital_Media_Company) — part of · CompanyTypes
- [Newspaper Publisher](/CompanyTypes/Newspaper_Publisher) — part of · CompanyTypes
- [Broadcast Network](/CompanyTypes/Broadcast_Network) — part of · CompanyTypes