15 11 Educating The Elephant and the Rider Educating One‐on‐One Educating Groups References
16 12 Proposing Proposals AI and Proposals
17 13 Negotiating and Closing Negotiating The Negotiating and Closing Process Putting It All Together: Create a Negotiating and Closing Plan References
18 14 Customer Success Pre‐Digital‐Era Selling Selling an Intangible Service Digital‐Era Service Service Design References
19 15 Marketing The Era of Marketing that Provided Meaning The Era of Participation and Collaboration Marketing Marketing 4.0 Big Data Summary References
20 16 Advertising What is Advertising? National Advertising Local Advertising References
21 17 Programmatic Marketing and Advertising What is Programmatic? Why Programmatic? The Problem The Stakeholders The History of Programmatic References
22 18 Measuring Advertising Introduction The Job of Media Salespeople Media Research Digital Measurement Services The Top Five Questions Measurement Cannot Answer References
23 19 Selling Digital and Cross‐Platform Advertising The Landscape of Digital Advertising Digital Marketing Agencies References
24 20 Google and Search A Brief History of the Google Ad Auction The Search Auction Search Advertising Technologies
25 21 Facebook and Social Media Facebook Twitter YouTube YouTube facts Reddit Snapchat and TikTok Pinterest LinkedIn The Future of Sales Jobs in Social Media References
26
22 Television
What Is Television?
Broadcast Television Networks
Cable Television Networks
Syndicated Television
Broadcast