Description: This article looks at the question, Should the direct mail marketer sell products until the point at which the cost of the NEXT sale exceeds the marketing allowance for the product or until the point at which the AVERAGE cost of all sales exceeds the marketing allowance for the product?

Description: News Direct chairperson's column discussing recent activities, future plans, and the new officers of the Marketing and Distribution Section of the Society of Actuaries.

Description: The Distribution Channels: Part 1 -- Agent Channels provides general information on agent distribution channels covering a high-level perspective of members and the pros and cons to insurers.

Description: Discussion of the findings of a survey conducted by Deloitte Consulting on the experience insurers were having with automated underwriting. This survey was solicited by the Society of Actuaries' Marketing and Distribution Section Council, the Product Development Section Council and the Committee on Life Insurance Research.

Description: This article discusses how a prospect passes from step to step through the sales process until becoming a customer, and how brand plays a significant role in that process.

Description: This article defines the distribution gap, customer's gap, and distributor's gap in the marketing and sales process. It offers solutions to close these gaps and therby create a more efficient distribution system that better meets customer's needs.

Description: This article discusses using simplified issue underwriting to sell term insurance to the middle market.

Description: This article offers ideas on how to simplify the sale of life insurance over the internet.

Description: What are insurance companies promoting in the market? How are they framing their products and services? What is their value proposition to producers? Members of the SOA Marketing and Distribution section receive an exclusive benefit that addresses these questions.