Description: Letter from the Editor

Description: A recap of the Canadians Institute of Actuaries Meeting held in March 1983. This article focuses on the surrender and replacement of life insurance policies as they face competition from other investment products.

Description: This session at the SOA 1962 Jacksonville and Chicago Regional Meetings focuses on the sales results for pension trust and profit sharing plans. Also, the shift from Industrial to Ordinary sales and resultant mortality is discussed.

Description: This article discusses how the most successful insurance companies acquire profitable customers, who stay with you for a lifetime, through direct marketing via prospect data bases .

Description: This article is about how to get the attention of consumers when they are inundated with material throught the various media.

Description: This article gives an overview of the worksite marketing/volutary products market and addresses the pros and cons of this marketing approach.

Description: Third in a series giving an overview of direct marketing.

Description: This article looks at new point of sale technology and how it can assist in selling to the middle market.

Description: This article discusses Promotional Cards, how they have become an integral part of so many direct mail marketing programs, and how new technology offers new options for these cards.

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