Description: This article looks at how insurance companies are viewing the use of the internet for sales purposes in these early days of the development of this market place.

Description: This article discusses various ways that insurance companies are using the internet to market their products.

Description: This article discusses the fact that consumers at large do not know that banks sell life insurance. Banks are encouraged to develop a more focused strategy to increase awareness and sales.

Description: Chairperson’s column addressing recent and planned activities of the Marketing and Distribution Section of the Society of Actuaries.

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: 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 discusses the growing interest in the Preneed market.

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

Description: This article discusses the use of product databases to increase response rates from direct mail campaigns. The concept includes renting name lists for a year, appending demographic information, and using a model to better target prospects.

Description: This article describes New York Life's philosophy and approach to the use of the internet in selling life insurance.