The evolution of the seven steps of selling

The traditional seven steps of selling is perhaps the oldest paradigm in the sales discipline. The seven steps model has served as a basic framework in sales training, personal selling textbooks, and teaching personal selling classes. Very little has changed in this framework since the turn of the 20th century. This article reviews the traditional seven steps of selling, examines transformative factors that have led to changes in each step, and presents an evolved seven steps process. While the traditional seven steps reflected a selling orientation on the part of a firm, the evolved selling process reflects more of a customer orientation in that the focus is on relationship selling—that is, securing, building, and maintaining long-term relationships with profitable customers.     

Expected exponential utility maximization of insurers with a Linear Gaussian stochastic factor model

In this paper, we consider the problem of optimal investment by an insurer. The wealth of the insurer is described by a Cramér–Lundberg process. The insurer invests in a market consisting of a bank account and m risky assets. The mean returns and volatilities of the risky assets depend linearly on economic factors that are formulated as the solutions of linear stochastic differential equations. Moreover, the insurer preferences are exponential. With this setting, a Hamilton–Jacobi–Bellman equation that is derived via a dynamic programming approach has an explicit solution found by solving the matrix Riccati equation. Hence, the optimal strategy can be constructed explicitly. Finally, we present some numerical results related to the value function and the ruin probability using the optimal strategy.     

Optimal pair-trading strategy over long/short/square positions—empirical study

Suzuki [Automatica, 2016, 67, 33–45] solves the optimal, finitely iterative, three-regime switching problem for investing in a mean-reverting asset that follows an Ornstein–Uhlenbeck price process and find explicit solutions. The remarkable feature of this model is that the investor can explicitly take either a long, short or square position and can switch the position, with transaction costs, during the investment period. We run empirical simulations of such multiple-regime switching models. There are very few such attempts in the existing literature because it is difficult to find, first, an explicit solution to the problem and second, appropriate financial assets that follow the artificial stochastic process required by the mathematical model. According to the Monte Carlo simulations of the optimal pair-trading strategy, the mean daily Sharp ratio is more than 2.3, whereas the mean Sharp ratio for the historical simulation of the ‘stub’ pairs (combinations of parent/subsidiary companies) is 0.6886. We believe that the results obtained from performing the empirical simulations are remarkable and consider that the optimal switching strategy of the rigorous mathematical model is applicable to businesses in the real world. For the reference many pseudo-program codes are added, which can help to replicate the optimal trading strategies.     

化工工艺设计安装的重要性

随着中国科技领域不断发展,化工行业在科技进步的带动下取得前所未有的发展成果。对于化工企业而言,化工工艺设计与安装属于自身发展的关键所在,需要受到高度重视。文章针对上述内容展开研究,分析化工工艺安装具有的重要作用,总结相关工作经验。     

钢板筒仓风道筛板选型和安装工艺改进

为解决钢板筒仓风道筛板在使用过程中易造成风道内粉尘大量积聚、通风困难以及结构变形、维修困难且由此引起的一系列安全问题,本文通过改造筛板安装工艺、选用新型筛板,有效降低了风道内粉尘数量,增强了整体结构,维修更换效率更加高效,保障了仓内人员和设备安全.     

试析二元结构论在我国统筹城乡中的应用

二元结构论指出发展中国家改变经济落后面貌的根本出路在于转移传统农业部门中的大量剩余劳动力到现代城市工业部门,通过城乡经济的协调发展消除城乡差距、促进国家经济发展。文章认为在我国统筹城乡发展中应该应用二元结构论促进农业剩余劳动力的转移、大力发展现代农业和农村工业、加快农村城镇化发展进程,逐步实现城乡一体化。     

国际经济背景下美元贬值的原因、影响及对策分析

美元贬值主要是由美元与主要经济体货币调整不同步以及方向选择差异而形成。对于不同经济体而言,美元贬值存在着非常分明的正负效应,由此导致了各国政府态度认识上的不同。同时,总体上美元的渐次贬值有利于全球经济走向均衡,但速率过猛的美元贬值却会破坏国际经济的均衡。因此,未来美元的下跌空间会受到限制,“美元危机”只是一个伪命题。     

国内外间苯二酚合成技术现状与发展趋势

间苯二酚广泛应用于橡胶工业、木材粘合剂、塑料阻燃剂、UV光稳定剂和有机合成等领域，目前全球主要有苯磺化和间二异丙苯氧化法合成路线，除日本外，其他国家均采用传统的苯磺化法路线，重点介绍清洁工艺——间二异丙苯氧化法合成技术进展。在未来几年内全球间苯二酚生产能力将有一定过剩，分析现状并提出发展建议。     

Credit Events and the Valuation of Credit Derivatives of Basket Type

Thispaper provides a simple model for valuing a credit derivativewhose payoff depends on the identity (or identities) of the first(or first two) to occur of a given list of credit events, suchas defaults. The joint survival probability of occurrence timesof credit events is formulated in terms of stochastic intensityprocesses under the assumption of conditional independence. Basedon the joint survival probability, we can easily obtain the pricingformulas of such credit derivatives under the risk-neutral valuationframework. When the default intensity processes follow the extendedVasicek model, closed-form solutions of the pricing formulasare given.