Upon successful completion of this course, students will be able to: describe the primary stakeholders in the retirement marketplace and the role each plays in providing retirement solutions; explain the marketing principles and the strategies companies use to segment markets, differentiate their brand or products to gain competitive advantages, and position themselves in the retirement market; describe the product development process and primary product development strategies; describe how provider companies design and install retirement plans in retail and institutional markets; explain the regulatory requirements for the design of qualified retirement plans; describe annuity product design and annuity new business processing; describe the business acquisition process in both institutional and retail markets, including the roles and actions of major participants in the distribution process; describe the personal selling process, its benefits, disadvantages, and unethical sales practices, compensation methods, contract negotiation, and contract implementation; identify the steps involved in measuring product/plan performance and evaluating customer satisfaction; and explain how successful customer experience management (CEM) programs help create, maintain, and manage long-term relationships with retail and institutional customers.