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Sales Assault Makes An Electronic Debut: Sales Traders, Analysts and Resear

Traders Magazine, October 1999

Peter Chapman

Early last month, an analyst at C.E.Unterberg, Tow- bin doubled his price target for a stock called Puma Technology, a communications software publisher. Puma Technology was planning an acquisition, putting it on course to duplicate Phone.com, a successful industry peer. That company has seen its stock price rise from about $30 to $230 since its initial public offering in June. (At press time, the acquisition was still pending.)

In what is becoming standard practice at many broker dealers, Unterberg Towbin launched a team-based sales assault on its buyside clients to spread the word of a potential new Phone.com success story. Sales trading coordinated its efforts with research and equity sales.

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