CHAPTER 8

What Is the Relationship Between Sales and Trading?

This chapter explores the sometimes explosive relationship between the sales person and the trader. This relationship is never straightforward, as they may not always be or seem to be playing on the same team. The various flashpoints they will encounter are almost always over one of two things: the client or the profit. The client issue is a difficult one to find the right balance for. The sales person can sometimes become too close to the client and thus want to get the best deal possible for the client, to the detriment of the bank. The trader can lose sight of the value of the relationship and want to make too much money. The other question is profit. How much does the sales ...

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