Managing the Client Relationship
Understanding client strategies and modus operandi is crucial for the sales person to be able to interpret the requests that come in from the client. This is how the sales person can help the trader to better understand the context of the request from the client. In the PACAM treasury trade example from Chapter 4, the US treasury sales person at Megabank gets a call from his client, PACAM. PACAM asks the sales person, “Where is the market, in size, for the 5-year on-the-run treasuries?” The sales person should be able to make some assumptions about what PACAM is doing. Those assumptions will help the trader to make a market.
One thing that everyone on the trading floor knows is that time is crucial. The market ...
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