Wanted: the FX sales team of the future
Recruiting foreign exchange salespeople used to be relatively simple – the ideal candidate would promise strong client relationships, and good market and product knowledge. But now it is becoming far more complicated, as sales teams are required to understand and explain effectively to their clients the extra costs arising from the credit valuation adjustment (CVA), clearing and reporting, all of which will ultimately have to be priced into an FX transaction.
“There is no doubt that salespeople
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