Banks compete for e-FX talent

"Relationship management in e-FX is as important, if not more, than it is in the traditional voice sales market. In e-FX, you do not have the luxury of the client calling for prices, so you have to concentrate more on the relationship role," said Andreas Karthaus, head of global e-FX sales at Dresdner Kleinwort Wasserstein in London.

As the e-FX industry has come of age, a salesperson must have a broad-based skill-set combining technology nous, product knowledge and sales ability.

In the ear

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