There are many keys to success in trading. On the fixed income side,numbers and quantitative skills are especially important, but truly are a prerequisite to survival more than a factor to success. In equities, traders must not only juggle the numbers, but also understand what drives stock prices. These factors include earnings, management assessments, how news affects stocks, etc.To be one of the best traders, an instinct about the market is key.Some traders look at technical indicators and numbers until they are blue in the face, but without a gut feel on how the market moves, they will never rank among the best. A trader must make rapid decisions at times with little information to go on, and so must be able to quickly assess investor sentiment,market dynamics and the ins and outs of the securities they are trading Some firms call them account executives and some call them financial advisors or financial consultants. Regardless of this official designator,they are still referring to your classic retail broker. The broker’s job involves managing the account portfolios for individual investors – usually called retail investors.Brokers charge a commission on any stock trade and also give advice to their clients regarding stocks to buy or sell,and when to buy or sell them. To get into the business, retail brokers must have an undergraduate degree and demonstrated sales skills. Passing the Series 7 and Series 63 examinations are also required before selling commences.Being networked to people with money offers a tremendous advantage for a starting broker.Basically a retail broker with an MBA and more market savvy, the institutional salesperson manages the bank’s relationships with institutional money managers such as mutual funds orpension funds. Institutional sales is often called research sales, as salespeople focus on selling the firm’s research to institutions.As in other areas in banking, the typical hire hails from a top business school and carries a tiptop résumé that usually involves prior sales experience. A cross between institutional sales and retail brokerage, PCS focuses on providing money management services to extremely wealthy individuals.A client with more than $3 to $5 million in assets usually upgrades from having a classic retail broker deal with him or her to a PCS representative.Similar to institutional sales, PCS generally hires only MBAs with solid selling experience and top credentials.
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