部分证券营业部未雨绸缪扩军营销人员储备投顾 Part of the securities business marketing personnel troop increase for their reserve shots

　　近年来股市行情持续低迷，在全行业遭遇寒流的同时，部分证券营业部仍在不遗余力地招兵买马。一方面谋求稳保盈亏线，另一方面也希望在弱市中抄底优质人才并为投顾业务做好储备，以迎接随时可能到来的反弹行情。

In recent years, the stock market continued to slump，In all the industry encounter cold snap at the same time，Part of the securities business is still in the spare no effort to strengthen their squad。On the one hand on the line for profit and loss，On the other hand also hope that in the city of the weak and high quality talents for copy for their business to make good reserves，To meet the arrival of rallies may at any time。

　　⊙记者 王晓宇 ○编辑 李剑锋

Reporter WangXiaoYu ○ ⊙ LiJianFeng editor

　　末位淘汰、停发半年奖、降薪裁员……近两年来受行情持续低迷影响，券商经纪业务不断收缩的传闻屡见不鲜。2012年上半年全行业代理买卖证券业务净收入下滑33.4%这一数据，也印证了证券经纪业务正经历着一场寒冬。然而，在全行业遭遇寒流的同时，部分证券营业部仍在不遗余力地招兵买马，一方面谋求稳保盈亏线，另一方面也希望在弱市中抄底优质人才并为投顾做好储备，以迎接随时可能到来的反弹行情。

End eliminate、Stop hair half year award、Saved jobs......In the last two years by the market downturn for influence，Securities brokerage business constantly contraction of the common speculation。In the first half of 2012 the industry for buying and selling securities business net income dropped 33.4% this data，Verified securities broking WuZheng experiencing a cold winter。however，In all the industry encounter cold snap at the same time，Part of the securities business is still in the spare no effort to strengthen their squad，On the one hand on the line for profit and loss，On the other hand also hope that in the city of the weak and high quality talents for copy for gu do reserves，To meet the arrival of rallies may at any time。

　向营销倾斜 Tilt to the marketing

　　“交易量持续萎缩的同时佣金率继续走低，如果不能引入新资产，再厚的家底也不够吃。”某大型上市券商营业部总经理如是说。

“Trading volume at the same time for shrinking rate of commission continues to fall，If you can't introduce new assets，The thicker earned enough to eat。”A large listed securities sales department general manager said。

　　数据显示，7月A股市场呈现弱势下跌的态势，上证综指迭创新低，全月累计下跌1221点，跌幅达5.47%，创41个月来最大跌幅。当月交易量继续萎缩，日均成交金额仅1130亿元，环比减少6%，同比减少44%。

Data shows，July a-share market weakening down the situation，The Shanghai composite index stack of innovation is low，The cumulative monthly drop 1221 points，Fall 5.47%，Gen 41 months to biggest drop。That month volume continue to atrophy，Average daily clinch a deal amount only 113 billion yuan，Annulus comparing reduced by 6%，Reduce 44% year-on-year。

　　“日均成交金额小于1200亿元，就意味着全行业已整体陷入亏损局面。”在他看来，节流远不如开源，解决现下困境的最佳方法便是招揽更多的营销人士，为营业部注入新鲜血液，方能继续保住盈利。

“Average daily turnover is less than 120 billion yuan，Means that both have been whole into loss situation。”In his view，Throttling is much less than the open source，The best way to solve the difficulties now is get more marketing people，For some fresh blood to the sales department，Can continue to keep profit。

　　不仅如此，其所在营业部在今年年初大幅削减后台工作人员，并将部分运营、柜台等工作人员转作前台营销。

Not only that，Its place in a sales earlier this year cut the background staff，And part of the operation、Such as the counter staff turned to be the front desk marketing。

　　无独有偶，华泰证券(601688,股吧)某营业部总经理也告诉记者，他们正在招聘营销人员。但他表示，公司更倾向于无底薪的经纪人。这样即使达不到业绩指标，也不会给营业部增加过多成本。

similarly，Huatai securities(601688,Shares it)A sales general manager also told reporters，They are looking for the marketing personnel。But he said，The company more inclined to no base salary agent。So even if not reach the performance indicators，Won't give sales increase cost too much。

　　这两家公司并非个例。各大招聘网站显示，包括光大、申银万国、海通在内的多家大型证券公司都有对外发布招聘信息且职位都以营销、经纪人、客户经理为主。

The two companies are not alone。Each big recruitment website display，Including everbright、Shenyin &wanguo、Haitong, a number of large securities company has released to recruitment information and position with marketing、agent、Customer manager as。

　为投顾业务做储备 Vote for their business do reserves

　　“你认为今后3年内上证综指最高能到多少？”某券商营业部徐经理反过来“采访”记者。

“Do you think that the next three years can top the Shanghai composite index to much？”Some brokers sales manager xu in turn“interview”reporter。

　　“3000点？”

“3000 points？”

　　“嗯，比目前点位高出40%呢。”据他介绍，营业部曾小范围摸底投资者信心，调查显示大部分投资者都有看高A股，而3000点正是中位数。“再回过头去看，大盘自2007年底步入调整期以来，历时已经5年有余，而A股平均7年就有一波行情。近期稳增长政策密集出台，监管层通过完善分红制度等市场运行机制以及数次下调监管费用等实实在在的举措来呵护市场，都有助于恢复投资者信心。未来行情有望转暖，但那个时候再扩张就来不及了。”

“well，40% higher than the point。”According to he introduced，Sales have small range baseline investor confidence，Studies show that most investors have see high A shares，And 3000 points is the median。“To look back，Grail from at the end of 2007 since into adjustment period，Last 5 years have to spare，And A share average seven years have A wave of market。Recent firm growth policies on dense，Regulatory through the perfect share out bonus system market operating mechanism and cut costs to several supervision real move to care market，All help restore investor confidence。The future market is expected to warmer，But the time to expand it might be too late。”

　　徐经理表示，现在是营业部勤练内功的绝佳时期。他也关注到同行的裁员降薪计划，而这些正好降低新进从业者的薪酬预期，反而有助于营业部“抄底”优秀人才，为投资顾问做好储备。

Xu manager said，Now is the sales department can practice the perfect period internal strength。He also paid attention to peer layoffs takes a plan，And these just reduce new practitioners of the expected salary，But for sales department“Copy the”talents，As investment advisers do reserves。

　　投资顾问是近年来业内刚兴起的创新业务，被业界视为传统证券经纪业务向财富管理道理转型的重要抓手。但由于目前行业盈利模式仍在摸索中，对投资顾问薪酬未有细化，熊市下更显举步维艰，无法吸引拥有工作经验和客户资源的资深人士，因此各大券商经纪业务招揽应届大学生作为储备。一名刚毕业的大学生从入门到胜任营销岗的时间大约3-6个月，再到取得投资咨询资格则需从业2年以上并通过相关考试。

Investment advisers in recent years is the rise of the innovation just business，Be the industry as traditional securities brokerage business sense to wealth management transformation of the important means。But because it now industry profit model is still in the dark，Investment advisers to pay no refined，Under a bear market more show life difficult，Cannot attract have work experience and senior customer resources，So every large securities brokerage business get fresh university students as a reserve。A just graduated from the college students to do marketing the introduction to the time about 3 to 6 months，To get investment consultant qualification is required from 2 years or above and through the relevant examination。

　　联讯证券上海长宁路营业部总经理张旭也表示，监管层并未提出要将投资顾问与营销人员、经纪人这三者完全分开。实际上在取得相关资质后，投资顾问与营销人员、经纪人之间完全可以角色互换。牛市当中，需要更多的投顾把主要精力放在如何为客户赚钱上，赚钱效应能吸引更多投资者入场；而在熊市中，赚钱机会不多，从业人员应以营销服务为主。

United-Shanghai changning road securities business general manager zhang xu also said，Regulatory has not proposed will investment advisers and marketing personnel、Agent completely separate the three。In fact in the relevant qualifications obtained，Investment advisers and marketing personnel、Agent role exchange between can completely。Bull market of，Need more shots gu to focus on how to make money for the customer，Make money effects can attract more investors admission；And in the bear market，Few opportunities to make money，Staff should give priority to marketing services。