The changing face of advice-giving

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The documents issued by the Treasury on the Sandler suite mean sales interviews will be a simple mat...

The documents issued by the Treasury on the Sandler suite mean sales interviews will be a simple matter of running through a series of filter questions. These will be pre-scripted by the firm, with warnings being provided about the possible need to pay off debt before considering investing in a stakeholder product. The sales process would have to be brought to an end if the salesperson were to form the belief that the potential customer would not be able to afford to invest in one of the stakeholder products. This latest response to the report published by Ron Sandler back in July 2002 is,...