FAMILIARISATION PROGRAMME FOR MARKETING REPRESENTATIVES (FPMR)

ASSESSMENT OUTLINE

For July to December 2020 FPMR Assessments 

Module 1

Introduction of the  Malaysian Capital Market

• The Capital Market Environment, Components, Role and Importance
• The Relationship Between the Capital Market and Economics
• The Capital Market Participants and Intermediaries
• Capital Market Products and Services
  • Types and Characteristics of Capital Market Products and Services
  • Understanding the Risks and Returns Trade-Off
• Introduction to Islamic Capital Market Principles and Concepts– Fiqh Al Muamalat and Shariah principles/concept

Module 2

Overview of the Malaysian Capital Market Regulatory Landscape

• Development of the Malaysian Capital Market
• The Malaysian Capital Market
  • The Malaysian Stock Market
    • Overview, Bursa Securities and the Clearing House
    • Participants in Stock Market
• The Malaysian Islamic Capital Market
  • ICM Legal and Regulatory Framework
  • SC, Bursa, Shariah Advisory Council, Labuan International Financial Exchange
  • Roles of Shariah Advisors
• The Malaysian Derivatives Market
  • Overview, Bursa Derivatives and the Clearing House
  • Participants in the Derivatives Market

Module 3

The Laws and Regulations Governing Malaysian Capital Market Regulated Activities

• Dealing in Securities
  • Definitions, roles and functions
  • Overview of the Law and the Regulatory Bodies in Malaysia
• Dealing in Derivatives
  • Definitions, roles and functions
  • Overview of Derivatives Industry Regulation
  • Clearing activities in Derivatives
• Fund Management
  • Definitions, roles and functions
  • Fund Management Industry in Malaysia  and Its Significance
  • Providers of Fund Management Services  and Support Services Providers
  • Fund Structures in Malaysia
  • Laws and Organisations Regulating the Fund Management Industry
  • Other Relevant Laws and Regulations
  • Organisations Regulating the Fund Management Industry
• Private Retirement Scheme
  • Definitions, roles and functions
  • Introduction to the PRS Industry
  • PRS Provider
  • Regulatory Framework
  • Private Retirement Scheme Distributor and Consultant

Module 4

The Laws and Regulations Governing Malaysian Capital Market Regulated Activities (cont)

• Financial Planning
  • Definitions, roles and functions
  • Introduction to Financial Planning, Nature and Scope of Financial Planning in Malaysia
  • Regulatory framework for financial planning industry
  • Laws and Regulations in relation to Financial Planning
• Advising on Corporate Finance
  • Definitions, roles and functions
  • Introduction to Corporate Finance and Investment Advisory, Nature and Scope of Corporate Finance and Investment Advisory in Malaysia
  • Regulatory framework for Corporate Finance and Investment Advisory industry
  • Laws and Regulations in relation to Corporate Finance and Investment Advisory
  • Capital Raising in the Capital Market
    • Primary issues of ordinary shares
    • Post-listing requirements
    • Securities issues in the Secondary Market
    • Types of Corporate Actions
    • Section 212 of the CMSA 2007, SC’s Equity Guidelines and Prospectus Guidelines, Bursa Malaysia Listing Requirement
• Investment Advice
  • Definitions, roles and functions
  • Introduction to Investment Advice
  • Nature and Scope Investment Advice in Malaysia
  • Regulatory framework Investment Advice industry
  • Laws and Regulations in relation to Investment Advice

Module 5

Guidelines on Marketing Representatives

• Introduction
• Registration by Principal
• Permitted Activities and Obligations of a Marketing Representative
• Requirements for Registration
• Entry Requirements
• Duties of the Principal
• Fit and proper criteria for applicants to be registered as a Marketing Representative

Module 6

Relationship between Principal, MRs and Clients

• Rules Governing the Relationship between MRs and Clients
• MRs’ Duty to Clients
• MRs’ Right and Obligations
• Clients’ Rights and Dispute Resolutions
• Sales Practice Guidelines
• Sales and Marketing Ethical Conduct

Module 7

Know Your Client (KYC), Anti-Money Laundering and Terrorism Financing Laws and Regulations

• Definitions and General Description of Money Laundering
• Securities Commission Malaysia’s Guidelines on Prevention of Money Laundering, Terrorism Financing and Proceeds of Unlawful Activities for Capital Market Intermediaries
• Customer Due Diligence and Know Your Clients (KYC) Procedures
• Risk-Based Approach Application
• Obligation on Protection of Clients’ Information and Common Abuses of Confidentiality

Module 8

Market Misconducts, Offences and Unethical Business Conduct

• Trading in Securities: Prohibited Conduct Under the CMSA
• Prohibited Conduct – Securities, Derivatives, Fund Management, Private Retirement Scheme
• Other Offences Relating to False and Misleading Statements
• Other Offences

Module 9

Effective Marketing Skills

• Understanding your prospect needs from their perspective and create a client’s profile
• How to ask the right questions at the right time and adapting your approach based upon what they want
• Marketing techniques and models
• How to position yourself and your company in light of what they want and how they want it
• How to listen attentively and use the information that the prospect gives you to your advantage
• How to use 3rd level questioning skills to get the answer you WANT
• What and how to use the Elevator Pitch
• Neuro-linguistic programming (NLP) in marketing

Effective Customer Service

• Plan out customer service and retention strategies
• How to build effortless rapport with your prospect
• What to focus on and what style to use to deliver your presentation
• Overcoming negative responses that you receive from your prospect
• Re-phasing Techniques: Turn negative situations to positive situations