FPMR Assessment Syllabus

FPMR Assessment Syllabus

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
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