NEW YORK - A mutual fund company looking to break into the managed account arena might expect to be able to use the firm's existing sales staff to push the new products. But fund executives report that relying solely on the average mutual fund wholesaling team is not the right strategy.

Instead, training and expanding sales staffs is necessary to meet the demands of managed account clients. And that often means incurring significant costs which can only be supported by large pools of assets, executives report.

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