To select the members for Institutional Investor’s All-Japan Sales Team, we invited participants in the 2019 All-Japan Research Team survey to rank (1st-4th) the firms with the best generalist sales teams based on 8 attributes.

We received responses from 714 buy-side analysts and money managers at 358 firms that collectively manage some $740 billion in Japanese equity assets. In addition, we have added a Sales Leader’s Table based on firms’ commission bands.

The 8 Sales Attributes were: Best at Providing Special Services; Best Understanding of Client Needs and Customized Service; Knowledge and Effective Communication of Research Product; Most Proactive in Facilitating/Integrating Access to Analysts; Quality of Idea Generation; Quality of Relationship; Quality of Service Intensity & Responsiveness; Which Sales Team Provides the Best Global Context for Japan Portfolios. Scores were produced for each firm based on the size of the respondent institutions’ Japan equity assets under management and the place awarded (first, second, third or fourth) per attribute. The final overall score for each firm was then used to establish the Top 10 Leader’s Table.

The names of those surveyed are kept confidential to ensure their continuing cooperation. Voters are required to meet eligibility requirements, and all ballots are subject to review by II’s Research Operations Group.

Senior Project Manager Tucker Ewing, along with Associates Xiao Lu and Atsuko Ogino, compiled the 2019 All‐Japan Sales Team.