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Larry, Rich, and Nancy are looking to fill a new sales position and have narrowed it down to 4 candidates. Larry is concerned about why a candidate wants to work in a smaller market. Rich is concerned about a lack of experience. Nancy's concern is about relationship building skills. The document then addresses each of their concerns. It argues that sales experience can be gained through training, relationship building was important at a previous job to sell additional services, and wanting the job is due to a desire to prove sales abilities.