Pick any three of the selling activities presented in Exhibit 2.3 that you would most like to perform and then pick any three you would least like to perform. Explain your rationale for listing each as you did.

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EXHIBIT 2.3 Sales job factors and selected associated activities Factor I Relationship Selling 1. Build Trust 2. Ask Questions 3. Build Rapport 4. Listen 5. Consult with Customers 6. Adapt Presentations 7. Sell Value Added 8. Overcome Objections 9. Sell Unique Competencies 10. Close the Sale 11. Work with Key Accounts 12. ID Person in Authority 13. Read Body Language 14. Plan Selling Activities 15. Call on Multiple Individuals 16. Correspond with Customers 17. Help Clients Plan Factor 5 Computer 1. Use Internet 2. Work on Web 3. Check E-Mail 4. Learn Software 5. Enter Data on Laptop 6. Collect Database Information 7. Presentation with Laptop Factor 9 Product Support 1. Supervise Installation 2. Modify the Product 3. Perform Maintenance 4. Take Clients on Site 5. Expedite Orders Factor 2 Promotional Activities and Sales Service 1. Point of Purchase 2. Set Up Displays 3. Handle Advertising 4. Demonstrate the Product 5. Train Customers with Product 6. Use VCR to Sell 7. Sell Product Accessories 8. Create Newsletters 9. Check Customer Inventory 10.Work Trade Shows 11.Write Up Orders 12. Handle Back Orders 13. Introduce New Products Factor 6 Travel 1. Spend Night on the Road 2. Travel Out of Town Factor 10 Educational Activities 1. Attend Sales Meetings 2. Attend Training Sessions 3. Learn about Products Factor 3 Entertaining 1. Entertain with Leisure 2.Take Clients to Dinner 3. Take Clients for Drinks 4. Play Golf 5. Take Clients to Lunch 6. Throw Parties Factor 7 Training/Recruiting 1. Train New Sales Reps 2. Mentor Junior Sales Reps 3. Recruit Sales Reps 4. Ride with Reps Factor 11 Office 1. Fill Out Expense Reports 2. Check Voice Mail Factor 4 Prospecting 1.Call on Potential Accounts 2. Search Out New Leads 3. Respond to Referrals 4. Submit Bids 5. Make Multiple Calls Factor 8 Delivery 1. Deliver Product Samples 2. Deliver Product 3. Stock Shelves Factor 12 Channel Support 1. Establish Relationships with Distributors 2. Train Brokers/ Middlemen