Nordic Fox Heavy Equipment Imports Heavy Machinery Used in Parts

question 50

Multiple Choice

Nordic Fox Heavy Equipment imports heavy machinery used in parts of Scandinavia above the Arctic Circle to North America.This machinery is used by municipalities to clear roads during snowstorms.John Alexander is senior regional sales manager for New England.
John goes into a meeting with the sanitation director of a large city that got slammed by a snowstorm a month previously.During the cleanup,operators of the city's plows destroyed a significant amount of city and personal property,which triggered public inquiry into the competence of the sanitation staff and director.
-How is servicing the sale going to be the major way for John Alexander to create value?

• A)Post-sale service from John and other Arctic Fox employees will make sure the sanitation employees can operate the machinery well,which will solve the sanitation director's problem.
• B)By keeping in touch with the sanitation director after the sale,John may sell more equipment to him.
• C)John will personally train the employees on operating the machinery,and this will show the sanitation director how committed John is to the partnership.
• D)By providing excellent post-sale service,John can charge more for the equipment,which increases its value for Arctic Fox.
• E)The more service John provides to the sanitation director,the more future orders the sanitation director will place.

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Definitions:

Classically Conditioned

The process by which an automatic conditioned response is paired with a specific stimulus through association over time.

Stimulus Events

External or internal occurrences that elicit responses from an organism or cognitive system.

Repetitive Stimulus

A stimulus presented repeatedly to a subject, often used in experiments to measure response habituation or sensitization.

Reward

A benefit or positive outcome provided to encourage a certain behavior or achievement.