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.
-Which part of the need-satisfaction model is John performing when he explains to the sanitation director why the equipment he has selected will fulfill his needs?
A)Part 1: Need Discovery
B)Part 2: Selecting a Solution
C)Part 3: Need Satisfaction Through Informing,Persuading,or Reminding
D)Part 4: Servicing the Sale
E)Part 5: Leveraging Referrals

Question

Quizplus · Accepted Answer

John is performing Part 3 of the need-satisfaction model, which involves informing, persuading, or reminding the customer how the selected solution will fulfill their needs. He is explaining to the sanitation director why the equipment he has selected will address the concerns raised during the previous snowstorm and prevent further damage to city and personal property.

Nordic Fox Heavy Equipment Imports Heavy Machinery Used in Parts