Assume you are the new Branch Manager of a regional distributor and you would like to ensure your sales force is making the best use of its time with the different customer segments. For those customers that exhibit all of the characteristics of the transactional customer as discussed in the notes (with no possibility to move the customer to a deeper relationship), which of the following approaches would you recommend to your sales force? Group of answer choices By creating value in the first phase of the relationship by helping transactional customers solve complex problems. By spending time researching and identifying growth opportunities for the transactional customer in other, unrelated markets. By spending time creating exceptional customer value during all four phases of the purchasing process. By exerting significant time and effort during the riskiest part of the sales process in hopes that the investment will pay off with a sale. By making the purchase process easy, hassle free and preventing post-sale issues.

On january 2, 2016, twilight hospital purchased a $94,800 special radiology scanner from bella inc. the scanner had a useful life of 4 years and was estimated to have no disposal value at the end of its useful life. the straight-line method of depreciation is used on this scanner. annual operating costs with this scanner are $106,000. approximately one year later, the hospital is approached by dyno technology salesperson, jacob cullen, who indicated that purchasing the scanner in 2016 from bella inc. was a mistake. he points out that dyno has a scanner that will save twilight hospital $26,000 a year in operating expenses over its 3-year useful life. jacob notes that the new scanner will cost $111,000 and has the same capabilities as the scanner purchased last year. the hospital agrees that both scanners are of equal quality. the new scanner will have no disposal value. jacob agrees to buy the old scanner from twilight hospital for $40,500. if twilight hospital sells its old scanner on january 2, 2017, compute the gain or loss on the sale. prepare an incremental analysis of twilight hospital.