Stage Technologies is a London-based company that supplies engineering solutions for the entertainment industry. It has helped the boy-band Westlife make a flying entrance onto stage and provided stage-rigging packages for Princess Cruise's vessels. The company was established in 1994 after a couple of production designers decided that the automation of theater productions could be done more safely and more efficiently by using modular production rather than the old "build-as-needed" formula. The company installs winches, stage lifts, and other equipment commonly used in stage productions. The equipment is designed so it can be operated from a single console without awkward or heavy lifting. Both opera companies and theaters see the benefit of such a system, but many are reluctant to buy
because of perceived costs. John Hastie and Mark Ager, the company's best salespeople, must design sales presentations that address these concerns.Hastie and Ager would most likely use the formula presentation approach when:
A. working with a prospect who has limited time.
B. making a proposal to a committee.
C. dealing with a rebuy situation.
D. negotiating with a manager.
E. selling to a veteran stage production manager.
Answer: C
You might also like to view...
A modification of the standard report is required for all of the following conditions except:
A. management has concluded that internal controls are effective. B. the presence of a material weakness at the end of the period. C. the auditor was not able to apply all the procedures necessary. D. there is a restriction on the scope of the engagement.
To maintain a good credit rating and to optimize cash management, cash disbursements should arrive at the vendor's place of business
a. as soon as possible b. on the due date c. on the discount date d. by the end of the month
Period costs are charged against the revenue of the current period
Indicate whether the statement is true or false
Someone in middle management might be called which of the following?
a. department head b. vice president c. head nurse d. crew leader