Stage Technologies Is a London-Based Company That Supplies Engineering Solutions

Multiple Choice

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 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 wenches, 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. When a theater owner asks Hastie, "How can your rigging safely lift a 250-pound tenor ten-feet off the ground and gently return him to the ground with little physical effort?" Hastie should interpret this question as:

A) a disruptor.
B) a buying signal.
C) the end of the presentation.
D) a polite no-need objection.
E) a demand for negotiation.