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'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. What types of sales presentations would Hastie and Ager most likely use for new customers?

A) Need-satisfaction and problem-solution
B) Memorized and need-fulfillment
C) Need-fulfillment and need-development
D) Formula and problem-solution
E) Persuasive selling and need-satisfaction