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. Hastie walks into a prospect's office and asks, "How would you like to increase rehearsal time and ensure long-term cost savings?" From this opening line, you can assume that Hastie is most likely using a ________ presentation.

A) persuasive selling
B) logical reasoning
C) need-satisfaction
D) formula
E) price/value