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

question 105

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 the Princess cruise line. 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 heavy lifting. Both opera companies and theaters see the benefit of such a system, but many are reluctant to buy because of perceived costs. Joseph Harris is the company's best salesperson. Harris is making a sales call on the manager of a theater that is planning to perform three plays this season that include complicated lifting, flying, and a working trapdoor. The manager is aware of the time, labor, and monetary costs involved in staging these productions and wishes there was an easier way to produce the three plays.
The theater manager is very concerned about the cost and quality of the Stage Technologies system. Harris should most likely:

• A) close the deal.
• B) address the issue.
• C) highlight more features.
• D) lead into product benefits.
• E) ignore any further questions.

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Definitions:

Service Company

A company that provides services to customers as its primary business operations, rather than selling tangible goods.

Inventory

Materials and products that a company holds for the ultimate goal of resale or utilization in production.

Perpetual Inventory System

An inventory management system that records the sale or purchase of inventory immediately through the use of computerized point-of-sale systems and enterprise asset management software.

Automobile Dealership

A business that sells new or used cars at the retail level, based on a dealership contract with an automaker.