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

question 16

Multiple Choice

Stage Technologies
Stage Technologies is a London-based company that supplies engineering solutions for the entertainment industry. 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) selling to a veteran stage production manager.
• C) making a proposal to a committee.
• D) dealing with a rebuy situation.
• E) negotiating with a manager.

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Definitions:

DeviceNet

An open communication network designed to connect factory-floor devices together without interfacing through an I/O system. Up to 64 intelligent nodes can be connected to one DeviceNet network.

Proprietary

Refers to something owned by a private individual or corporation under a trademark or patent.

Device Level

Refers to the specific layer or tier in a system architecture where individual hardware devices operate and interact.

Bus Topology

A network configuration in which all stations are connected in parallel with the communication medium and all stations can receive information from any other station on the network.