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

question 55

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.
-What types of sales presentations would you expect Hastie and Ager to 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

---

Definitions:

Marginal Utility

The additional satisfaction or benefit (utility) that a consumer derives from purchasing one more unit of a good or service.

Marginal Utility

The additional satisfaction or utility received from consuming one more unit of a good or service.

Demand Schedule

A demand schedule is a table that lists the quantity of a good that consumers are willing to purchase at various prices.

Total Utility

The overall satisfaction or benefit a consumer receives from consuming a certain quantity of a good or service.