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:

Regulated Natural Monopolies

Companies that operate in a market with no competition due to high infrastructure costs, but their prices and services are regulated by the government to protect consumers.

Public Utilities

Companies that provide essential services such as water, electricity, and telecommunications to the public, usually subject to government regulation.

Economies of Scale

Cost advantages reaped by companies when production becomes efficient, as the scale of operations and output increases.

Making a Profit

The financial gain obtained when the revenue generated from a business activity exceeds the expenses, taxes, and costs associated with maintaining the operation.