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

question 93

Multiple Choice

Stage Technologies
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.
-Buyer's remorse would most likely occur if:

• A) Harris used the SELL sequence for prospecting prior to the sales presentation.
• B) the customer tried to save money by buying fewer modules than needed.
• C) Harris used uniform delivery pricing.
• D) the customer had perceptual objections.
• E) Harris used too many trial closes.

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Definitions:

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