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:

Libertarians

One term for persons who hold the metaphysical view that our apparently free choices actually are free. This term is also used for those who adopt the political position of libertarianism.

Determinism

The view that every event in the universe is dependent upon other events that are its causes. In this view, all human actions and decisions, even those we would normally describe as free and undetermined, are totally dependent on prior events that cause them.

Responsible

Being accountable or to blame for something, often reflecting a moral or legal obligation.

Socrates

An ancient Greek philosopher who is considered one of the founders of Western philosophy, known for his Socratic method of questioning.