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

Question

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

Quizplus · Accepted Answer

Since the systems that the firm sells are technical and complex in nature, the need-satisfaction and problem-solution sales methods would be best, especially for new customers. The salespeople could use the formula approach for repeat customers.

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