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.

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.
-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.

Quizplus · Accepted Answer

Straight rebuy situations lend themselves to the formula sales method. Many prospects or customers buy because they are familiar with the salesperson's company.

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