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

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 Princess Cruise's vessels. 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 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. Ager is making a presentation to an opera company. The company's producer is planning a show that involves the lead tenor hovering over the audience, a stunt that requires a customized winch and lift system. So far, Ager has made four trips to the set in order to take measurements and evaluate the facilities. Ager is most likely using the ________ presentation method to convince the opera company that Stage Technologies should design and build the needed equipment.

A) logical reasoning
B) problem-solution
C) formula
D) persuasive selling
E) need-satisfaction

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