MAR 4400 Personal Selling In-Class Assignment #3 VIDEO: Pacemakers

Instructions: Click on the following link; watch the video, then answer the questions below and submit this report in Canvas.

QUESTION #1 – Fill in the table below, explaining two (2) needs uncovered, and the product features and benefits used by Colleen to explain her solutions.

Need/Pain Uncovered Product Features Presented Benefits Presented

Few replants as possible Reduce the replants frequency

Rechargeable battery. Minimize the need to repeat procedures. No need for surgery, just place over the pacemaker. Extended the life by 2 to 3 times.

The procedure take too long (with the current pacemaker, the doctor use) Difficult to manipulate on some procedure

The design make it easier to implant Thanks to that you could cut some times in the procedures and help more people

QUESTION #2 – What SPIN questions did Colleen ask? State the questions by filling in the table below.

Type of Question State the Questions

Situation Talk a little bit more about your patients and procedures. Is it ok?

Problem Why do you thing that pacemaker won’t work out?

Implication It is important for you and your patience that you go through fewer re- implantations as possible?

How long do take you to do the procedure with the current pace maker that you use?

What effect have the long time it takes to place the pacemaker on your patient or your practice?

Need Pay-Off It is important for you and your patience that you go through fewer re- implantations as possible?

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MAR 4400 Personal Selling In-Class Assignment #3 VIDEO: Pacemakers

So, you will be interest in cut in down in the time that take to implement the pace maker so you could help more patients?

QUESTION #3 – What objections did Colleen get and how did she handle them? Fill in the table below.

Description of Objection

How Was It Handled?

Can You Think of Another Way to Handle?

We do not need your product, we are ok with the one we are using.

She understands the objection, but she asks him to answer a few questions, just to make sure he does not need the product.

We don’t want to take the chance of putting our patients through frequent replantation?

She understands the need of the doctor. “It is important to minimize the need to repeat procedures” and explain the benefit the pacemaker present. (the rechargeable battery, explain the benefits, and the easy use.)

Extend de life of Pacemaker by 2 to 3 times? Come on?

She shows some studies conducted on the pacemaker. Visual aid of the result that the pacemaker has got.

Too new? It not good enough because it has not been too long in the market

She got back to the positive features of the pacemaker, the benefit they already talk about (better design, that maker easy to use, and rechargeable life improve the battery of the device)

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