Pacemakers done
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Florida International University *
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4400
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Industrial Engineering
Date
Feb 20, 2024
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docx
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Uploaded by damienestevez1617
MAR 4400 Personal Selling
In-Class Assignment #3
VIDEO: Pacemakers
Your Name: Instructions: Click on the following link; watch the video, then answer the questions below and submit
this report in Canvas.
https://online.fiu.edu/videos/?vivoId=a901d9548aa74efc91e21b7c320a347d
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
Having the least amount of replants as possible Reducing the number of replants Product has a rechargeable battery, no need for replant just place of pacemaker and battery life is extended The current procedure that is done to insert pacemakers takes too long The new design of the product is easier to implant making surgery time less With the new design it cuts down
surgery times QUESTION #2
- What SPIN questions
did Colleen ask? State the questions by filling in the table below.
Type of Question
State the Questions
Situation
Tell me about the patients that you have and the procedures they are going
through. Problem
What doubts are you having about the implants not working ? Implication
What is the current time frame of the surgeries you are performing with the current pacemakers? Need Pay-Off
How important is it for you to have the patient go through less reimplantation
surgeries.
MAR 4400 Personal Selling
In-Class Assignment #3
VIDEO: Pacemakers
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?
Doesn’t believe that the rechargeable
batteries work
She shows studies and demos of ways that the rechargeable battery Is able to extend the battery life by 2 to 3 times as long They don’t need the product and are currently happy with the product they are using. She accepts the objection, but she continues to ask more questions to confirm that they truly do not need that product and are happy with the product they currently use. The product is still too new and there
is not enough market time to be able to tell if the item is useful or not
She shows demos and testimonials of how the product has gotten positive feedback already from the time it has been on the market
Don’t want to have to take the chance of having patients go through another reimplantation surgery if it doesn’t work. She understands the objection and gives him reassurance that they would not want patients to have to go through multiple reimplantation surgeries and the gives multiple benefits that this pacemaker has and how it could be helpful.
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