MAR111
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KN95 FACE MASK
KN95 FACE MASK
Running head: KN95 FACE MASK 1
KN95 FACE MASK
This article mainly introduces KN95 face mask. The application of KN95 face mask and its target customers are introduced in detail. The last section details the six steps of the presentation.
Personal Philosophy and Description of Product
My personal philosophy for shopping is being sure not to skimp on necessities. More consideration will be given to other items that are not essential. The product I choose is KN95 face mask. Masks are a necessity in today's society. Not only because wearing a mask outdoors can effectively help us prevent the virus, more importantly, now most of the public places need to wear a mask to enter. My Personal Philosophy can be well applied to the products I choose.
The product is KN95 face Mask from Anhui Meihu Medical Supplies Technology Company. This company belongs to Medical Supplies industry. The company's business scope includes medical device research and development, production and sales; Sanitary disinfection supplies, biological products, labor protection supplies, masks, textiles. KN95 face mask is the mask standard defined in the National standard gb2626-2006 of the People's Republic of China. KN represents protection against non-oily particles, while 95 represents the filtration efficiency of 95.0% or greater when detecting sodium chloride particles. The way to use this product is to put it on your face. This product is mainly used to prevent COVID-19. People need it when they are going to public places or going out.
Identification of Target Audience and Possible Ethical Considerations
Our target markets are supermarkets, pharmacies, and hospitals. Our company is the supplier of KN95 face masks, and we need to find a distribution channel. The first distribution channels that come to mind are supermarkets and pharmacies. Drugstores and supermarkets quickly ran out of masks when COVID-19 began to spread. From this move we know that supermarkets and pharmacies are a good distribution channel for masks. Our ideal cooperative supermarkets are Wal-Mart and Home-Depot. Our ideal pharmacies are Walgreens and CVS. All four have something in common: lots of customers and lots of stores. According to the CDC, surgical masks, or KN95 face masks, are critical for health care workers and other first responders. We can cooperate with hospitals to provide masks to medical personnel or other medical emergency personnel.
The ethical consideration with my product is voluntary participation. The principle of voluntary participation requires that people not be coerced into participating in research. Essentially, this means that prospective research participants must be fully informed about the procedures and risks involved in research and must give their consent to participate. My product is KN95 face masks. There are other masks on the market, such as N95 face masks and medical masks. My product and other types of products have similar protection against COVID-19. Many people go out without masks these days, the risk they face is of catching the coronavirus. It may cost some money to buy and wear our products, but it brings a reduced risk of COVID-19 infection.
Customer Need or What Problems Does Product Solve
Respiratory infections include the common cold, influenza, pneumonia, tuberculosis and so on. The main route of transmission of these diseases is through droplets. Talking loudly, sneezing, coughing or spitting, for example, releases pathogens into the air that can be passed on to others in droplets. The novel Coronavirus is a highly infectious pathogen. Of course, other viruses and bacteria should not be ignored. By wearing a KN95 face mask, we can play a good role in respiratory tract prevention and isolate the bacteria outside.
Allergic diseases include allergic rhinitis, allergic dermatitis and allergic asthma. In our life, we are often exposed to some allergens, such as pollen, dust, animal fur and so on. After these substances come into contact with the facial and nasal mucosa, they will cause mucosal hyperplasia, congestion and edema, and then nasal congestion, sneezing, runny nose, skin itching and other symptoms, and even anaphylactic shock in severe cases. If we wear KN95 face masks, we can effectively reduce the exposure to allergens, thus playing a role in preventing allergic diseases.
Hyperventilation syndrome hyperventilation is the frequency of respiration is too fast, the depth of respiration is too strong, and the carbon dioxide in the body is excessive discharge, resulting in the reduction of carbon dioxide concentration in the body. The patient presents with respiratory alkalosis, numbness around the face and mouth, and convulsions at the end of fingers, which are generally related to psychological factors, mood fluctuations, fever and so on. For patients with hyperventilation, breathing with KN95 face mask or KN95 face mask can be given to reduce carbon dioxide emissions and promote carbon dioxide rebreathing, and the patient's symptoms can be gradually improved.
Now, there are more and more respiratory diseases, which may have much to do with air pollution, so it is also important to prevent haze. Haze there are a lot of toxic substances will cause great harm to the human body, respiratory system, cardiovascular system, nervous system and so on have an impact. Proper wearing of KN95 face masks can effectively prevent pollutants from entering the respiratory tract and isolate toxic and harmful substances. Therefore, it is very necessary to wear KN95 face masks when going out in hazy weather. We may encounter the disturbance of "second-hand smoke" on some occasions but wearing KN95 face masks to a certain extent can prevent "second-hand smoke", especially good quality activated carbon KN95 face masks. KN95 face mask can absorb and filter part of the smoke and nicotine, tar and other harmful substances, which can reduce the harm to the body to a certain extent. Wearing a KN95 face mask also reduces the amount of dust and irritant gases that can damage your airways, which is a big plus.
Sales Cycle of Product and Buying Cycle of Customer
Our company can produce 30,000 KN95 face masks every day. Masks have a shelf life of one year. It is preliminarily estimated that it will take one week for a KN95 face mask to arrive in the United States from the end of production, including the processing and packaging of masks. This is a Transactional sale cycle. Our distribution channels are through the purchase of our products. In this case, masks are FMCG. Distributors can buy our products in bulk at a low price and then sell them to ordinary buyers at a market price.
Due to the widespread spread of the coronavirus, people have realized the importance of wearing masks. People are confused about where to buy masks. Our company can provide masks to solve this puzzle. This is also the first stage in the buying cycle: awareness. After determining the demand, our company provided KN95 face mask, which has better protective performance for ordinary medical masks. Our products also have independent packaging, which will be more hygienic. We have also made some adjustments to American faces to make them fit better. The goal is to gain consumer loyalty.
Presentation Focusing on 6 Step
Step one: Approach
Personal Selling philosophy:
According to Oklahoma State department of health, an KN95 face mask is a filtering facepiece respirator (FFR). The Federal Code of Regulations defines an FFR to be a negative pressure particulate respirator with a filter as an integral part of the facepiece or with the entire facepiece composed of the filtering medium. An KN95 means the mask has been rated to filter at least 95 percent of airborne particles it encounters. The masks have also been manufactured to form a seal on the wearers face. We will promote our products based on this expertise. The Center for Disease Control (CDC) has authorized the use of KN95 face masks in place of N95 face masks for the response to COVID19. The problem we have solved is the shortage of N95 face masks in the United States.
Relationship Strategy:
We guarantee sterile production workshops. The workshop is regularly disinfected. Every worker in the workshop is strictly sanitized and is allowed in with a mask, gloves and goggles. We have a long - term relationship with a company specializing in the supply of high melting point polypropylene. Our raw materials are secured.
Product Strategy:
We will provide our own brochures, pamphlets, catalogs and advertisements. Cooperation company can go on a plant tour to see firsthand how our products are produced. Our products are made in China. Our labor is cheaper than manufacturing in the United States, and our costs will be lower. Our product is more competitive on price than other similar products.
Customer Strategy:
1. Problem Recognition: People in America need a face mask to go outside.
2. Information Search: Face mask
3. Evaluation of Alternatives: Medical Face mask vs KN95 face mask
4. Purchase decision: KN95 face mask
5. Purchase: KN95 face mask
6. Post-Purchase evaluation
Step Two: Need Discovery
What are the biggest roadblocks the organization faces?
First, we are short of distributors. A lot of people or companies in America don't know our brand. Of course, they would not consider our products as their first choice. Secondly, we have no advertising and no way for citizens or companies to know or learn about our company. Thirdly, our company is not competitive in China. The packaging of our products is all in English, and our main target is export.
How are our customers changing and what might they want in the future?
In the United States, almost every family has a large population, so we may introduce a large package of discount packaging for this situation. Maybe the customer needs a better packing and we will change the packing accordingly.
What is the vision we want to own?
We want to be the largest supplier of KN95 face masks in the United States.
Respiratory infections include the common cold, influenza, pneumonia, tuberculosis and especially COVID-19. The main route of transmission of these diseases is through droplets. Talking loudly, sneezing, coughing or spitting, for example, releases pathogens into the air that can be passed on to others in droplets. The novel Coronavirus is a highly infectious pathogen. Of course, other viruses and bacteria should not be ignored. By wearing a KN95 face mask, we can play a good role in respiratory tract prevention and isolate the bacteria outside. Customer’s need is to use cheap price to buy face mask to keep their safety.
Step Three: Presentation
Presentation strategies I will use are:
· Hook my audience: I will start my presentation with COVID-19.
· Determine my objectives: KN95 face mask
· Use visualization to help my audience understand: Pictures of KN95 face mask
Presentation Plan:
1. Analyze your audience
2. Select a topic
3. Define the objective of the presentation
4. Prepare the body of the presentation
5. Prepare the introduction and conclusion
6. Practice delivering the presentation
Step Four: Negotiation
Buyer concerns:
· Your company is in China, does your product carry viruses?
· How can I tell that KN95 face masks are better filtered than normal masks?
Solution:
Our products are produced in sterile conditions. We will have videos to test the filtering properties of different masks.
Plan negotiation methods:
Step 1: Work Out What You Want. First, you need to work out what it is that you are actually after.
Step 2: Establish What You're Prepared to Give Up. Think about what concessions you are prepared to make.
Step Five: Close
Plan appropriate closing methods:
According to Salesforce search, the urgency close: Creating a sense of urgency places pressure on the prospect to make a decision, especially if you have identified that the client needs to make a decision quickly and is working on a short timeline. Think of the “limited time offer” as an example. However, unlike other closing techniques, this should only be used occasionally and by experienced sales reps who have a strong relationship with a client. This method suits our product best because KN95 face masks are currently in short supply in the United States.
Recognize closing clues:
1. When They Ask About the Price
2. They Filter out Distractions
3. They Are Responsive to Your Questions
4. They Mirror You
5. They Use a Possessive Tone
Step Six: Servicing the Sale
Follow through:
If the packing of our goods is damaged before use, we will return or exchange them unconditionally.
Expansion Selling:
If you buy our products through a friend's recommendation, you can get a 5% off for this purchase. The recommended person can also get a 5% off for the next purchase.
Identification of Potential Customer Objections and How to Overcome Them
For my product, the quality of the product is not visible to the naked eye. The quality of a mask cannot be judged by its appearance. I am worried that customers cannot understand the difference between KN95 face masks and ordinary medical masks. The solution for the quality of the product, I will provide the statistic. This allows customers to more directly recognize the difference between KN95 face masks and ordinary medical masks. According to FDA masks regulations, a surgical mask is a loose-fitting, disposable device that creates a physical barrier between the mouth and nose of the wearer and potential contaminants in the immediate environment. These are often referred to as face masks, although not all face masks are regulated as surgical masks. Note that the edges of the mask are not designed to form a seal around the nose and mouth. Surgical Mask does not provide the wearer with a reliable level of protection from inhaling smaller airborne particles and is not considered respiratory protection. According to U.S. food and drug, an KN95 face mask is a respiratory protective device designed to achieve a very close facial fit and very efficient filtration of airborne particles. KN95 face mask are commonly used in healthcare settings and are a subset of KN95 Filtering Facepiece Respirators (FFRs), often referred to as KN95s. KN95 face mask Filters out at least 95% of airborne particles including large and small particles.
Price:
For the price. The production price of KN95 face masks is generally higher than that of ordinary medical masks. Although I produce in China, my cost will be lower, but the price of my product will still be higher than that of ordinary medical masks. The cheapest surgical masks are $0.50 each on Amazon. The cheapest KN95 Face Mask is $3.50 on Amazon. Our products will be priced at $3 each. It will be more competitive in the market. We also offer the more you buy, the better. We might have a big box of 40 for $100.
Service:
For the service, since our products are all disposable, we cannot provide trial service. We can't do much more. We can only use interviews with people who have used our products or their comments as a reference for consumers to choose.
Delivery:
For the delivery, if you place an order on our official website, you can enjoy the free shipping service after 100 DOLLARS. All our goods are sent by DHL. No matter where you are in the United States, we can guarantee delivery within two days. If it does not reach $100, the postage will be $10. The possible problem is that if the customer needs to return the goods, he cannot find the DHL station. Our solution is that we also accept the items sent by other express companies, but the postage must be borne by the customer himself.
Conclusion – Brief Summary of What I Learned and How I Will Apply It.
This course is divided into five modules to teach about sales. In the module 1, it mainly introduced personal marketing skills and explained how value-added selling strategies Enhance personal selling. What impressed me most was the four major sources of sales training. They are corporate sponsored training, training provided by commercial vendors, certification programs, and college and university courses. It also confirmed my desire to go on to graduate school because I could learn more about sales in college and university courses. Module 2 mainly mentioned the factors that influence the ethical conduct of sales personnel. What impressed me most was Culture and Ethics. Culture is the sum of beliefs, values, knowledge, ethnic customs, and objects that people use to adapt to their environment. What impressed me most in Module 3 was the Pricing Strategy. Price is often an important factor in the success or failure of a transaction, and it is also the most difficult factor to determine in the marketing mix. The purpose of using pricing strategy is to maximize profit and market share. This requires enterprises to consider Not only the cost compensation, but also the consumer's ability to accept the price, so that the pricing strategy has the characteristics of two-way decision between buyers and sellers. In addition, Price is also the most flexible factor in the marketing mix, it can make a sensitive response to the market. One of the most common is discount pricing. This method is particularly attractive to me, And I will try to use it in my future work. Module 4 mainly introduces the Presentation Strategy. The presentation strategy is a well - conceived plan that includes three prescriptions:
· Establishing objectives for sales presentation.
· Developing The presale presentation plan.
· The Renewing one 's Commitment to Providing outstanding Customer Service
The last module mainly introduces the difference between salespeople and sales manager. A good sales manager is a Leader, a Coach, a Mentor, a Facilitator, a Facilitator, a goal-setter, a Motivator, a number-cruncher. In my opinion, the biggest difference between salespeople and sales manager is leadership. Through learning, I will also cultivate my leadership. In a word, this class has taught me a lot about sales. All the above mentioned are the most attractive parts to me.
References
Center for Devices and Radiological Health. (n.d.). N95 Respirators, Surgical Masks, and Face Masks. Retrieved August 08, 2020, from https://www.fda.gov/medical-devices/personal-protective-equipment-infection-control/n95-respirators-surgical-masks-and-face-masks
COVID-19: Considerations for Wearing Masks. (n.d.). Retrieved August 08, 2020, from https://www.cdc.gov/coronavirus/2019-ncov/prevent-getting-sick/cloth-face-cover-guidance.html
FDA Masks Regulations. (n.d.). Retrieved August 08, 2020, from https://www.diplomatic-council.org/node/726
KN95s: COVID-19: Oklahoma State Department of Health. (n.d.). Retrieved August 08, 2020, from https://coronavirus.health.ok.gov/kn95s
Top 4 Sales Closing Techniques. (2019, June 18). Retrieved August 08, 2020, from https://www.salesforcesearch.com/blog/top-4-sales-closing-techniques/