Pacemaker VIDEO

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

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

Type of Question	State the Questions
Situation
Problem
Implication
Need Pay-Off

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?