Zadro Inc. (Part B)

There are many harmful germs found in the home, in public places, and in hotels while traveling. The Programmable UV Sanitizing Wand, made by Zadro, can effectively kill up to 99.99 percent of germs and viruses in just 10 seconds. It can also kill dust mites in mattresses, pillows, and carpets. Since the wand is portable, it can travel with you wherever you travel, removing harmful substances regardless of where you are. The user simply waves the scanner within a quarter inch of the surface for 10 seconds to kill the substances. The scanner is 1 inches high 20 inches wide 1 inches deep and runs on three C batteries. An optional AC adapter is sold separately. The scanner includes an electronic child lock to prevent misuse. A stand is provided and is used to go over keyboards, butcher blocks, and so on for hands-free operation. The programmable unit can be set for 10-, 20-, 40-, and 60-second times as well as two to five minutes, depending on the surface area that needs to be scanned. The unit is not designed to be used on humans or animals. The scanner, which is laboratory certified and tested, retails for $99, and all units come with a 90-day limited warranty. Resellers are offered the units for $60, with a quantity discount of $50 for all units over 100 in a single order. Assume that you are selling the Programmable UV Sanitizing Wand to Target Corporation for it to resell.

Questions

1. What objections could the buyer raise? Make any assumptions necessary to develop this list.

2. Provide a response to each objection you listed in question 1 (make any assumptions necessary to create a responses). Include the name of the method you recommend for each objection.