1. iPod Nano
Elizabeth Malain

2. Preapproach Company Policies Product Composition Colors Available
Return with original receipt and packaging within 14 days for exchange
Product Composition
Arsenic-free glass, BFR-free, Mercury-free, PVC-free. HIGHLY RECYCLABLE
Colors Available
Silver, black, purple, blue, green, yellow, orange, pink, (PRODUCT)red
Price
$149 for 8GB
$179 for 16GB
Biggest Competitor
Microsoft.

3. Feature-Benefit Chart
1. Video Camera
No need to carry around your camera anymore, as long as you have your iPod Nano.
2. Genius Mixes
Automatically finds songs that sound great together.
3. FM Radio with Live Pause and iTunes Tagging
Listen to the radio, pause it, rewind as far back as 15 minutes, and fast-forward back to live. At the click of a button tag a song and your iPod makes a list of all the tags for purchase.
4. Voice Over
Click a button on your headphones and it tells you the song name and artist without interrupting the music.
5. Pedometer
Built in accelerometer to keep track of your steps and help you meet your fitness goals.
6. Voice Memos
Built in mic to make your own audio recordings.

4. Sales Approach Greeting Approach Service Approach Merchandise Approach
1. Good Afternoon!
2. Welcome to the Mac Store
Service Approach
1. How may I help you?
2. What are you looking for today?
Merchandise Approach
1. We have a new and improved iPod nano with a video camera built in, would you like to take a look at it today?
2. This nano comes in nine vibrant colors to fit your needs perfectly.

5. Determining Needs
Determine customer needs
What do you want to use the iPod for most? (i.e. music, videos, etc.)
Confirm a selling point made
The video camera makes it so you never have to carry a camera around again!
Ask open-ended question
What do you dislike about the iPod/mp3 player you have now?
Clarify customer's point of view
Am I correct in assuming you’re looking for an iPod that plays music and can play videos as well?

6. Handling Objections Objection: Method: Response: Question
I don’t see the point in having a camera in your music player
Question
Have you ever wanted to take a picture of something but didn’t bring your camera with you because it took up too much space?
Your prices are higher than your 4th generation iPod nano
Superior Point
The prices are higher because there is many more features on it that the 4th generation iPod doesn’t have, such as the video camera.
Will the iPod break easily?
Denial
The iPod is very durable and willing to withstand a lot of bend and tear, but even if it does happen to break, there is a One-Year Warranty that comes with your purchase.
Isn’t 8 and 16GB’s a lot?
Boomerang
Well, the extra GB’s you don’t use for music can be taken up with music videos, TV shows, movies, and pictures.

7. Standing Room Only Close
Closing the Sale
Method:
Statement:
Which Close
So would you like to buy the 5th generation ipod nano today, with the camera, or the 4th generation that you can shake to change the song?
Standing Room Only Close
If I were you I’d buy right now because we are low in stock and I’m not sure when we will get another shipment in
Direct Close
Based on what you have seen today, can I assume you are ready to buy now?
Service Close
If you buy today, I can give you a free $5 iTunes gift card to get you started.