Correct option is D
The correct match is:
A. Problem Impact Question → III
“What effects do the delays in receiving the materials have on your production costs?”
→ This question is designed to assess the impact of a known problem. It quantifies the negative consequences, such as increased costs or reduced productivity.B. Problem Discovery Question → II
“Have you experienced any delays in getting those materials from your current suppliers?”
→ A question that uncovers a problem the buyer might not be fully aware of or has not acknowledged as significant.C. Solution Value Question → IV
“If the rejection rate is reduced to under 1%, how much would that save you?”
→ This helps to measure the potential benefit of a solution. It lets the seller position their product/service as financially valuable.D. Situational Question → I
“How much inventory of the product do you carry?”
→ A background question aimed at understanding the current operations or environment before moving into problems or solutions.
Information Booster:
Problem Impact Questions are asked after identifying a problem to dig deeper into the quantifiable consequences.
They are useful to motivate urgency in the buyer’s mind.
Such questions connect the problem to specific pain points like costs, delays, waste, or customer dissatisfaction.
They help the salesperson build a business case for the proposed solution.
These questions are part of SPIN Selling Model (by Neil Rackham) – widely used in consultative selling.
They set the stage for discussing return on investment (ROI) or solution value in later stages of the sales conversation.m
English
10 Questions
20 Marks
12 Mins
