Match List I with List II:

Choose the correct answer:

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