You represent a document management system called CloudDocs whose includes both a piece of hardware called an optical scanner, and a piece of software that takes the images captured by the scanner and stores them on line in the "cloud".

Your solution costs $$5,000$ to deploy at a customer site. This is the price of the scanner itself and its installation. After this initial fee, customers are changed $$50$ month to store and access an unlimited number of documents using the software

In the scenario below $-$ a series of questions have been highlighted. Determine which of the types of questions each represents within the SPIN selling model.

$S,=$ "Situation" Questions

$P,=$ "Problem" Questions

I,$=$ "Implication" Questions

$N,=$ "Needs Payoff" Questions

Seller Hi John. It's a pleasure a come and talk to you today.

Buyer Hi Jenny. Today is a busy day, but I am interested in hearing more about the document solutions you mentioned on the phone.

Seller How many invoices or bills do your get from your vendors every week?

$1$

Buyer Somewhere between $10-20$ a week

Seller Do you folks manually enter these invoices?

$2$

Yeah $-$ Steve down the hall there acts as our part time book keeper. He enters

Buyer invoices into our accounting system and keeps track of the statements that we send

out to our own customers

Seller Is your current system working well?

$3$

Buyer

Well enough. We know how to get the job done, and most of the time it seems to work out.

Seller Have you ever lost an invoice after it came in the mail?

$4$

Buyer Well, once or twice we have had a couple of invoices fall through the cracks

Seller When that happened, did you incur any penalties?

$5$

Buyer Yeah $-$ a couple of times, we didn't realize that we had lost an invoice, and the vendors hit us with a late charge.

Seller Ouch $-$ how much was the charge?