Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 21

This is a cold call on the warehouse manager for Coats Western Wear, a retailer with four stores. You know most of the manager's work consists of deliveries from the warehouse to the four stores. Based on your experience, you suspect that the volume of shipments to the warehouse fluctuates; certain seasons of the year are extremely busy.
As a salesperson for Hercules Shelving, you want to sell the manager your heavy-duty-gauge steel shelving for use in the warehouse. Since this is a relatively small sale, you decide to go in cold, relying only on your questioning ability to uncover potential problems and make the prospect aware of them.
You are now face-to-face with the warehouse manager. You have introduced yourself, and after some small talk it is time to begin your approach. Which of the following questions would be best
a. "Have you had any recent storage problems "
b. "How do you take care of your extra storage needs during busy seasons such as Christmas "
c. "Can you tell me a little about your storage problems "