Identify the real progress your customer is trying to make, not just the features they request. Use context, motivation, and desired outcomes to frame the job clearly.
In JTBD, the ‘job’ is best defined as the customer’s desired progress ______.
in a specific situation with a desired outcome
as a demographic persona
as a list of features
as a company goal
A strong JTBD interview focuses first on the sequence: situation → motivation → ______.
outcome/measure of success
brand → creative concept
budget → pricing
persona → channel
When clustering JTBD insights, a reliable unit of analysis is a ______.
goal-based job statement (verb + object + context)
time-on-site metric
randomized feature backlog
sales script outline
A tell-tale sign of a weak job statement is that it ______.
states the outcome explicitly
names the context of use
describes your solution rather than the customer’s progress
is technology-agnostic
For prioritizing jobs, teams often score by importance and ______.
current satisfaction (underserved vs. overserved)
engineering velocity
media reach
brand recall
In JTBD language, ‘hire and fire’ refers to customers ______.
staffing product teams
choosing or replacing solutions to get the job done
outsourcing jobs to agencies
auditing HR processes
A common bias to avoid in JTBD interviews is ______.
probing switching moments
capturing outcomes
asking about context
leading questions that push features
Switching interviews should dig into the ‘first thought’ and the ‘push,’ which are parts of the ______ forces.
three horizons model
seven wastes
five Ps of marketing
four forces of progress
A crisp job statement typically avoids naming ______.
your product or solution category
the verb
the outcome
the context
Evidence that a job is ‘underserved’ is when importance is high and satisfaction is ______.
low
rising
medium
irrelevant
Starter
You know the basics of JTBD; revisit context–motivation–outcome and sharpen job statements.
Solid
Good grasp of jobs; deepen interview skills and practice underserved vs. overserved scoring.
Expert!
Excellent—your job statements are crisp, and your prioritization signals are strong.
