Why is it so important to ask S.C. O.T.S.M.A. N. qualification questions to verify that the sales
situation represents a genuine opportunity?

A.
to streamline the decision-making process by mainly focusing on the budget

B.
to ensure that no time is wasted on deals that have no chance of closure

C.
to check the customer’s objectives for the meeting

D.
to uncover the maintenance cost of legacy infrastructure

Explanation: