The ability to understand the customer’s buying criteria or “basis of decision” is important for which
reason?

A.
It allows you to present your product and service strengths versus the competition.

B.
It enables you to establish the decision making process and therefore align yourself with the
correct buying influences involved in the project decision.

C.
It enables you to confirm how decisions have been taken in the past and therefore provide
confidence that this project is a genuine opportunity for your company.

D.
It provides an opportunity to understand the specific buying criteria and then position your
strengths against these criteria.

Explanation: