Why is qualification such an important aspect of selling?

A.
It enables you to calculate how much time to allocate to each buying influence in the customer
organization.

B.
It enables you to predict with greater accuracy those deals that are likely to close within the
stated timeframe.

C.
It provides a clear understanding of the technical requirements.

D.
It allows you to question the customer in a structured and consistent way to establish their
buying criteria.

Explanation: