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Which CPQ scales relate to closing abilities?

Posted Thursday, October 25, 2007 in Frequently Asked Questions

The scales which greatly impact the completion of sales, in a face-to-face high-activity sales environment, are: Goal-Orientation, Need-to-Control, and Social Confidence. (A high-activity sales environment is one in which the sales cycle from 1st appointment to sale is 15 minutes to 90 days.)