Successful account penetration:
A) requires a salesperson to develop a third level business friendship with all members of the buying center.
B) makes gatekeepers and influencers nonessential members of the buying center.
C) can only occur with new-task buying.
D) is derived from the salesperson's ability to work and contact people throughout an account.
E) relies on team selling.

Question

Quizplus · Accepted Answer

Successful account penetration is achieved through the salesperson's ability to work with and contact various people throughout an account, not just focusing on one level of relationship or excluding certain members of the buying center.

Successful Account Penetration