Successful account penetration:
A) requires a salesperson to develop a third-level business friendship with members of the buying center.
B) makes gatekeepers and influencers nonessential members of the buying center.
C) leads to greater chance of maximizing sales within the account.
D) can only occur with new-task buying.
E) relies on team selling.

Question

Quizplus · Accepted Answer

The ability to work and contact people throughout the account, discussing your products, is referred to as account penetration. As a general rule, the greater your account penetration, the greater your chances of maximizing sales within the account.

Successful Account Penetration