Successful Account Penetration

question 56

Multiple Choice

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.