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.

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Definitions:

Financial Instruments

Contracts that give rise to a financial asset of one entity and a financial liability or equity instrument of another entity.

Bretton Woods Accord

An agreement reached in 1944 that established a new global financial system including fixed exchange rates and created major entities like the International Monetary Fund and the World Bank.

Exchange Rate

The price of one country’s currency expressed in another country’s currency.

Currency Swap

A financial agreement to exchange principal and/or interest payments of a loan in one currency for equivalent amounts in another currency.