Successful Account Penetration

question 34

Multiple Choice

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.

---

Definitions:

Covariances

Covariances are measures that indicate the extent to which two random variables change in tandem. A positive covariance indicates that two variables tend to move in the same direction.

Regression Analysis

A numerical approach for analyzing the correlation between a dependent variable and one or more independent variables.

Descriptive Statistics

Statistics that summarize or describe the characteristics of a data set, including measures like mean, median, mode, and standard deviation.

Standard Error

The standard deviation of the sampling distribution of a statistic, commonly the mean, providing a measure of the precision of the estimated mean.