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.

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Definitions:

Margin of Safety

The difference between actual or projected sales and the break-even point, indicating the amount by which sales can drop before a business incurs a loss.

Break-even Point

The level of sales at which total revenues equal total costs, and the business makes no profit but also incurs no loss.

Break-even Analysis

An analysis to determine the point at which revenue received equals the costs associated with receiving the revenue, indicating no net loss or gain.

Operating Income

Income from a company's main business activities, excluding expenses such as interest and taxes.