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:

fMRI

Functional magnetic resonance imaging, a neuroimaging procedure that measures brain activity by detecting changes associated with blood flow, used to study the brain's functional anatomy.

Ventral Stream

One of two pathways in the visual system, responsible for object recognition, form, and color.

Color

The characteristic of visual perception described through hues such as red, blue, and yellow, determined by the wavelength of light.

Color Constancy

The ability of the human visual system to perceive colors of objects, invariant to the color of the light source.