The account penetration ratio:
A) Provides a direct measure of whether the salesperson is skimming the cream off the territory
B) Measures how well a salesperson is able to keep prior accounts as active customers
C) Measures how successful a salesperson is at turning leads into suspects
D) Indicates a salesperson's average success per account
E) Reveals the salesperson's call patterns

Question

Quizplus · Accepted Answer

The account penetration ratio provides insight into whether a salesperson is focusing only on easy or high-value accounts ("skimming the cream") rather than fully engaging with the entire territory.

The Account Penetration Ratio