In personal selling, a is an individual who wants a product, can afford to buy it, and is the decision maker. qualified prospect customer lead prospect gatekeeper Relationship selling refers to the assignment of a single salesperson to a single customer throughout the entire sales process. when suppliers and sellers combine their expertise and resources to create customized solutions; commit to joint planning; and share customer, competitive, and company information for their mutual benefit, and ultimately the customer. the practice of building ties to customers based on a salesperson's attention and commitment to customer needs over time. the practice of using an entire team of professionals in selling to and servicing key customers. the practice of maintaining contact with a customer on a regularly scheduled basis following the initial sale of a product or service. What percentage of an outside order-getting salesperson's time is spent selling (by phone, virutally, or face to face)? 17% 34% 58% 73% It is estimated that the average cost of a single field sales call on a business customer is about factoring in salespeople compensation, benefits, and travel-and-entertainment expenses. $50 $150 $300 $500 $900 It is estimated that the average cost of a single field sales call on a business customer is about factoring in salespeople compensation, benefits, and travel-and-entertainment expenses. $50 $150 $300 $500 $900 The personal selling process begins with the stage and ends with the stage. preapproach; close preapproach presentation prospecting; close prospecting; follow-up approach; close