A review of the personal selling process indicates that selling is:

a. about 90 percent luck and 10 percent skill.

b. giving way to computers in responding to consumer needs.

c. getting a name on a sales contract.

d. a matter of establishing relationships.

d. a matter of establishing relationships.

Explanation:

Selling involves creating a relationship with the prospect.

The sales relationship has the short-term value you get from the customer.

There is also the long-term life-time value of the customer to be considered.

Sales based on referrals are the easiest to obtain and give best value.

Good relationships give rise to refrrals.