4. PROSPECTING - 14 a) What should be the objectives of strategic prospecting? - 2 b) Explain why prospecting is essential to you as a sales representative and why you must be strategic? - 2 c) There are four types of questions used in strategic questioning in trust-based selling. What are the four types of questions? Describe them and provide an example of each type of strategic question?-5 d) How do you prioritize the best strategic prospecting method? - 2 e) Which method will you use to make the appointment and how you are going to gain their attention to your product/service/company? Apply course concepts here to achieve full marks. (3)