QUESTION 61 This type of objection is clearly a request for additional information: The searcher The stal or put off The hidden objection The stopper None of the above. QUESTION 62 Establishing a specific agenda is very important during need discovery. A salesperson can ensure that an appropriate agenda is established by O Requesting permission to ask questions while providing a clear agenda to the prospect Giving the prospect an agenda and working through it decisively Setting an agenda with the gatekeeper on the phone prior to the meeting Setting an agenda with the prospect on the phone before the meeting Using a presentation slide to put a suggested agenda in front of the prospect QUESTION 63 The goal of pre-approach planning is to O Identify the company's decision makers Learn how to best approach the prospect Continuo qualifying the prospect Discover the dominant buying motive All of the above