Question 20 of 20, trv (Peet Lanta YA Which Is the order in which the three types of discovery occur mapped to the stages of the SAP Sales Cycle Navigator? ‘© Financial Discovery, Demo Discovery, Sales Discover 2 Sales Di Demo Di Einancial Discoudry DEO DISCOVETY FITATICTAT DISCOVETY TES DISCOV ‘question 19 of 20 even 4 hist thanmend wt Tenating the Prosped © Time Waster 9 Ouenuhelming the Brasnect with FeaturesQuestion 16 of 20, vow (Pent Snsaes at Which Best Practice technique can you use in situations in which the use of the "Fish On!" Framework is not required? © The "Black Slide" Technique © The "Write Down the Question" Technique © The "Test far the Gift of Yes" Technique © The "Feel-Felt-Found" Technique © The "Maye Around Before Answering’ Technique ‘Question 17 of 20 reson (Pest uremt Tat © What are the 3 Pearls of a Demo Discovery? 5 Unique Market Position 1D Data Examples The Spin Point The Top Three‘Question 16 of 20 vine 4 bt thea A What Is the minimum number of anticipated answers that you should come up with for an open ended questions that you ask your prospect during & discovering interview? (© Two alternative answers © One complete answer (© At least five alternative answers: ‘Question 15 of 20 Prien (Piet thane aS Which two steps of the "Fish Ont” Framework should be used to correct th Don't Answer That’ Discovery Crime? © Respond and Confirm ‘© Verify and Confirm, © Respond and Support © Clatify and verify © Support and Clarify Question 14 0620 frre (Det hemmed YA IF necessary to reduce your prospect concerns about "Level plain field" during the Discovery Process, you should agree to provide the results of your discovery interviews to the prospect, 0 that they can share them with your campetitors, © False © Te‘question 13.620, Pine (test amend a \Which of the Three Pearls of a Dero Discovery can be used os props or presentation aids during the demonstration of your software? © The top three © Data exemples © Unique market position ‘question 12 of 20 rene (Pint need a Applying Pareto's principle to a Demo discovery, what percentage of the questions you Intend to ask your prospect during an interview should be written down in advance? © 20% © 100% © 20% ‘question 1 of 20 rine Pat unen A prospect who displays the characteristics of the "Warker Bee" personality type will be generally interested in: © Agrand vision of how your system vill solve all thelr problems ° Financial improvements (© Tripping you up during the demonstration ° \What is wrong with their current systems and your alternative © Improving Efficiency‘Question 10 of 20 reves (Pent anaes at © What is the correct order in which Aristotle's Principles of Persuasion should be applied in order to establish a relationship of trust with your prospect? © Ethos, Pathos, Logos © Pathos, Ethos, Logos © Logos, Ethos, Pathos ‘question 9 0120 Previne (Pit — Uruent What are the 2 types of danger you will experience if you deliver a poor first impression? 1 You fail to capture your interviewee’ attention and interest 1 You may lose control of your Discovery interview You may leave the prospect with the Impression that you don't understand thelr business or situation ‘question of 20 = ‘You should only build one version of your Demo Plan that will be suitable both your main demo audience and the prospect's clevel executives © alee © True‘question 7 of 20 revow

A "spin" point that you use during your Demo should ideally be: ‘© Asingle sentence © A short phrase © Amaximum of 60 seconds in length © Several sentences long ‘auestion 20f 20 ‘You should try to determine whether your prospect Is process - or value-orlented. During which of the five steps to a winning Demo Discovery? © Pre-Discovery Presentation © The Demo- to - Discovery Transition © Making Introductions © Objection Handling © Conducting the Interview‘question 1 0f 20, ‘The best possible type of Demo Discovery occurs when it is performed through: © Indirect contact © The Demo itself © Extensive Research © Group interviews ‘© Individual face to face interviews: