Professional Documents
Culture Documents
The part of the human brain that determines whether you will pay attention to a
given set of information is:
The Neocortex
The Limbic System
The Reptilian Brain
2. The part of the human brain that determines if you will remember a given set of
information is:
The Neocortex
The Limbic System
The Reptilian Brain
3. The Limbic System of the human brain is only receptive to things that are
pleasing.
True
False
4. The Value Proposition of your software demonstration is proven during which
"Act" of your presentation?
Your Ans. Please select the correct answer.
Act I (Opening)
Act II (Demo)
Act III (Closing)
5. What percentage of the features, functions and capabilities of your software that
you present during your demonstration are likely to significantly influence the deal?
Your Ans. Please select the correct answer.
20%
50%
80%
100%
6. A Demo Scene should be broken down into several Sub-Scene Items. How long
should each Sub-Scene Item last?
Your Ans. Please select the correct answer.
60 - 90 minutes
15 - 30 minutes
2 - 5 minutes
7. In the context of a software demonstration, providing your audience with a
preview of the next feature, function, or capability of the application that you are
going to cover should occur during which section of a sub-scene item?
Your Ans. Please select the correct answer.
The Opening Tell
The Show
The Closing Tell
8. The Benefit of the feature, function or capability you have demonstrated should
be presented during which section of your software demonstration?
Your Ans. Please select the correct answer.
The Opening Tell
The Show
The Closing Tell
9. The Tell-Show-Tell sequence should be used only once during a software
demonstration.
Your Ans. Please select the correct answer.
True
False
10. Great companies can frequently be described by which of the following
characteristic(s)?
Your Ans. Please select the correct answer.
They only focus on best practices to follow.
They only focus on poor practices to avoid.
They focus on best practices to follow and poor practices to avoid.
11. A software demonstrator who reveals an arrogant side because they know
significantly more about the subject matter surrounding the software's capabilities
than their audience may be likely to commit which Demo Crime?
Your Ans. Please select the correct answer.
Technobabble
Teaching versus Demonstrating
Field by Fielder
Widget Syndrome
Condescending Presenter
Talking to the Wall
12. An inexperienced software demonstrator who is not very familiar with the
software may look for a "safe" screen or element of functionality, so that they can
"kill some time," leading them to commit which Demo Crime?
Your Ans. Please select the correct answer.
Technobabble
Teaching Versus Demonstrating
Field by Fielder
Widget Syndrome
Condescending Presenter
Talking to the Wall
13. When a software demonstrator starts by demonstrating the software rather than
by describing what they will be showing, they are doing:
Your Ans. Please select the correct answer.
A Tell-Show-Tell
A Show-Tell-Show
A Movie View of a Demo
A Field by Fielder
A Data Dump
14. Which of these will best focus the audience's attention on you, the presenter,
during a software demonstration?
Your Ans. Please select the correct answer.
Teaching versus Demonstrating
The Movie View of a Demo
The Black Slide and Un-Thetering Technique
Field By Fielder
15. The main advantage of using a flipchart or whiteboard during a presentation is
that it:
Your Ans. Please select the correct answer.
Allows you to prepare a polished and professional-looking presentation
Encourages interaction with your audience
Makes your audience appreciate your spontaneous style
Is an expected part of any professional presentation
16. During a software demonstration, you might want to use a variety of
visualization and interaction approaches and techniques in order to:
Your Ans. Please select the correct answer.
Appeal to the Reptilian part of the audience members' brains
Appeal to the Limbic systems of the audience members' brains
Appeal to the Neocortex of the audience members' brains
17. The Triangle Technique involves:
Your Ans. Please select the correct answer.
The Movie View of a Demo
The Widget Syndrome
The use of both PowerPoint and Flipchart toggling
The three parts of the human brain
18. Which of these techniques are Limbic techniques?
Your Ans. More than one answer is correct. Please choose the correct answers.
Storytelling
Questioning
Passion and Enthusiasm
Arrogance
19. Which of the following practical ways to close out a demo scene would be
considered good options for value benefits?
Your Ans. More than one answer is correct. Please choose the correct answers.
Metrics
Customer References
Promises
Industry Experts
20. What do Great Presales Reps focus equally on?
Your Ans. More than one answer is correct. Please choose the correct answers.
Proven demonstration & presentation fundamentals
Demo crimes to avoid
Their own experience