1.

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