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RKT Web Assessment

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WEB ASSESSMENT TEST FOR DISCOVERY2WIN - DISCOVERING CUSTOMER REQUIREMENTS


Welcome Nasim Mahmud | Last Submitted (CET): ID:A1SALESTTCUSTREQUIR

Information
The pass rate is 80% and your available number of tries is 2. For questions that have more than one correct answer, you get 1 point for each correct answer selected, and 1 point for each false answer not selected.
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1. Which is the order in which the three types of Discovery occur, mapped to the stages of the SAP Sales Cycle Navigator? Your Ans. Please select the correct answer.

Sales Discovery, Financial Discovery, Demo Discovery Financial Discovery, Demo Discovery, Sales Discovery Demo Discovery, Financial Discovery, Sales Discovery Sales Discovery, Demo Discovery, Financial Discovery

2. The best possible type of Demo Discovery occurs when it is performed through: Your Ans.
The Demo Itself Extensive Research Individual Face-to-Face Interviews Indirect Contact Group Interviews

Please select the correct answer.

3. What is the correct order in which Artistotle's Principles of Persuasion should be applied in order to establish a relationship of trust with your prospect? Your Ans.
Ethos, Pathos, Logos Pathos, Ethos, Logos Logos, Ethos, Pathos

Please select the correct answer.

4. If necessary to reduce your prospect's concerns about a "Level Playing Field" during the

https://websmp107.sap-ag.de/~iron/fm/011000358700000469942013E?TMP=1380561138... 9/30/2013

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Discovery process, you should agree to provide the results of your Discovery interviews to the prospect, so that they can share them with your competitors. Your Ans.
True False

Please select the correct answer.

5. What is the minimum number of anticipated answers that you should come up with for an open-ended question that you ask your prospect during a Discovery interview? Your Ans.
1 complete answer 2 alternative answers At least 5 alternative answers

Please select the correct answer.

6. 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? Your Ans.
20% 80% 100%

Please select the correct answer.

7. You should try to determine whether your prospect is process- or value-oriented during which of the Five Steps to a Winning Demo Discovery? Your Ans.
Objection Handling Pre-Discovery Presentation Making Introductions Conducting the Interview The Demo-to-Discovery Transition

Please select the correct answer.

8. You should prepare your main "spin" point during which of the Five Steps to a Winning Demo Discovery? Your Ans.
Objection Handling Pre-Discovery Presentation

Please select the correct answer.

https://websmp107.sap-ag.de/~iron/fm/011000358700000469942013E?TMP=1380561138... 9/30/2013

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Making Introductions Conducting the Interview The Demo-to-Discovery Transition

9. You should show your prospect the Interview Form that you are using during your Discovery Process in order to differentiate yourself from your competitors. Your Ans.
True False

Please select the correct answer.

10. Which of the Three Pearls of a Demo Discovery can be used as props or presentation aids during the demonstration of your software? Your Ans.
The Top Three Unique Market Position Data Examples

Please select the correct answer.

11. You should build only one version of your Demo Plan that will be suitable for both your main Demo audience and the prospect's C-Level executives. Your Ans.
True False

Please select the correct answer.

12. A prospect who displays the characteristics of the "Worker Bee" personality type will be generally interested in: Your Ans.
Financial Improvements Improving Efficiency What is wrong with their current systems and your alternative A grand vision of how your system will solve all their problems Tripping you up during the demonstration

Please select the correct answer.

13. You should try to interview your prospect's C-Level executives after you have performed most of your Demo Discovery interviews.

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Your Ans.
True False

Please select the correct answer.

14. Which two steps of the "Fish On!" Framework should be used to correct the "Don't Answer That" Discovery Crime? Your Ans.
Support and Clarify Clarify and Verify Verify and Confirm Respond and Support Respond and Confirm

Please select the correct answer.

15. The five Discovery Crimes fall under which category of crime? Your Ans.
Alienating the Prospect Overwhelming the Prospect with Features Not Being a Chameleon Time Waster Flying Blind

Please select the correct answer.

16. Which Best Practice technique can you use in situations in which the use of the "Fish On!" Framework is not required? Your Ans. Please select the correct answer.

The "Move Around Before Answering" Technique The "Black Slide" Technique The "Feel-Felt-Found" Technique The "Test for the Gift of Yes" Technique The "Write Down the Question" Technique

17. A memorable Limbic Response to a question that engages your prospect's Limbic System will frequently be: Your Ans. Please select the correct answer.

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A short phrase that gets you mentally prepared to respond to a question An illustration or story that you can use 20% of the time A business-oriented answer that you can use 80% of the time

18. A "spin" point that you use during your Demo should ideally be: Your Ans.
A maximum of 60 seconds in length Several sentences long A single sentence A short phrase

Please select the correct answer.

19. What are the 3 Pearls of a Demo Discovery? Your Ans.


The Top Three Unique Market Position The Spin Point Data Examples

More than one answer is correct. Please choose the correct answers.

20. What are the 2 types of danger you will experience if you deliver a poor first impression? Your Ans. More than one answer is correct. Please choose the correct answers.

You may leave the prospect with the impression that you dont understand their business or situation You fail to capture your interviewees attention and interest You may lose control of your Discovery interview

Submit

(Saves data to the database and shows your result)

https://websmp107.sap-ag.de/~iron/fm/011000358700000469942013E?TMP=1380561138... 9/30/2013