SAP-试题及答案

第二个测试：本评估是考获 SAP 一级专业销售资质的三次测试之一。您通过这三次网上评估的得分都必须在80%以上。请在评估之前复习每个课程。您有三次机会来通过每项评估。您通过所有三次评估后，我们将向您发电子邮件认可您的销售资质。致礼！SAP PartnerEdge Education完成评估后，若submit（提交）按钮似乎失灵，您可以按F5来刷新页面，然后在弹出窗口里按OK。或者可以在晚些时候回到测试。请注意，您的测试结果会被保留下来。如果是多选题，您将在每一个选对的选项和每一个您没有去选的错误的选项上得到一分。谢谢您参与测试！ 1. 大脑中决定您是否注意某些信息的部位是：您的答案 解决方案 积分 请选择正确答案。 新大脑皮层 边缘系统 爬虫类脑 解释: 2. 大脑中决定您是否记住某些信息的部位是：您的答案 解决方案 积分 请选择正确答案。 新大脑皮层 边缘系统 爬虫类脑 解释: 3. 大脑的边缘系统只接受令人高兴的事物。您的答案 解决方案 积分 请选择正确答案。 正确 错误 解释: 4. 您的软件演示的价值主张在演示的?哪一幕?中得到证实？您的答案 解决方案 积分 请选择正确答案。 第一幕（开场白） 第二幕（演示） 第三幕（结束语） 解释: 5. 您演示的软件特性、功能和能力的百分之多少能够严重影响交易？您的答案 解决方案 积分 请选择正确答案。 20% 50% 80% 100% 解释: 6. 一个演示场景应该被分为若干分场景项目。每个分场景项目应该持续多长时间？您的答案 解决方案 积分 请选择正确答案。 60 - 90 分钟 15 - 30 分钟 2 - 5 分钟 解释: 7. 在软件演示环境下，应该在分场景项目的哪个部分让观众预览您将要演示的应用程序的下一特性、功能或能力？您的答案 解决方案 积分 请选择正确答案。 开场白 演示 结束语 解释: 8. 应该在软件演示的哪个部分推介您演示的特性、功能或能力方面的好处？您的答案 解决方案 积分 请选择正确答案。 开场白 演示 结束语 解释: 9. 在软件演示期间，?讲、演示、讲?流程只能使用一次。您的答案 解决方案 积分 请选择正确答案。 正确 错误 解释: 10. 卓越的公司经常被冠以下列哪一特征？您的答案 解决方案 积分 请选择正确答案。 它们只注重遵循最佳实践。 它们只注重避免最差实践。 它们既注重遵循最佳实践，又注重避免最差实践。 解释: 11. 软件演示者因在软件能力的认知程度方面明显比观众高很多而显得很自大，他很可能犯了哪种类型的演示错误？您的答案 解决方案 积分 请选择正确答案。 滥用技术术语型 教授胜过演示型 接球手的活动领域型 小玩意综合症型 高傲的演示者型 对牛弹琴型 解释: 12. 对软件不太熟悉的缺乏经验的演示者可能会寻求?安全的?屏幕内容或者功能元素来?消磨时间?，这样就会导致他们犯哪种类型的演示错误？您的答案 解决方案 积分 请选择正确答案。 滥用技术术语型 教授胜过演示型 接球手的活动领域型 小玩意综合症型 高傲的演示者型 对牛弹琴型 解释: 13. 当软件演示者一开始就演示软件，而不是描述演示内容，那他们就是在做：您的答案 解决方案 积分 请选择正确答案。 讲、演示、讲 演示、讲、演示 演示的电影视图 接球手的活动领域 数据转储 解释: 14. 以下哪一项可以在软件演示过程中将观众的注意力集中到演示者身上？您的答案 解决方案 积分 请选择正确答案。 教授胜过演示 演示的电影视图 涂黑幻灯片和脱离技巧 接球手的活动领域 解释: 15. 在演示中使用活页式图表或白板的主要优势是：您的答案 解决方案 积分 请选择正确答案。 允许您准备精炼、专业的演示 鼓励您与观众进行互动 使观众欣赏您自由发挥的风格 是任何专业演示的必要部分 解释: 16. 在软件演示期间，您可能希望使用多种可视化及互动方法和技巧来：您的答案 解决方案 积分 请选择正确答案。 吸引观众的爬虫类脑 吸引观众的脑边缘系统 吸引观众的新大脑皮层 解释: 17. 三角技巧包括：您的答案 解决方案 积分 请选择正确答案。 演示的电影视图 小玩意综合症 使用 PowerPoint 和活页式图表切换 大脑的三个部分 解释: 第三个测试：After completing the assessment, if it appears that the submit button does not work, you can press CTRL+F5 to refresh the page and then click OK on the popup. Or you can return to the test at a later time. Please note your test results will be saved.Where more than one answer can be selected, you get 1 point for each selected correct answer and each not-selected false answer.Thanks for taking the test! 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. Sol- ution Points 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 Explanation: 2. The best possible type of Demo Discovery occurs when it is performed through:Your Ans. Sol- ution Points Please select the correct answer. The Demo Itself Extensive Research Individual Face-to-Face Interviews Indirect Contact Group Interviews Explanation: 3. What is the correct order in which Artistotles Principles of Persuasion should be applied in order to establish a relationship of trust with your prospect?Your Ans. Sol- ution Points Please select the correct answer. Ethos, Pathos, Logos Pathos, Ethos, Logos Logos, Ethos, Pathos Explanation: 4. If necessary to reduce your prospects concerns about a Level Playing Field during the 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. Sol- ution Points Please select the correct answer. True False Explanation: 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. Sol- ution Points Please select the correct answer. 1 complete answer 2 alternative answers At least 5 alternative answers Explanation: 6. Applying Paretos 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. Sol- ution Points Please select the correct answer. 20% 80% 100% Explanation: 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. Sol- ution Points Please select the correct answer. Objection Handling Pre-Discovery Preparation Making Introductions Conducting the Interview The Demo-to-Discovery Transition Explanation: 8. You should prepare your main spin point during which of the Five Steps to a Winning Demo Discovery?Your Ans. Sol- ution Points Please select the correct answer. Objection Handling Pre-Discovery Preparation Making Introductions Conducting the Interview The Demo-to-Discovery Transition Explanation: 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. Sol- ution Points Please select the correct answer. True False Explanation: 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. Sol- ution Points Please select the correct answer. The Top Three Unique Market Position Data Examples Explanation: 11. You should build only one version of your Demo Plan that will be suitable for both your main Demo audience and the prospects C-Level executives.Your Ans. Sol- ution Points Please select the correct answer. True False Explanation: 12. A prospect who displays the characteristics of the Worker Bee personality type will be generally interested in:Your Ans. Sol- ution Points Please select the correct answer. 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 Explanation: 13. You should try to interview your prospects C-Level executives after you have performed most of your Demo Discovery interviews.Your Ans. Sol- ution Points Please select the correct answer. True False Explanation: 14. Which two steps of the Fish On! Framework should be used to correct the Dont Answer That Discovery Crime?Your Ans. Sol- ution Points Please select the correct answer. Support and Clarify Clarify and Verify Verify and Confirm Respond and Support Respond and Confirm Explanation: 15. The five Discovery Crimes fall under which category of crime?Your Ans. Sol- ution Points Please select the correct answer. Alienating the Prospect Overwhelming the Prospect with Features Not Being a Chameleon Time Waster Flying Blind Explanation: 16. Which Best Practice technique can you use in situations in which the use of the Fish On! Framework is not required?Your Ans. Sol- ution Points 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 Explanation: 17. A memorable Limbic Response to a quest