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IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 Sample Questions:

1. During a conversation with the Sales Director, you try to uncover areas where your solution could add value in his department. Which question would you ask?

A) How do you communicate financial plans and forecasts to other groups in the company such as operations or research and development?
B) What happens when you need to combine information from multiple data sources to produce business reports?
C) How much time do you spend manually aggregating and managing budgets rather than working on strategic initiatives?
D) Are you able to identify which promotional periods or campaigns were the most productive in converting leads?

2. How would you overcome the objection "IBM is too expensive"?

A) Start small, show immediate value then grow. Use trial to demonstrate ease and value. Demonstrate how they can leverage Excel skills
B) Stress the "Easy to Buy" message; the products are packaged and priced right. Start small, start anywhere, deliver immediate value, and grow. Investigate the availability of compelling IBM Global Financing offerings
C) Limited IT skills are required for Express to be installed and maintained; no coding required. Partners can help with building trusted data and initial applications and the system can be owned and operated by a technical business user. Offer the Partner demos or a Partner led try and buy.
D) Compare total cost of ownership (entitlements, IT installation, configuration and programming)

3. How many IBM sales stages are there?

A) There are 6 (six) stages but in GPP they are considered to be 3 (three) stages
B) There are 11 (eleven) stages but in GPP they are considered to be 5 (five) stages
C) There are 9 (nine) stages but in GPP they are considered to be 4 (four) stages
D) There are 11 (eleven) stages but in GPP they are considered to be 6 (six) stages

4. Which is an accurate description of the buyers in the Business Analytics Mid market?

A) Buyers in the Midmarket are shifting toward Operations.
B) Buyers in the Midmarket are shifting toward the Line of Business.
C) Buyers in the Midmarket are shifting toward Information Technology.
D) Buyers in the Midmarket are shifting toward Finance.

5. An existing IBM Cognos Express Performance Management customer needs self service reporting, visualization capabilities in the form of reports and dashboards to drive decision making. Which solution would provide those capabilities?

A) IBM Cognos Express Business Intelligence
B) IBM Cognos Disclosure Management Express
C) IBM Cognos Insight
D) IBM SPSS Modeler

Solutions: