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

1. What are the 3 (three) key messages for IBM Cognos Express in the Business Analytics Midmarket?

A) Easy to Buy. Easy to install. Easy to Deploy
B) Easy to Use. Easy to Deploy. Easy to Buy
C) Easy to Install. Easy to Use. Easy to Buy
D) Easy to Deploy. Easy to Start. Easy to Use

2. What is the first and most important validation step that should be taken with any new opportunity?

A) Determine products
B) Determine decision makers
C) Determine competition
D) Determine BANT

3. A sales organization believes low sales value = low service value. What could you say to overcome that objection?

A) Start small, show immediate value then grow; Use trial to demonstrate ease and value; Show how they can leverage Excel skills
B) Smooth glide path to the Enterprise solution
C) Compared to IBM Cognos Business Intelligence. Midmarket solutions have a lower cost of entry while retaining similar services revenue opportunities
D) Stress the "Easy to Buy" Midmarket message, the products are packaged and priced right; Start small, start anywhere, deliver immediate value, and grow; Recommend available compelling IBM Global Financing offerings

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

5. Which is the most important question to focus on to address customer need?

A) Are they having specific business pains?
B) Are they satisfied with their current Business Intelligence solution?
C) Are they using a data warehouse?
D) Are they looking for a Business Analytics product?

Solutions: