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

1. The market is shifting to an increased focus on Line of Business buyers. Which shift is NOT happening right now?

A) Marketing will own and influence 50 to 60% of the IT budget
B) HR will own and influence over 50% of the of IT budgets
C) IT has a seat at the table to facilitate innovation
D) Finance will own and influence a high percentage of IT budgets

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

A) 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.
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) Compare total cost of ownership (entitlements, IT installation, configuration and programming)
D) Start small, show immediate value then grow. Use trial to demonstrate ease and value. Demonstrate how they can leverage Excel skills

3. 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) How much time do you spend manually aggregating and managing budgets rather than working on strategic initiatives?
C) Are you able to identify which promotional periods or campaigns were the most productive in converting leads?
D) What happens when you need to combine information from multiple data sources to produce business reports?

4. 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

5. What is the maximum number of IBM Cognos Express Performance Management users permitted if the customer buys an IBM Cognos Express Performance Management Connector?

A) 150
B) 100
C) 50
D) No limit

Solutions: