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

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

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

2. 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) Compared to IBM Cognos Business Intelligence. Midmarket solutions have a lower cost of entry while retaining similar services revenue opportunities
C) Smooth glide path to the Enterprise solution
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

3. When selling into an organization, what do you need to know from each individual on the customer team involved with the project?

A) What is their role and individual agenda
B) What is their role in the project
C) How does the project impact their jobs
D) What products do they prefer

4. A Midmarket customer has a requirement for reporting and budgeting. What connector would you offer?

A) IBM Cognos Express Performance Management Connector
B) IBM Cognos Express Business Intelligence Connector and IBM Cognos Express Performance Management Connector
C) IBM Cognos Express Business Intelligence Connector
D) IBM Cognos Express Connector

5. Which pain point can IBM Midmarket solutions help overcome?

A) The customer needs to implement and manage group HR policy across multiple companies
B) The customer has difficulty managing patient records and archiving historical data
C) The customer needs an analytic solution that communicates information across the enterprise
D) The customer is struggling with complex territory to account alignment processes

Solutions: