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

1. What are the 3 (three) key messages for the overall Business Analytics Midmarket value proposition?

A) Simple, Complete. Affordable
B) Breadth, Depth, Easy to buy
C) Easy, Complete. Priced right
D) Easy to use. Simple to install. Priced right

2. What is a common pain point for a Finance Department?

A) Do I fully understand my company's cash flow, ROI, compliance, risk, disclosure and regulatory reporting requirements?
B) Am I attaining savings and maintaining infrastructure (computers, databases, networks) required to support growth of our business?
C) How do I maximize retention, optimize staffing mix and attain best practice benchmark benefits?
D) How do I improve performance, profitability and grow my business?

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

A) 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
B) Smooth glide path to the Enterprise solution
C) Start small, show immediate value then grow; Use trial to demonstrate ease and value; Show how they can leverage Excel skills
D) Compared to IBM Cognos Business Intelligence. Midmarket solutions have a lower cost of entry while retaining similar services revenue opportunities

4. What would be a good next step to develop the relationship with the customer after the sale?

A) Create a case study based on their successful implementation
B) Create a case study directly after the sale closes
C) Recommend entitlement expansion immediately after closing
D) Offer a blanket discount on future purchases

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

Solutions: