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

1. What are the 4 (four) trends shaping the way we live, work and interact?

A) Social, Mobile, Data, Cloud
B) Data. Security. Cloud. Social
C) Cloud. Mobile, Security, Data
D) Mobile, Social. Data. Storage

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

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

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

4. 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)

5. What is a common pain point for a Marketing Department?

A) Am I maximizing revenue generation and market growth opportunity through segmentation and route-to-market?
B) How do I maximize retention, optimize staffing mix and attain best practice benchmark benefits?"
C) Am I attaining savings and maintaining infrastructure (computers, databases, networks) required to support growth of our business?
D) Do I fully understand my company's capital structure, ROI, compliance, risk, disclosure and regulatory reporting requirements?

Solutions: