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

1. What is the software growth opportunity in the Business Analytics Midmarket?

A) The Midmarket is growing slower than the overall Business Analytics software market
B) The Midmarket has not grown year over year
C) The Midmarket is growing faster than the overall Business Analytics software market
D) The Midmarket is growing on par with the overall Business Analytics software market

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

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

3. How could you neutralize the objection "We need to have a data warehouse first before we embark on our Business Intelligence strategy"?

A) Why wait? Use the embedded OLAP server and ETL capabilities to get started today.
B) If the prospect has only a few OLAP cubes, there is a reasonable case to be made to migrate to ICAS (IBM Cognos TM1) as it is a highly rated OLAP server. If they have many heterogeneous OLAP sources, the enterprise solution may be a better fit
C) The 64 bit requirement is for the server, not end-users. You will be delighted by the cost/performance metrics of 64 bit machines. RAM is not expensive and 64 bit machines make great use of it.
D) If the prospect has only a single other security source, then for small numbers of users it is not difficult to load CAM with the information. Active Directory is the Microsoft standard and will be prevalent in the majority of midsize companies

4. Identify the deployment option that is NOT available to buyers in the IBM Midmarket portfolio.

A) On-premises
B) Appliance
C) Cloud
D) Mobile

5. What would you look for as an indication that an opportunity is ready to close?

A) The customer has a compelling reason to act
B) The customer is BANT qualified
C) The customer indicates the solution being offered balances functionality with affordability
D) The customer has revealed their business pains

Solutions: