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

1. An existing IBM Midmarket customer wants to create reports consisting of existing data along with supporting text that adds context to the data. What capability would help them?

A) IBM Cognos Disclosure Management Express
B) IBM Cognos Express
C) IBM Cognos Controller Express
D) IBM SPSS Modeler Premium

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

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

3. What is the definition of an IBM sales stage 04 qualified opportunity?

A) The customer has funding and will buy something, and is considering multiple sources; uncertainty exists (no solution yet).
B) The organization has funding (budget) or can achieve funding (budget) that is commensurate with the solutions that you provide, has people within the sphere of influence of the sponsor with the authority to buy. and has a compelling point in time when the solution to the issue should be implemented.
C) The customer has been BANT qualified.
D) An opportunity exists within an organization to either solve a problem or take advantage of an opportunity that either decreases costs, increases revenue, complies with regulations or decreases risk.

4. You are in a meeting with the VP of Finance. Which would be a high yield question to ask?

A) How do you communicate plans and forecasts to other groups in the company such as operations, research and development and sales?
B) Can you tell me how you track the daily volume of your call centers by region and service center?
C) Are business users able to create reports and analyze information or are they reliant on IT for this information?
D) Do you have visibility into how your suppliers are impacting your production line efficiency?

5. At a minimum, what IBM Cognos Express software entitlement(s) does each customer require?

A) IBM Cognos Express Administrator
B) IBM Cognos Express Connector and one of the user roles
C) IBM Cognos Express Administrator. IBM Cognos Express Connector and IBM Cognos Express Consumer
D) IBM Cognos Express Administrator and an IBM Cognos Express Connector

Solutions: