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

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. Your prospect said. "We don't have the resources or expertise in IT to implement this solution". How would you overcome the objection?

A) Show value/cost of doing nothing. Start small, show immediate value, then grow. Use trial to demonstrate ease and value.
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, this may be a better fit for the enterprise solution.
C) Limited IT skills are required to install and maintain IBM Cognos Express. In addition. Partners can help with building trusted data and initial applications, the system can be owned and operated by a technical business user. Offer partner demos or a partner led try and buy.
D) Look at total cost of ownership (entitlements, IT installation, configuration and programming)

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

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

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

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

Solutions: