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

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

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

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

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

4. Which is an accurate description of the buyers in the Business Analytics Mid market?

A) Buyers in the Midmarket are shifting toward Finance.
B) Buyers in the Midmarket are shifting toward the Line of Business.
C) Buyers in the Midmarket are shifting toward Information Technology.
D) Buyers in the Midmarket are shifting toward Operations.

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

A) 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.
B) 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.
C) The customer has been BANT qualified.
D) The customer has funding and will buy something, and is considering multiple sources; uncertainty exists (no solution yet).

Solutions: