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

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

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

2. What are the 3 (three) key messages for the overall Business Analytics Midmarket value proposition?

A) Easy to use. Simple to install. Priced right
B) Breadth, Depth, Easy to buy
C) Easy, Complete. Priced right
D) Simple, Complete. Affordable

3. How would you overcome the objection "IBM is too expensive"?

A) 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.
B) Compare total cost of ownership (entitlements, IT installation, configuration and programming)
C) 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
D) Start small, show immediate value then grow. Use trial to demonstrate ease and value. Demonstrate how they can leverage Excel skills

4. An existing IBM Midmarket customer has multiple subsidiaries and wants to create a single financial statement. Which IBM product would you recommend?

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

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

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

Solutions: