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

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

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

2. Identify the offering that is NOT a part of the IBM Midmarket portfolio:

A) IBM SPSS Modeler
B) IBM Social Media Analytics
C) IBM Cognos Express
D) IBM SPSS Data Collection

3. 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 indicates the solution being offered balances functionality with affordability
C) The customer has revealed their business pains
D) The customer is BANT qualified

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

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

5. What are the 4 (four) trends shaping the way we live, work and interact?

A) Mobile, Social. Data. Storage
B) Social, Mobile, Data, Cloud
C) Cloud. Mobile, Security, Data
D) Data. Security. Cloud. Social

Solutions: