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

1. Which pain point can IBM Midmarket solutions help overcome?

A) The customer has difficulty managing patient records and archiving historical data
B) The customer needs to implement and manage group HR policy across multiple companies
C) The customer needs an analytic solution that communicates information across the enterprise
D) The customer is struggling with complex territory to account alignment processes

2. During a conversation with the Sales Director, you try to uncover areas where your solution could add value in his department. Which question would you ask?

A) How do you communicate financial plans and forecasts to other groups in the company such as operations or research and development?
B) Are you able to identify which promotional periods or campaigns were the most productive in converting leads?
C) How much time do you spend manually aggregating and managing budgets rather than working on strategic initiatives?
D) What happens when you need to combine information from multiple data sources to produce business reports?

3. How could you neutralize the objection "We need to have a data warehouse first before we embark on our Business Intelligence strategy"?

A) 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, the enterprise solution may be a better fit
B) The 64 bit requirement is for the server, not end-users. You will be delighted by the cost/performance metrics of 64 bit machines. RAM is not expensive and 64 bit machines make great use of it.
C) If the prospect has only a single other security source, then for small numbers of users it is not difficult to load CAM with the information. Active Directory is the Microsoft standard and will be prevalent in the majority of midsize companies
D) Why wait? Use the embedded OLAP server and ETL capabilities to get started today.

4. 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) Compared to IBM Cognos Business Intelligence. Midmarket solutions have a lower cost of entry while retaining similar services revenue opportunities
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

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

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

Solutions: