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

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

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

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

3. When selling into an organization, what do you need to know from each individual on the customer team involved with the project?

A) What is their role and individual agenda
B) What is their role in the project
C) What products do they prefer
D) How does the project impact their jobs

4. An existing IBM Midmarket customer would like to grow beyond 100 IBM Cognos Express users. What do they need to buy?

A) Entitlements for IBM Cognos Disclosure Management Express
B) A trade up to entitlements of IBM Cognos TM1 and or IBM Cognos Business Intelligence
C) Entitlements for additional IBM Cognos Express users
D) Entitlements for IBM Cognos Insight

5. What is a common pain point for a Finance Department?

A) How do I improve performance, profitability and grow my business?
B) Am I attaining savings and maintaining infrastructure (computers, databases, networks) required to support growth of our business?
C) How do I maximize retention, optimize staffing mix and attain best practice benchmark benefits?
D) Do I fully understand my company's cash flow, ROI, compliance, risk, disclosure and regulatory reporting requirements?

Solutions: