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

1. What is the maximum number of IBM Cognos Express Performance Management users permitted if the customer buys an IBM Cognos Express Performance Management Connector?

A) 100
B) No limit
C) 150
D) 50

2. What is the software growth opportunity in the Business Analytics Midmarket?

A) The Midmarket is growing slower than the overall Business Analytics software market
B) The Midmarket is growing on par with the overall Business Analytics software market
C) The Midmarket is growing faster than the overall Business Analytics software market
D) The Midmarket has not grown year over year

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

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

4. A sales organization believes low sales value = low service value. What could you say to overcome that objection?

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

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

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

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