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

1. What is the definition of an IBM sales stage 04 qualified opportunity?

A) The organization has funding (budget) or can achieve funding (budget) that is commensurate with the solutions that you provide, has people within the sphere of influence of the sponsor with the authority to buy. and has a compelling point in time when the solution to the issue should be implemented.
B) The customer has funding and will buy something, and is considering multiple sources; uncertainty exists (no solution yet).
C) The customer has been BANT qualified.
D) An opportunity exists within an organization to either solve a problem or take advantage of an opportunity that either decreases costs, increases revenue, complies with regulations or decreases risk.

2. Identify the capability area that is NOT directly contained within IBM's Midmarket portfolio

A) Smarter Commerce
B) Financial Performance Management
C) Business Intelligence
D) Predictive Analytics

3. 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

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

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

5. Where can you find specific Business Analytics Midmarket customer success stories?

A) DeveloperWorks
B) Customer Reference Database
C) AnalyticsZone.com website
D) IBM.com Website

Solutions: