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

1. What is the first and most important validation step that should be taken with any new opportunity?

A) Determine competition
B) Determine decision makers
C) Determine BANT
D) Determine products

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

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

3. What are the 3 (three) key messages for the overall Business Analytics Midmarket value proposition?

A) Easy to use. Simple to install. Priced right
B) Easy, Complete. Priced right
C) Breadth, Depth, Easy to buy
D) Simple, Complete. Affordable

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

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

5. 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

Solutions: