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

1. The market is shifting to an increased focus on Line of Business buyers. Which shift is NOT happening right now?

A) Finance will own and influence a high percentage of IT budgets
B) Marketing will own and influence 50 to 60% of the IT budget
C) HR will own and influence over 50% of the of IT budgets
D) IT has a seat at the table to facilitate innovation

2. Your prospect said. "We don't have the resources or expertise in IT to implement this solution". How would you overcome the objection?

A) Limited IT skills are required to install and maintain IBM Cognos Express. In addition. Partners can help with building trusted data and initial applications, the system can be owned and operated by a technical business user. Offer partner demos or a partner led try and buy.
B) 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, this may be a better fit for the enterprise solution.
C) Show value/cost of doing nothing. Start small, show immediate value, then grow. Use trial to demonstrate ease and value.
D) Look at total cost of ownership (entitlements, IT installation, configuration and programming)

3. What would you look for as an indication that an opportunity is ready to close?

A) The customer is BANT qualified
B) The customer indicates the solution being offered balances functionality with affordability
C) The customer has revealed their business pains
D) The customer has a compelling reason to act

4. What would be a good next step to develop the relationship with the customer after the sale?

A) Recommend entitlement expansion immediately after closing
B) Create a case study directly after the sale closes
C) Create a case study based on their successful implementation
D) Offer a blanket discount on future purchases

Solutions:

Question # 1 Answer: D

Question # 2 Answer: A

Question # 3 Answer: B

Question # 4 Answer: C