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

2. An existing IBM Cognos Express Performance Management customer needs self service reporting, visualization capabilities in the form of reports and dashboards to drive decision making. Which solution would provide those capabilities?

A) IBM SPSS Modeler
B) IBM Cognos Disclosure Management Express
C) IBM Cognos Insight
D) IBM Cognos Express Business Intelligence

3. 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) Show value/cost of doing nothing. Start small, show immediate value, then grow. Use trial to demonstrate ease and value.
C) Look at total cost of ownership (entitlements, IT installation, configuration and programming)
D) 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.

4. 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 do you communicate financial plans and forecasts to other groups in the company such as operations or research and development?
C) How much time do you spend manually aggregating and managing budgets rather than working on strategic initiatives?
D) Are you able to identify which promotional periods or campaigns were the most productive in converting leads?

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

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

Solutions: