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

1. An existing IBM Midmarket customer would like to grow beyond 100 IBM Cognos Express users. What do they need to buy?

A) Entitlements for IBM Cognos Insight
B) Entitlements for IBM Cognos Disclosure Management Express
C) Entitlements for additional IBM Cognos Express users
D) A trade up to entitlements of IBM Cognos TM1 and or IBM Cognos Business Intelligence

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

3. Identify the offering that is NOT a part of the IBM Midmarket portfolio:

A) IBM SPSS Modeler
B) IBM SPSS Data Collection
C) IBM Cognos Express
D) IBM Social Media Analytics

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) Are you able to identify which promotional periods or campaigns were the most productive in converting leads?
B) How much time do you spend manually aggregating and managing budgets rather than working on strategic initiatives?
C) How do you communicate financial plans and forecasts to other groups in the company such as operations or research and development?
D) What happens when you need to combine information from multiple data sources to produce business reports?

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

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

Solutions: