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

1. A sales organization believes low sales value = low service value. What could you say to overcome that objection?

A) 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
B) Start small, show immediate value then grow; Use trial to demonstrate ease and value; Show how they can leverage Excel skills
C) Smooth glide path to the Enterprise solution
D) Compared to IBM Cognos Business Intelligence. Midmarket solutions have a lower cost of entry while retaining similar services revenue opportunities

2. Identify the deployment option that is NOT available to buyers in the IBM Midmarket portfolio.

A) Cloud
B) On-premises
C) Mobile
D) Appliance

3. How many IBM sales stages are there?

A) There are 11 (eleven) stages but in GPP they are considered to be 5 (five) stages
B) There are 11 (eleven) stages but in GPP they are considered to be 6 (six) stages
C) There are 6 (six) stages but in GPP they are considered to be 3 (three) stages
D) There are 9 (nine) stages but in GPP they are considered to be 4 (four) stages

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

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

5. At a minimum, what IBM Cognos Express software entitlement(s) does each customer require?

A) IBM Cognos Express Connector and one of the user roles
B) IBM Cognos Express Administrator. IBM Cognos Express Connector and IBM Cognos Express Consumer
C) IBM Cognos Express Administrator and an IBM Cognos Express Connector
D) IBM Cognos Express Administrator

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