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

1. What are the top 2 (two) functional objectives identified by organizations with active big data pilots or implementations?

A) Customer Centric Outcomes and Operational Optimization
B) Operational Outcomes and Risk/Financial Management
C) Employee Collaboration and Customer Centric Outcomes
D) Risk/Financial Management and New Business Model

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

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

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) 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.
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) 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.

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

5. What is the maximum number of IBM Cognos Express Performance Management users permitted if the customer buys an IBM Cognos Express Performance Management Connector?

A) 150
B) 50
C) No limit
D) 100

Solutions: