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

1. What are the 3 (three) key messages for IBM Cognos Express in the Business Analytics Midmarket?

A) Easy to Buy. Easy to install. Easy to Deploy
B) Easy to Deploy. Easy to Start. Easy to Use
C) Easy to Use. Easy to Deploy. Easy to Buy
D) Easy to Install. Easy to Use. Easy to Buy

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

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

3. You are in a meeting with the VP of Finance. Which would be a high yield question to ask?

A) Are business users able to create reports and analyze information or are they reliant on IT for this information?
B) How do you communicate plans and forecasts to other groups in the company such as operations, research and development and sales?
C) Can you tell me how you track the daily volume of your call centers by region and service center?
D) Do you have visibility into how your suppliers are impacting your production line efficiency?

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

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

5. 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) 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.
D) Look at total cost of ownership (entitlements, IT installation, configuration and programming)

Solutions: