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

1. Which is an accurate description of the buyers in the Business Analytics Mid market?

A) Buyers in the Midmarket are shifting toward Finance.
B) Buyers in the Midmarket are shifting toward the Line of Business.
C) Buyers in the Midmarket are shifting toward Operations.
D) Buyers in the Midmarket are shifting toward Information Technology.

2. 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) What happens when you need to combine information from multiple data sources to produce business reports?
D) How do you communicate financial plans and forecasts to other groups in the company such as operations or research and development?

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

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

4. Where do Partner leads need to be registered to earn the Midmarket incentive?

A) Software Quote and Order
B) Global Partner Portal
C) Software Value Plus
D) Software Value Incentive

5. The market is shifting to an increased focus on Line of Business buyers. Which shift is NOT happening right now?

A) Marketing will own and influence 50 to 60% of the IT budget
B) IT has a seat at the table to facilitate innovation
C) Finance will own and influence a high percentage of IT budgets
D) HR will own and influence over 50% of the of IT budgets

Solutions: