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

1. What would be a good next step to develop the relationship with the customer after the sale?

A) Offer a blanket discount on future purchases
B) Create a case study based on their successful implementation
C) Create a case study directly after the sale closes
D) Recommend entitlement expansion immediately after closing

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

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

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

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

5. How many IBM sales stages are there?

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

Solutions: