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

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

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

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

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

3. Within IBM we use BANT to qualify an opportunity. What does BANT stand for?

A) Budget. Authority, Need. Timeline
B) Budget, Access. Need, Timeline
C) Budget. Acceptance. Necessity. Tactics
D) Budget. Affordability, Need. Thought Leadership

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

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

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

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

Solutions: