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

1. What is the first and most important validation step that should be taken with any new opportunity?

A) Determine products
B) Determine BANT
C) Determine decision makers
D) Determine competition

2. What is the definition of an IBM sales stage 04 qualified opportunity?

A) The customer has funding and will buy something, and is considering multiple sources; uncertainty exists (no solution yet).
B) The customer has been BANT qualified.
C) An opportunity exists within an organization to either solve a problem or take advantage of an opportunity that either decreases costs, increases revenue, complies with regulations or decreases risk.
D) The organization has funding (budget) or can achieve funding (budget) that is commensurate with the solutions that you provide, has people within the sphere of influence of the sponsor with the authority to buy. and has a compelling point in time when the solution to the issue should be implemented.

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

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

4. An existing IBM Midmarket customer wants to create reports consisting of existing data along with supporting text that adds context to the data. What capability would help them?

A) IBM SPSS Modeler Premium
B) IBM Cognos Controller Express
C) IBM Cognos Disclosure Management Express
D) IBM Cognos Express

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

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

Solutions: