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

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

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

2. An existing IBM Midmarket customer has multiple subsidiaries and wants to create a single financial statement. Which IBM product would you recommend?

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

3. What are the 4 (four) trends shaping the way we live, work and interact?

A) Social, Mobile, Data, Cloud
B) Data. Security. Cloud. Social
C) Mobile, Social. Data. Storage
D) Cloud. Mobile, Security, Data

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

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

5. Identify the deployment option that is NOT available to buyers in the IBM Midmarket portfolio.

A) Cloud
B) On-premises
C) Mobile
D) Appliance

Solutions: