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

1. What is the maximum number of IBM Cognos Express Performance Management users permitted if the customer buys an IBM Cognos Express Performance Management Connector?

A) No limit
B) 50
C) 150
D) 100

2. What is a common pain point for a Finance Department?

A) Do I fully understand my company's cash flow, ROI, compliance, risk, disclosure and regulatory reporting requirements?
B) How do I improve performance, profitability and grow my business?
C) How do I maximize retention, optimize staffing mix and attain best practice benchmark benefits?
D) Am I attaining savings and maintaining infrastructure (computers, databases, networks) required to support growth of our business?

3. When selling into an organization, what do you need to know from each individual on the customer team involved with the project?

A) How does the project impact their jobs
B) What is their role and individual agenda
C) What products do they prefer
D) What is their role in the project

4. Which one of the following is a key pain point that an IT Manager in the Midmarket is most likely to mention?

A) My team struggles to analyze financial data from profit and loss accounts, cash flow information and balance sheets.
B) I need to better identify opportunities, allocate marketing budget and track marketing campaigns.
C) I only have a small team and have difficulty servicing all the requests for ERP reports from the business users.
D) I have trouble managing my company's compliance, risk, disclosure and regulatory reporting requirements

5. Your prospect said. "We don't have the resources or expertise in IT to implement this solution". How would you overcome the objection?

A) Show value/cost of doing nothing. Start small, show immediate value, then grow. Use trial to demonstrate ease and value.
B) Look at total cost of ownership (entitlements, IT installation, configuration and programming)
C) Limited IT skills are required to install and maintain IBM Cognos Express. In addition. Partners can help with building trusted data and initial applications, the system can be owned and operated by a technical business user. Offer partner demos or a partner led try and buy.
D) If the prospect has only a few OLAP cubes, there is a reasonable case to be made to migrate to ICAS (IBM Cognos TM1) as it is a highly rated OLAP server. If they have many heterogeneous OLAP sources, this may be a better fit for the enterprise solution.

Solutions: