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

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

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

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

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

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

4. During a conversation with the Sales Director, you try to uncover areas where your solution could add value in his department. Which question would you ask?

A) How do you communicate financial plans and forecasts to other groups in the company such as operations or research and development?
B) What happens when you need to combine information from multiple data sources to produce business reports?
C) Are you able to identify which promotional periods or campaigns were the most productive in converting leads?
D) How much time do you spend manually aggregating and managing budgets rather than working on strategic initiatives?

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

A) The customer has been BANT qualified.
B) 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.
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 customer has funding and will buy something, and is considering multiple sources; uncertainty exists (no solution yet).

Solutions: