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

1. Identify the offering that is NOT a part of the IBM Midmarket portfolio:

A) IBM Social Media Analytics
B) IBM SPSS Modeler
C) IBM SPSS Data Collection
D) IBM Cognos Express

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

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

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

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

4. What are the 3 (three) key messages for the overall Business Analytics Midmarket value proposition?

A) Simple, Complete. Affordable
B) Easy, Complete. Priced right
C) Breadth, Depth, Easy to buy
D) Easy to use. Simple to install. Priced right

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) 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.
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) Show value/cost of doing nothing. Start small, show immediate value, then grow. Use trial to demonstrate ease and value.

Solutions: