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

1. Which pain point can IBM Midmarket solutions help overcome?

A) The customer needs to implement and manage group HR policy across multiple companies
B) The customer is struggling with complex territory to account alignment processes
C) The customer has difficulty managing patient records and archiving historical data
D) The customer needs an analytic solution that communicates information across the enterprise

2. 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) Create a case study directly after the sale closes
C) Offer a blanket discount on future purchases
D) Recommend entitlement expansion immediately after closing

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

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

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

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

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

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

Solutions: