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

1. An existing IBM Midmarket customer would like to grow beyond 100 IBM Cognos Express users. What do they need to buy?

A) Entitlements for IBM Cognos Disclosure Management Express
B) Entitlements for IBM Cognos Insight
C) Entitlements for additional IBM Cognos Express users
D) A trade up to entitlements of IBM Cognos TM1 and or IBM Cognos Business Intelligence

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

A) 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.
B) Show value/cost of doing nothing. Start small, show immediate value, then grow. Use trial to demonstrate ease and value.
C) Look at total cost of ownership (entitlements, IT installation, configuration and programming)
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.

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

4. What are the 3 (three) key messages for IBM Cognos Express in the Business Analytics Midmarket?

A) Easy to Deploy. Easy to Start. Easy to Use
B) Easy to Buy. Easy to install. Easy to Deploy
C) Easy to Use. Easy to Deploy. Easy to Buy
D) Easy to Install. Easy to Use. Easy to Buy

5. What is a common pain point for a Sales Department?

A) Do I fully understand my company's capital structure. ROI. compliance, risk, disclosure and regulatory reporting requirements?
B) Am I maximizing revenue generation and market growth opportunity through segmentation and route-to-market?
C) Are my back-office and supply chain infrastructure and processes effective, maximizing profitability?
D) How do I maximize retention, optimize staffing mix and attain best practice benchmark benefits?

Solutions: