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

1. 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 have trouble managing my company's compliance, risk, disclosure and regulatory reporting requirements
D) I only have a small team and have difficulty servicing all the requests for ERP reports from the business users.

2. 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

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 has revealed their business pains
C) The customer has a compelling reason to act
D) The customer is BANT qualified

4. Identify the capability area that is NOT directly contained within IBM's Midmarket portfolio

A) Financial Performance Management
B) Predictive Analytics
C) Smarter Commerce
D) Business Intelligence

5. How would you overcome the objection "IBM is too expensive"?

A) Stress the "Easy to Buy" message; the products are packaged and priced right. Start small, start anywhere, deliver immediate value, and grow. Investigate the availability of compelling IBM Global Financing offerings
B) Start small, show immediate value then grow. Use trial to demonstrate ease and value. Demonstrate how they can leverage Excel skills
C) Compare total cost of ownership (entitlements, IT installation, configuration and programming)
D) Limited IT skills are required for Express to be installed and maintained; no coding required. Partners can help with building trusted data and initial applications and the system can be owned and operated by a technical business user. Offer the Partner demos or a Partner led try and buy.

Solutions: