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

1. 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

2. 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) A trade up to entitlements of IBM Cognos TM1 and or IBM Cognos Business Intelligence
D) Entitlements for additional IBM Cognos Express users

3. Where can you find specific Business Analytics Midmarket customer success stories?

A) DeveloperWorks
B) Customer Reference Database
C) AnalyticsZone.com website
D) IBM.com Website

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

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

5. 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) 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) 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

Solutions: