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Only need to practice for 20 to 30 hours

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

1. How many IBM sales stages are there?

A) There are 6 (six) stages but in GPP they are considered to be 3 (three) stages
B) There are 11 (eleven) stages but in GPP they are considered to be 6 (six) stages
C) There are 9 (nine) stages but in GPP they are considered to be 4 (four) stages
D) There are 11 (eleven) stages but in GPP they are considered to be 5 (five) stages

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

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

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

A) Smooth glide path to the Enterprise solution
B) Compared to IBM Cognos Business Intelligence. Midmarket solutions have a lower cost of entry while retaining similar services revenue opportunities
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

4. What is the maximum number of IBM Cognos Express Performance Management users permitted if the customer buys an IBM Cognos Express Performance Management Connector?

A) 50
B) 100
C) 150
D) No limit

Solutions: