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

1. What is the first and most important validation step that should be taken with any new opportunity?

A) Determine competition
B) Determine decision makers
C) Determine products
D) Determine BANT

2. You are in a meeting with the VP of Finance. Which would be a high yield question to ask?

A) Can you tell me how you track the daily volume of your call centers by region and service center?
B) How do you communicate plans and forecasts to other groups in the company such as operations, research and development and sales?
C) Are business users able to create reports and analyze information or are they reliant on IT for this information?
D) Do you have visibility into how your suppliers are impacting your production line efficiency?

3. 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) Recommend entitlement expansion immediately after closing
D) Offer a blanket discount on future purchases

4. 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

Solutions: