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

1. How could you neutralize the objection "We need to have a data warehouse first before we embark on our Business Intelligence strategy"?

A) 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, the enterprise solution may be a better fit
B) If the prospect has only a single other security source, then for small numbers of users it is not difficult to load CAM with the information. Active Directory is the Microsoft standard and will be prevalent in the majority of midsize companies
C) Why wait? Use the embedded OLAP server and ETL capabilities to get started today.
D) The 64 bit requirement is for the server, not end-users. You will be delighted by the cost/performance metrics of 64 bit machines. RAM is not expensive and 64 bit machines make great use of it.

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

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

3. What is the definition of an IBM sales stage 04 qualified opportunity?

A) The customer has been BANT qualified.
B) The organization has funding (budget) or can achieve funding (budget) that is commensurate with the solutions that you provide, has people within the sphere of influence of the sponsor with the authority to buy. and has a compelling point in time when the solution to the issue should be implemented.
C) An opportunity exists within an organization to either solve a problem or take advantage of an opportunity that either decreases costs, increases revenue, complies with regulations or decreases risk.
D) The customer has funding and will buy something, and is considering multiple sources; uncertainty exists (no solution yet).

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: