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

1. 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) Are business users able to create reports and analyze information or are they reliant on IT for this information?
C) Do you have visibility into how your suppliers are impacting your production line efficiency?
D) How do you communicate plans and forecasts to other groups in the company such as operations, research and development and sales?

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

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

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) Recommend entitlement expansion immediately after closing
C) Create a case study directly after the sale closes
D) Offer a blanket discount on future purchases

4. Which is the most important question to focus on to address customer need?

A) Are they satisfied with their current Business Intelligence solution?
B) Are they looking for a Business Analytics product?
C) Are they having specific business pains?
D) Are they using a data warehouse?

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

A) Compare total cost of ownership (entitlements, IT installation, configuration and programming)
B) 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.
C) Start small, show immediate value then grow. Use trial to demonstrate ease and value. Demonstrate how they can leverage Excel skills
D) 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

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