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

1. Which one of the following is a key pain point that an IT Manager in the Midmarket is most likely to mention?

A) I have trouble managing my company's compliance, risk, disclosure and regulatory reporting requirements
B) I only have a small team and have difficulty servicing all the requests for ERP reports from the business users.
C) My team struggles to analyze financial data from profit and loss accounts, cash flow information and balance sheets.
D) I need to better identify opportunities, allocate marketing budget and track marketing campaigns.

2. What are the top 2 (two) functional objectives identified by organizations with active big data pilots or implementations?

A) Operational Outcomes and Risk/Financial Management
B) Employee Collaboration and Customer Centric Outcomes
C) Risk/Financial Management and New Business Model
D) Customer Centric Outcomes and Operational Optimization

3. During a conversation with the Sales Director, you try to uncover areas where your solution could add value in his department. Which question would you ask?

A) How do you communicate financial plans and forecasts to other groups in the company such as operations or research and development?
B) How much time do you spend manually aggregating and managing budgets rather than working on strategic initiatives?
C) What happens when you need to combine information from multiple data sources to produce business reports?
D) Are you able to identify which promotional periods or campaigns were the most productive in converting leads?

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

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

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

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

Solutions: