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

1. Where do Partner leads need to be registered to earn the Midmarket incentive?

A) Software Quote and Order
B) Software Value Incentive
C) Software Value Plus
D) Global Partner Portal

2. Your prospect said. "We don't have the resources or expertise in IT to implement this solution". How would you overcome the objection?

A) Limited IT skills are required to install and maintain IBM Cognos Express. In addition. Partners can help with building trusted data and initial applications, the system can be owned and operated by a technical business user. Offer partner demos or a partner led try and buy.
B) 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, this may be a better fit for the enterprise solution.
C) Show value/cost of doing nothing. Start small, show immediate value, then grow. Use trial to demonstrate ease and value.
D) Look at total cost of ownership (entitlements, IT installation, configuration and programming)

3. What would you look for as an indication that an opportunity is ready to close?

A) The customer is BANT qualified
B) The customer indicates the solution being offered balances functionality with affordability
C) The customer has revealed their business pains
D) The customer has a compelling reason to act

4. What is the software growth opportunity in the Business Analytics Midmarket?

A) The Midmarket is growing faster than the overall Business Analytics software market
B) The Midmarket is growing on par with the overall Business Analytics software market
C) The Midmarket has not grown year over year
D) The Midmarket is growing slower than the overall Business Analytics software market

Solutions: