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

1. An existing IBM Cognos Express Performance Management customer needs self service reporting, visualization capabilities in the form of reports and dashboards to drive decision making. Which solution would provide those capabilities?

A) IBM Cognos Insight
B) IBM Cognos Express Business Intelligence
C) IBM SPSS Modeler
D) IBM Cognos Disclosure Management Express

2. 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) 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) Compare total cost of ownership (entitlements, IT installation, configuration and programming)

3. Which pain point can IBM Midmarket solutions help overcome?

A) The customer needs an analytic solution that communicates information across the enterprise
B) The customer has difficulty managing patient records and archiving historical data
C) The customer needs to implement and manage group HR policy across multiple companies
D) The customer is struggling with complex territory to account alignment processes

4. Identify the capability area that is NOT directly contained within IBM's Midmarket portfolio

A) Business Intelligence
B) Smarter Commerce
C) Predictive Analytics
D) Financial Performance Management

Solutions: