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

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

A) 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.
B) The customer has been BANT qualified.
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).

2. 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

3. What is a common pain point for a Finance Department?

A) How do I improve performance, profitability and grow my business?
B) Am I attaining savings and maintaining infrastructure (computers, databases, networks) required to support growth of our business?
C) How do I maximize retention, optimize staffing mix and attain best practice benchmark benefits?
D) Do I fully understand my company's cash flow, ROI, compliance, risk, disclosure and regulatory reporting requirements?

4. 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 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
B) 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.
C) 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
D) Why wait? Use the embedded OLAP server and ETL capabilities to get started today.

Solutions: