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

1. What is a common pain point for a Marketing Department?

A) Do I fully understand my company's capital structure, ROI, compliance, risk, disclosure and regulatory reporting requirements?
B) Am I maximizing revenue generation and market growth opportunity through segmentation and route-to-market?
C) How do I maximize retention, optimize staffing mix and attain best practice benchmark benefits?"
D) Am I attaining savings and maintaining infrastructure (computers, databases, networks) required to support growth of our business?

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

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

3. 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) 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.
C) The customer has been BANT qualified.
D) The customer has funding and will buy something, and is considering multiple sources; uncertainty exists (no solution yet).

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

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

5. A Midmarket customer has a requirement for reporting and budgeting. What connector would you offer?

A) IBM Cognos Express Connector
B) IBM Cognos Express Business Intelligence Connector
C) IBM Cognos Express Performance Management Connector
D) IBM Cognos Express Business Intelligence Connector and IBM Cognos Express Performance Management Connector

Solutions: