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

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

A) 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.
B) 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
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)

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

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

3. Identify the offering that is NOT a part of the IBM Midmarket portfolio:

A) IBM Cognos Express
B) IBM Social Media Analytics
C) IBM SPSS Modeler
D) IBM SPSS Data Collection

4. What would be a good next step to develop the relationship with the customer after the sale?

A) Create a case study directly after the sale closes
B) Create a case study based on their successful implementation
C) Recommend entitlement expansion immediately after closing
D) Offer a blanket discount on future purchases

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

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

Solutions: