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

1. 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) Why wait? Use the embedded OLAP server and ETL capabilities to get started today.
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) 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.

2. Within IBM we use BANT to qualify an opportunity. What does BANT stand for?

A) Budget. Acceptance. Necessity. Tactics
B) Budget. Authority, Need. Timeline
C) Budget. Affordability, Need. Thought Leadership
D) Budget, Access. Need, Timeline

3. 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) Compare total cost of ownership (entitlements, IT installation, configuration and programming)
D) Start small, show immediate value then grow. Use trial to demonstrate ease and value. Demonstrate how they can leverage Excel skills

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

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

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

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