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

1. Where can you find specific Business Analytics Midmarket customer success stories?

A) Customer Reference Database
B) AnalyticsZone.com website
C) IBM.com Website
D) DeveloperWorks

2. At a minimum, what IBM Cognos Express software entitlement(s) does each customer require?

A) IBM Cognos Express Connector and one of the user roles
B) IBM Cognos Express Administrator
C) IBM Cognos Express Administrator and an IBM Cognos Express Connector
D) IBM Cognos Express Administrator. IBM Cognos Express Connector and IBM Cognos Express Consumer

3. When selling into an organization, what do you need to know from each individual on the customer team involved with the project?

A) What products do they prefer
B) How does the project impact their jobs
C) What is their role and individual agenda
D) What is their role in the project

4. A sales organization believes low sales value = low service value. What could you say to overcome that objection?

A) Smooth glide path to the Enterprise solution
B) Start small, show immediate value then grow; Use trial to demonstrate ease and value; Show how they can leverage Excel skills
C) Compared to IBM Cognos Business Intelligence. Midmarket solutions have a lower cost of entry while retaining similar services revenue opportunities
D) Stress the "Easy to Buy" Midmarket message, the products are packaged and priced right; Start small, start anywhere, deliver immediate value, and grow; Recommend available compelling IBM Global Financing offerings

5. How could you neutralize the objection "We need to have a data warehouse first before we embark on our Business Intelligence strategy"?

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

Solutions: