IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 Sample Questions:
1. 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 and an IBM Cognos Express Connector
C) IBM Cognos Express Administrator
D) IBM Cognos Express Administrator. IBM Cognos Express Connector and IBM Cognos Express Consumer
2. 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) What is their role in the project
C) How does the project impact their jobs
D) What is their role and individual agenda
3. Which one of the following is a key pain point that an IT Manager in the Midmarket is most likely to mention?
A) I have trouble managing my company's compliance, risk, disclosure and regulatory reporting requirements
B) I need to better identify opportunities, allocate marketing budget and track marketing campaigns.
C) I only have a small team and have difficulty servicing all the requests for ERP reports from the business users.
D) My team struggles to analyze financial data from profit and loss accounts, cash flow information and balance sheets.
4. During a conversation with the Sales Director, you try to uncover areas where your solution could add value in his department. Which question would you ask?
A) How do you communicate financial plans and forecasts to other groups in the company such as operations or research and development?
B) Are you able to identify which promotional periods or campaigns were the most productive in converting leads?
C) What happens when you need to combine information from multiple data sources to produce business reports?
D) How much time do you spend manually aggregating and managing budgets rather than working on strategic initiatives?
5. You are in a meeting with the VP of Finance. Which would be a high yield question to ask?
A) Can you tell me how you track the daily volume of your call centers by region and service center?
B) Are business users able to create reports and analyze information or are they reliant on IT for this information?
C) How do you communicate plans and forecasts to other groups in the company such as operations, research and development and sales?
D) Do you have visibility into how your suppliers are impacting your production line efficiency?
Solutions:
| Question # 1 Answer: A | Question # 2 Answer: B | Question # 3 Answer: C | Question # 4 Answer: A | Question # 5 Answer: B |
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