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

1. Your prospect said. "We don't have the resources or expertise in IT to implement this solution". How would you overcome the objection?

A) Limited IT skills are required to install and maintain IBM Cognos Express. In addition. Partners can help with building trusted data and initial applications, the system can be owned and operated by a technical business user. Offer partner demos or a partner led try and buy.
B) Look at total cost of ownership (entitlements, IT installation, configuration and programming)
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, this may be a better fit for the enterprise solution.
D) Show value/cost of doing nothing. Start small, show immediate value, then grow. Use trial to demonstrate ease and value.

2. What are the 3 (three) key messages for the overall Business Analytics Midmarket value proposition?

A) Easy to use. Simple to install. Priced right
B) Easy, Complete. Priced right
C) Breadth, Depth, Easy to buy
D) Simple, Complete. Affordable

3. You are in a meeting with the VP of Finance. Which would be a high yield question to ask?

A) How do you communicate plans and forecasts to other groups in the company such as operations, research and development and sales?
B) Can you tell me how you track the daily volume of your call centers by region and service center?
C) Are business users able to create reports and analyze information or are they reliant on IT for this information?
D) Do you have visibility into how your suppliers are impacting your production line efficiency?

4. What are the 4 (four) trends shaping the way we live, work and interact?

A) Data. Security. Cloud. Social
B) Cloud. Mobile, Security, Data
C) Social, Mobile, Data, Cloud
D) Mobile, Social. Data. Storage

5. Which is the most important question to focus on to address customer need?

A) Are they having specific business pains?
B) Are they satisfied with their current Business Intelligence solution?
C) Are they using a data warehouse?
D) Are they looking for a Business Analytics product?

Solutions: