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

1. Identify the scenario where IBM Cognos Express will NOT be the correct choice:

A) Bursting statements to thousands of customers
B) Budget planning in the Office of Finance
C) Creating dashboards for Marketing
D) Reporting on inventory levels

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

3. What is the definition of an IBM sales stage 04 qualified opportunity?

A) The customer has been BANT qualified.
B) The customer has funding and will buy something, and is considering multiple sources; uncertainty exists (no solution yet).
C) The organization has funding (budget) or can achieve funding (budget) that is commensurate with the solutions that you provide, has people within the sphere of influence of the sponsor with the authority to buy. and has a compelling point in time when the solution to the issue should be implemented.
D) An opportunity exists within an organization to either solve a problem or take advantage of an opportunity that either decreases costs, increases revenue, complies with regulations or decreases risk.

4. An existing IBM Midmarket customer wants to create reports consisting of existing data along with supporting text that adds context to the data. What capability would help them?

A) IBM Cognos Disclosure Management Express
B) IBM SPSS Modeler Premium
C) IBM Cognos Controller Express
D) IBM Cognos Express

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

A) IBM Cognos Express Administrator
B) IBM Cognos Express Connector and one of the user roles
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

Solutions: