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

2. 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) Do you have visibility into how your suppliers are impacting your production line efficiency?
C) How do you communicate plans and forecasts to other groups in the company such as operations, research and development and sales?
D) Are business users able to create reports and analyze information or are they reliant on IT for this information?

3. How many IBM sales stages are there?

A) There are 6 (six) stages but in GPP they are considered to be 3 (three) stages
B) There are 11 (eleven) stages but in GPP they are considered to be 6 (six) stages
C) There are 9 (nine) stages but in GPP they are considered to be 4 (four) stages
D) There are 11 (eleven) stages but in GPP they are considered to be 5 (five) stages

4. What would be a good next step to develop the relationship with the customer after the sale?

A) Create a case study based on their successful implementation
B) Recommend entitlement expansion immediately after closing
C) Create a case study directly after the sale closes
D) Offer a blanket discount on future purchases

5. Which entitlement type does a user need to receive a personalized report from IBM Cognos Express?

A) IBM Cognos Express Consumer User
B) IBM Cognos Express Performance Management User
C) IBM Cognos Express Recipient User
D) No entitlement is required

Solutions: