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

1. 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) What happens when you need to combine information from multiple data sources to produce business reports?
C) How much time do you spend manually aggregating and managing budgets rather than working on strategic initiatives?
D) Are you able to identify which promotional periods or campaigns were the most productive in converting leads?

2. 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?

3. Which pain point can IBM Midmarket solutions help overcome?

A) The customer has difficulty managing patient records and archiving historical data
B) The customer needs an analytic solution that communicates information across the enterprise
C) The customer is struggling with complex territory to account alignment processes
D) The customer needs to implement and manage group HR policy across multiple companies

4. 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) My team struggles to analyze financial data from profit and loss accounts, cash flow information and balance sheets.
C) I only have a small team and have difficulty servicing all the requests for ERP reports from the business users.
D) I need to better identify opportunities, allocate marketing budget and track marketing campaigns.

5. An existing IBM Midmarket customer has multiple subsidiaries and wants to create a single financial statement. Which IBM product would you recommend?

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

Solutions: