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

1. What is the first and most important validation step that should be taken with any new opportunity?

A) Determine competition
B) Determine products
C) Determine decision makers
D) Determine BANT

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

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

3. Within IBM we use BANT to qualify an opportunity. What does BANT stand for?

A) Budget. Authority, Need. Timeline
B) Budget, Access. Need, Timeline
C) Budget. Affordability, Need. Thought Leadership
D) Budget. Acceptance. Necessity. Tactics

4. 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) Show value/cost of doing nothing. Start small, show immediate value, then grow. Use trial to demonstrate ease and value.
C) Look at total cost of ownership (entitlements, IT installation, configuration and programming)
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, this may be a better fit for the enterprise solution.

5. The market is shifting to an increased focus on Line of Business buyers. Which shift is NOT happening right now?

A) IT has a seat at the table to facilitate innovation
B) HR will own and influence over 50% of the of IT budgets
C) Marketing will own and influence 50 to 60% of the IT budget
D) Finance will own and influence a high percentage of IT budgets

Solutions: