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

1. What would you look for as an indication that an opportunity is ready to close?

A) The customer is BANT qualified
B) The customer indicates the solution being offered balances functionality with affordability
C) The customer has a compelling reason to act
D) The customer has revealed their business pains

2. How would you overcome the objection "IBM is too expensive"?

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

3. When selling into an organization, what do you need to know from each individual on the customer team involved with the project?

A) How does the project impact their jobs
B) What products do they prefer
C) What is their role and individual agenda
D) What is their role in the project

4. Which is an accurate description of the buyers in the Business Analytics Mid market?

A) Buyers in the Midmarket are shifting toward Finance.
B) Buyers in the Midmarket are shifting toward Operations.
C) Buyers in the Midmarket are shifting toward the Line of Business.
D) Buyers in the Midmarket are shifting toward Information Technology.

5. Identify the deployment option that is NOT available to buyers in the IBM Midmarket portfolio.

A) On-premises
B) Mobile
C) Appliance
D) Cloud

Solutions: