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

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

A) IBM Cognos Express Administrator. IBM Cognos Express Connector and IBM Cognos Express Consumer
B) IBM Cognos Express Connector and one of the user roles
C) IBM Cognos Express Administrator
D) IBM Cognos Express Administrator and an IBM Cognos Express Connector

2. What is the software growth opportunity in the Business Analytics Midmarket?

A) The Midmarket has not grown year over year
B) The Midmarket is growing faster than the overall Business Analytics software market
C) The Midmarket is growing slower than the overall Business Analytics software market
D) The Midmarket is growing on par with the overall Business Analytics software market

3. An existing IBM Cognos Express Performance Management customer needs self service reporting, visualization capabilities in the form of reports and dashboards to drive decision making. Which solution would provide those capabilities?

A) IBM Cognos Express Business Intelligence
B) IBM SPSS Modeler
C) IBM Cognos Insight
D) IBM Cognos Disclosure Management Express

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

A) The customer has been BANT qualified.
B) 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.
C) The customer has funding and will buy something, and is considering multiple sources; uncertainty exists (no solution yet).
D) 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.

5. Your prospect said. "We don't have the resources or expertise in IT to implement this solution". How would you overcome the objection?

A) Look at total cost of ownership (entitlements, IT installation, configuration and programming)
B) 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.
C) Show value/cost of doing nothing. Start small, show immediate value, then grow. Use trial to demonstrate ease and value.
D) 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.

Solutions:

Question # 1 Answer: B

Question # 2 Answer: B

Question # 3 Answer: A

Question # 4 Answer: D

Question # 5 Answer: D