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

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

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

2. What are the 4 (four) trends shaping the way we live, work and interact?

A) Cloud. Mobile, Security, Data
B) Mobile, Social. Data. Storage
C) Data. Security. Cloud. Social
D) Social, Mobile, Data, Cloud

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

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

4. What is a common pain point for a Marketing Department?

A) How do I maximize retention, optimize staffing mix and attain best practice benchmark benefits?"
B) Am I attaining savings and maintaining infrastructure (computers, databases, networks) required to support growth of our business?
C) Am I maximizing revenue generation and market growth opportunity through segmentation and route-to-market?
D) Do I fully understand my company's capital structure, ROI, compliance, risk, disclosure and regulatory reporting requirements?

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

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

Solutions: