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

1. 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?

2. What are the 3 (three) key messages for the overall Business Analytics Midmarket value proposition?

A) Easy to use. Simple to install. Priced right
B) Breadth, Depth, Easy to buy
C) Easy, Complete. Priced right
D) Simple, Complete. Affordable

3. 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?

4. How could you neutralize the objection "We need to have a data warehouse first before we embark on our Business Intelligence strategy"?

A) Why wait? Use the embedded OLAP server and ETL capabilities to get started today.
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, the enterprise solution may be a better fit
C) If the prospect has only a single other security source, then for small numbers of users it is not difficult to load CAM with the information. Active Directory is the Microsoft standard and will be prevalent in the majority of midsize companies
D) The 64 bit requirement is for the server, not end-users. You will be delighted by the cost/performance metrics of 64 bit machines. RAM is not expensive and 64 bit machines make great use of it.

5. Identify the capability area that is NOT directly contained within IBM's Midmarket portfolio

A) Predictive Analytics
B) Smarter Commerce
C) Business Intelligence
D) Financial Performance Management

Solutions: