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IBM Exceptional Web Experience Sales Mastery Test v1 Sample Questions:

1. What do IBM's selling tools and research frequently point out about the importance of IT in software purchase decision making?

A) IT has little to no influence on purchase needs nor purchase decisions.
B) IT defers to line of business executives regarding purchasing needsand purchasing decisions.
C) IT has a significant influence on purchase needs, but little impact on actual purchase
decisions.
D) IT has ultimate decision-making power and should be your onlycontact.

2. What is a suggested sales tactic to use when a customer requests a specific point solutionfor their environment, like "just need an iPhone app for my website, that's all"?

A) Start lowering the price of your services and software bid.
B) Refer them to Apple's website.
C) Show them a demo of all the possibilities that an Exceptional Web Experience can offer them.
D) Invite your technical architect to tell them about developing iPhone apps.

3. What is Project Northstar?

A) Program to redirect customers' Microsoft licensing fees to IBM Collaboration Solutions products
B) One of the new Industry Templates for WebSphere Portal
C) The ability to display information from widgets and feeds to combine on a screen
D) WebSphere Portal's future product vision for leveragingkey technologies to enhance the Exceptional Web Experience

4. Which of the following is NOT a benefit of a NOW engagement?

A) Only available from ISSL (IBM Software Solutions for Lotus).
B) Customers get up and runningquickly to see the value of an Exceptional Web Experience.
C) The IBM Business Partner who installed the NOW engagement will probably be chosen when customer wants to expand solution.
D) Methodology is backed by IBM.

5. Regarding the 4 types of customer buying groups, which has the least influence over making the purchase decision?

A) Primarily Customer-Facing Group
B) Primarily Executive Office
C) Primarily IT
D) A team of IT and Customer-facing groups

Solutions: