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

1. Identify the scenario where IBM Cognos Express will NOT be the correct choice:

A) Budget planning in the Office of Finance
B) Bursting statements to thousands of customers
C) Creating dashboards for Marketing
D) Reporting on inventory levels

2. What is a common pain point for a Finance Department?

A) Am I attaining savings and maintaining infrastructure (computers, databases, networks) required to support growth of our business?
B) How do I maximize retention, optimize staffing mix and attain best practice benchmark benefits?
C) How do I improve performance, profitability and grow my business?
D) Do I fully understand my company's cash flow, ROI, compliance, risk, disclosure and regulatory reporting requirements?

3. 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) How does the project impact their jobs
D) What is their role in the project

4. Which one of the following is a key pain point that an IT Manager in the Midmarket is most likely to mention?

A) I have trouble managing my company's compliance, risk, disclosure and regulatory reporting requirements
B) I only have a small team and have difficulty servicing all the requests for ERP reports from the business users.
C) My team struggles to analyze financial data from profit and loss accounts, cash flow information and balance sheets.
D) I need to better identify opportunities, allocate marketing budget and track marketing campaigns.

5. What would be a good next step to develop the relationship with the customer after the sale?

A) Offer a blanket discount on future purchases
B) Create a case study based on their successful implementation
C) Create a case study directly after the sale closes
D) Recommend entitlement expansion immediately after closing

Solutions: