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

2. What is the first and most important validation step that should be taken with any new opportunity?

A) Determine BANT
B) Determine decision makers
C) Determine products
D) Determine competition

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

4. 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) Easy, Complete. Priced right
C) Simple, Complete. Affordable
D) Breadth, Depth, Easy to buy

5. The market is shifting to an increased focus on Line of Business buyers. Which shift is NOT happening right now?

A) HR will own and influence over 50% of the of IT budgets
B) IT has a seat at the table to facilitate innovation
C) Marketing will own and influence 50 to 60% of the IT budget
D) Finance will own and influence a high percentage of IT budgets

Solutions: