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

1. Within IBM we use BANT to qualify an opportunity. What does BANT stand for?

A) Budget. Acceptance. Necessity. Tactics
B) Budget, Access. Need, Timeline
C) Budget. Affordability, Need. Thought Leadership
D) Budget. Authority, Need. Timeline

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

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

3. What are the 3 (three) key messages for IBM Cognos Express in the Business Analytics Midmarket?

A) Easy to Deploy. Easy to Start. Easy to Use
B) Easy to Buy. Easy to install. Easy to Deploy
C) Easy to Use. Easy to Deploy. Easy to Buy
D) Easy to Install. Easy to Use. Easy to Buy

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

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

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

Solutions: