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

1. Identify the offering that is NOT a part of the IBM Midmarket portfolio:

A) IBM Social Media Analytics
B) IBM Cognos Express
C) IBM SPSS Data Collection
D) IBM SPSS Modeler

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. When selling into an organization, what do you need to know from each individual on the customer team involved with the project?

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

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

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

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

A) 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
B) 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.
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) Why wait? Use the embedded OLAP server and ETL capabilities to get started today.

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