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

1. What is the definition of an IBM sales stage 04 qualified opportunity?

A) An opportunity exists within an organization to either solve a problem or take advantage of an opportunity that either decreases costs, increases revenue, complies with regulations or decreases risk.
B) The customer has funding and will buy something, and is considering multiple sources; uncertainty exists (no solution yet).
C) The customer has been BANT qualified.
D) The organization has funding (budget) or can achieve funding (budget) that is commensurate with the solutions that you provide, has people within the sphere of influence of the sponsor with the authority to buy. and has a compelling point in time when the solution to the issue should be implemented.

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

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

3. At a minimum, what IBM Cognos Express software entitlement(s) does each customer require?

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

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

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

5. An existing IBM Cognos Express Performance Management customer needs self service reporting, visualization capabilities in the form of reports and dashboards to drive decision making. Which solution would provide those capabilities?

A) IBM Cognos Disclosure Management Express
B) IBM Cognos Express Business Intelligence
C) IBM Cognos Insight
D) IBM SPSS Modeler

Solutions: