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

1. 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) Recommend entitlement expansion immediately after closing
C) Create a case study based on their successful implementation
D) Create a case study directly after the sale closes

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

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

3. An existing IBM Midmarket customer wants to know how patterns and trends in their data impact their business.
What capability would help them?

A) Performance Management
B) Predictive Analytics
C) Business Intelligence
D) Risk Analytics

4. During a conversation with the Sales Director, you try to uncover areas where your solution could add value in his department. Which question would you ask?

A) How much time do you spend manually aggregating and managing budgets rather than working on strategic initiatives?
B) How do you communicate financial plans and forecasts to other groups in the company such as operations or research and development?
C) Are you able to identify which promotional periods or campaigns were the most productive in converting leads?
D) What happens when you need to combine information from multiple data sources to produce business reports?

5. 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) How does the project impact their jobs
C) What products do they prefer
D) What is their role in the project

Solutions: