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

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

A) Do I fully understand my company's cash flow, ROI, compliance, risk, disclosure and regulatory reporting requirements?
B) How do I improve performance, profitability and grow my business?
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?

2. An existing IBM Midmarket customer has multiple subsidiaries and wants to create a single financial statement. Which IBM product would you recommend?

A) IBM Cognos Disclosure Management Express
B) IBM Cognos Express
C) IBM SPSS Statistics
D) IBM Cognos Controller Express

3. What are the 3 (three) key messages for the overall Business Analytics Midmarket value proposition?

A) Easy, Complete. Priced right
B) Breadth, Depth, Easy to buy
C) Simple, Complete. Affordable
D) Easy to use. Simple to install. Priced right

4. A Midmarket customer has a requirement for reporting and budgeting. What connector would you offer?

A) IBM Cognos Express Connector
B) IBM Cognos Express Business Intelligence Connector
C) IBM Cognos Express Business Intelligence Connector and IBM Cognos Express Performance Management Connector
D) IBM Cognos Express Performance Management Connector

5. Your prospect said. "We don't have the resources or expertise in IT to implement this solution". How would you overcome the objection?

A) Limited IT skills are required to install and maintain IBM Cognos Express. In addition. Partners can help with building trusted data and initial applications, the system can be owned and operated by a technical business user. Offer partner demos or a partner led try and buy.
B) Show value/cost of doing nothing. Start small, show immediate value, then grow. Use trial to demonstrate ease and value.
C) 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, this may be a better fit for the enterprise solution.
D) Look at total cost of ownership (entitlements, IT installation, configuration and programming)

Solutions: