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

1. You are in a meeting with the VP of Finance. Which would be a high yield question to ask?

A) Do you have visibility into how your suppliers are impacting your production line efficiency?
B) How do you communicate plans and forecasts to other groups in the company such as operations, research and development and sales?
C) Can you tell me how you track the daily volume of your call centers by region and service center?
D) Are business users able to create reports and analyze information or are they reliant on IT for this information?

2. Identify the scenario where IBM Cognos Express will NOT be the correct choice:

A) Bursting statements to thousands of customers
B) Budget planning in the Office of Finance
C) Reporting on inventory levels
D) Creating dashboards for Marketing

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

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

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

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) Look at total cost of ownership (entitlements, IT installation, configuration and programming)
D) 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.

Solutions: