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

1. What would you look for as an indication that an opportunity is ready to close?

A) The customer has revealed their business pains
B) The customer indicates the solution being offered balances functionality with affordability
C) The customer is BANT qualified
D) The customer has a compelling reason to act

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

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

4. Within IBM we use BANT to qualify an opportunity. What does BANT stand for?

A) Budget. Authority, Need. Timeline
B) Budget, Access. Need, Timeline
C) Budget. Acceptance. Necessity. Tactics
D) Budget. Affordability, Need. Thought Leadership

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

A) The customer has funding and will buy something, and is considering multiple sources; uncertainty exists (no solution yet).
B) 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.
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.

Solutions: