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

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

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

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

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

4. What is a common pain point for a Marketing Department?

A) Am I maximizing revenue generation and market growth opportunity through segmentation and route-to-market?
B) How do I maximize retention, optimize staffing mix and attain best practice benchmark benefits?"
C) Am I attaining savings and maintaining infrastructure (computers, databases, networks) required to support growth of our business?
D) Do I fully understand my company's capital structure, ROI, compliance, risk, disclosure and regulatory reporting requirements?

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

Solutions: