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

1. Which is an accurate description of the buyers in the Business Analytics Mid market?

A) Buyers in the Midmarket are shifting toward Information Technology.
B) Buyers in the Midmarket are shifting toward Operations.
C) Buyers in the Midmarket are shifting toward Finance.
D) Buyers in the Midmarket are shifting toward the Line of Business.

2. What is a common pain point for a Sales Department?

A) Am I maximizing revenue generation and market growth opportunity through segmentation and route-to-market?
B) Do I fully understand my company's capital structure. ROI. compliance, risk, disclosure and regulatory reporting requirements?
C) How do I maximize retention, optimize staffing mix and attain best practice benchmark benefits?
D) Are my back-office and supply chain infrastructure and processes effective, maximizing profitability?

3. Which is the most important question to focus on to address customer need?

A) Are they satisfied with their current Business Intelligence solution?
B) Are they looking for a Business Analytics product?
C) Are they having specific business pains?
D) Are they using a data warehouse?

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. How could you neutralize the objection "We need to have a data warehouse first before we embark on our Business Intelligence strategy"?

A) Why wait? Use the embedded OLAP server and ETL capabilities to get started today.
B) 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
C) 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.
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, the enterprise solution may be a better fit

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