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

1. 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) Creating dashboards for Marketing
D) Budget planning in the Office of Finance

2. 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 Performance Management Connector
D) IBM Cognos Express Business Intelligence Connector and IBM Cognos Express Performance Management Connector

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

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, this may be a better fit for the enterprise solution.
B) Show value/cost of doing nothing. Start small, show immediate value, then grow. Use trial to demonstrate ease and value.
C) 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.
D) Look at total cost of ownership (entitlements, IT installation, configuration and programming)

4. 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?

5. What is the first and most important validation step that should be taken with any new opportunity?

A) Determine products
B) Determine competition
C) Determine BANT
D) Determine decision makers

Solutions: