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

2. A Midmarket customer has a requirement for reporting and budgeting. What connector would you offer?

A) IBM Cognos Express Business Intelligence Connector and IBM Cognos Express Performance Management Connector
B) IBM Cognos Express Connector
C) IBM Cognos Express Business Intelligence Connector
D) IBM Cognos Express Performance Management Connector

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

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

4. The market is shifting to an increased focus on Line of Business buyers. Which shift is NOT happening right now?

A) IT has a seat at the table to facilitate innovation
B) Finance will own and influence a high percentage of IT budgets
C) HR will own and influence over 50% of the of IT budgets
D) Marketing will own and influence 50 to 60% of the IT budget

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) 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) 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
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

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