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

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

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

2. You are in a meeting with the VP of Finance. Which would be a high yield question to ask?

A) Can you tell me how you track the daily volume of your call centers by region and service center?
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) Are business users able to create reports and analyze information or are they reliant on IT for this information?

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

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

4. How many IBM sales stages are there?

A) There are 9 (nine) stages but in GPP they are considered to be 4 (four) stages
B) There are 11 (eleven) stages but in GPP they are considered to be 5 (five) stages
C) There are 6 (six) stages but in GPP they are considered to be 3 (three) stages
D) There are 11 (eleven) stages but in GPP they are considered to be 6 (six) stages

5. Which entitlement type does a user need to receive a personalized report from IBM Cognos Express?

A) IBM Cognos Express Consumer User
B) IBM Cognos Express Recipient User
C) No entitlement is required
D) IBM Cognos Express Performance Management User

Solutions: