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IBM Business Analytics Performance Management Sales Mastery Test v2 Sample Questions:

1. A sales representative has just secured a meeting with the CFO. What should the sales representative focus on in their opener in order to receive the most positive reaction?

A) The turbulent economic climate
B) The business value that IBM's Business Analytics FPM solutions can deliver to the company
C) A specific capability of IBM's Business Analytics FPM solutions
D) The benefit provided by a specific capability of IBM's Business Analytics FPM solutions

2. What is the initial objective when laying the groundwork for an opportunity to sell IBM's Business Analytics FPM solutions?

A) Getting into the office of IT
B) Meeting with the CIO directly
C) Getting into the office of finance
D) Meeting only with the CFO

3. Which statement is true about the IT department as an entry point for selling IBM's Business Analytics FPM solutions?

A) IT is targeted by the fewest competitors
B) IT will most likely own the planning process.
C) IT will probably be in charge of evaluating software solutions for the organization
D) IT is often unaware that a planning product exists for their department.

4. What is one of the major difficulties today's companies are facing in the area of financial planning and analytics?

A) Lack of talent in finance departments
B) Access to financial data sources
C) Too much effort spent maintaining budgets and forecasts
D) Incomplete functionality for complex global financial consolidation

5. Which question will yield the best results when selling IBM's Business Analytics FPM solutions to the CFO of an organization?

A) Do you believe your financial business model properly reflects your key business drivers?
B) Are you looking to leverage your existing infrastructure and reduce your team's workload?
C) Are you manually revising spreadsheets on a frequent basis?
D) Are you able to review your forecasted financial early enough to make course corrections?

Solutions: