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

1. According to studies by IBM and Gartner, which agenda item is assigned the highest priority by Chief Information Officers (CIOs)?

A) Compliance
B) Mobility solutions
C) Risk management
D) Business analytics

2. In addition to Incentive Compensation Management and Territory Management, which activities can be accomplished with IBM's Business Analytics SPM Solutions?

A) A Channel Management and Quota Planning
B) Customer Relationship Management and Sales Forecasting
C) Customer Relationship Management and Channel Management
D) Sales Forecasting and Quota Planning

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

4. A sales representative has just secured a meeting with a manager in the CFO's office. What tactic should they avoid for this initial meeting?

A) Be a strategic resource.
B) Focus on the customer.
C) Focus on the sale.
D) Be credible.

5. A customer has expressed concern that existing narrative reports are leading to decisions that are made on incomplete or inaccurate information. What aspects of IBM's Disclosure Management solutions directly address their lack of confidence?

A) Improve controls and governance across global finance organization
B) Integration with Microsoft Excel, Microsoft Word and Microsoft PowerPoint
C) Security and access control
D) Accelerate and streamline last mile' activities

Solutions: