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IBM Exceptional Web Experience Sales Mastery Test v1 Sample Questions:

1. What do IBM's selling tools and research frequently point out about the importance of IT in software purchase decision making?

A) IT has ultimate decision-making power and should be your onlycontact.
B) IT has a significant influence on purchase needs, but little impact on actual purchase
decisions.
C) IT has little to no influence on purchase needs nor purchase decisions.
D) IT defers to line of business executives regarding purchasing needsand purchasing decisions.

2. Regarding the 4 types of customer buying groups, which has the least influence over making the purchase decision?

A) Primarily Customer-Facing Group
B) A team of IT and Customer-facing groups
C) Primarily Executive Office
D) Primarily IT

3. By utilizing IBM Mobile Portal Accelerator customers can extend their WebSphere Portal experience to which devices?

A) iPhone and iPad devices only
B) BlackBerry devices only
C) Nokia devices only
D) Virtually any mobile device (over 7000 devices)

4. What would NOT be a recommended next step to prepare for a customer call to sell Exceptional Web Experience?

A) Prepare a proposal that shows thebusiness value from the very beginning
B) Take advantage of the links, the references, the resources that IBM has to offer to build your proposal
C) Utilize a telemarketingscript to cold call customer lists
D) Make sure you're engaging with the right department, the actual decision makers

5. Which is NOT an offering of WebSphere Portal?

A) WebSphere Portal Enable
B) WebSphere Portal Express
C) WebSphere Portal Extend
D) WebSphere Portal Exceptional

Solutions: