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IBM Exceptional Web Experience Sales Mastery Test v1 Sample Questions:

1. Which of the following is NOT a benefit of a NOW engagement?

A) Methodology is backed by IBM.
B) Customers get up and runningquickly to see the value of an Exceptional Web Experience.
C) The IBM Business Partner who installed the NOW engagement will probably be chosen when customer wants to expand solution.
D) Only available from ISSL (IBM Software Solutions for Lotus).

2. Which approach does IBM recommend for customers in deliveringtheir Exceptional Web Experience to mobile devices?

A) Native only - develop a new app to make use of each new phone's native features
B) Hybrid - use both web and native components to use native device features and utilize the browser interface to deliver content
C) Browser based web applications -- use device browser to display content
D) Develop only for iPhone since it is the market leader

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

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

4. What is the name of the interactive prospecting tool that you can take your customers through to get a sense of what they need toimprove on to become a social business?

A) Lotus Greenhouse
B) IBM Smarter Planet
C) ICAT (IBM Collaboration Assessment Tool)
D) WebSphere Portal Zone

5. If IBM's research and analysis shows that IT has little influence in software purchase decisions, what is the best approach forIBM Business Partner sellers?

A) Ignore IT and sell directly to the CEO.
B) Keep IT informed but make sure key business stake holders in other roles are involved.
C) Continue to utilize IT as your only contact for the customer.
D) Recommend to the customer that IT be outsourced.

Solutions: