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IBM Exceptional Web Experience Sales Mastery Test v1 Sample Questions:

1. Theindustry-focused sites that contain white papers, business value guides, templates, demos and customer case study examples are called:

A) IBM Web Experience Factory
B) Virtual Innovation Center
C) IBM Industry Toolboxes
D) Tivoli Site Minder

2. What is area of concern surrounding Oracle's portal strategy?

A) They specialize only in collaboration-type portals
B) They do not work with PeopleSoft data very effectively
C) They have a large number of portal products in various life-cycle stages
D) They are not willing to lower pricing to get the deal

3. Which statement below is FALSE?

A) SAP tends to focus on intranet portals
B) Tibco tendsto focus on transactional portals
C) IBM WebSphere Portal tends to focus only banking solutions
D) Vignette tends to focus on content portals

4. 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.

5. 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

Solutions: