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IBM Exceptional Web Experience Sales Mastery Test v1 Sample Questions:

1. Which is NOT a key element of an Exceptional Web Experience?

A) Trustworthy
B) Portable
C) Engaging
D) Consuming

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

A) IT defers to line of business executives regarding purchasing needsand purchasing decisions.
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 has ultimate decision-making power and should be your onlycontact.

3. What is a key competitive advantage of WebSphere Portal?

A) WebSphere Portal is really just a front-end tool to push IBM's DB2 database
B) WebSphere Portal requires you to use only IBM software causing vendor lock-in
C) WebSphere Portal does not have official support and relies on a loose network of various companies for random updates
D) Because of open standards, WebSphere Portal can integrate any other competing firms information as a content source

4. What is a suggested sales tactic to use when a customer requests a specific point solutionfor their environment, like "just need an iPhone app for my website, that's all"?

A) Show them a demo of all the possibilities that an Exceptional Web Experience can offer them.
B) Start lowering the price of your services and software bid.
C) Refer them to Apple's website.
D) Invite your technical architect to tell them about developing iPhone apps.

5. Which of the following is NOT a recommended entry point when exploring customer opportunities?

A) Product and Service Development concerns aboutoperational effectiveness
B) Human Resources (HR) or Operations concerning employee workforce optimization
C) Marketing focused on deepening client relationships
D) Information Technology (IT) revamping their security protocols

Solutions: