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IBM Sales Foundations for IBM Security V1 Sample Questions:

1. In what way can the seller benefit from bringing IBM Global Financing into a deal early, in the sales cycle?

A) The seller can change a large upfront payment into an easily budgeted item, reducing pressure to discount.
B) IBM's financing options help clients dispose of old IT equipment, freeing up space and budget for new acquisitions.
C) The seller can simplify the client's budget management by matching payments to project costs.
D) The seller can sell more to the client if the client avoids technology obsolescence.

2. What is one way that IBM Security drives innovation and disruption in the security market?

A) By focusing on encryption.
B) By investing in cognitive analytics.
C) By investing in perimeter controls.
D) By focusing on on-premise solutions.

3. How should a seller respond to a prospect who says that many companies sell security solutions, and who asks
"Why should I buy from IBM?".

A) Do not underestimate the ability of hackers to find and exploit vulnerabilities.
B) IBM has the best security products on the market.
C) IBM offers better discounts than its competitors, enabling companies to save more money.
D) IBM has an integrated portfolio of security products, while most other companies offer only point solutions.

4. One of the most important use cases in the IBM Information, Risk and Protection (IRP) domain is protecting your clients "crown jewels" or "most critical assets". What does this refer to?

A) Employees
B) Applications
C) Data
D) Endpoints

Solutions: