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IBM ECM Information Lifecycle Governance Sales Mastery Test v1 Sample Questions:

1. To whom is disposal of information most critical to?

A) Chief Information Officer (CIO)
B) Records Manager (RM)
C) General Counsel (GC)
D) Chief Executive Officer (CEO)

2. Getting executive sponsorship is the key to starting the sales cycle. For item ILG, the key buyer to begin with is the_____________.

A) Chief Financial Officer (CFO)
B) Chief Information Officer (CIO)
C) General Counsel (GC)
D) Chief Executive Officer (CEO)

3. Which of these statements IS NOT true for HP/Autonomy's archiving solution:

A) delivers a comprehensive archiving approach across disparate data sources /types.
B) addresses structured data.
C) A and C
D) delivers defensible disposal of information.
E) provides a unified, integrated platform for its 4 systems for records and holds management.

4. When prospecting for IBM's Records and Retention Management solution, which of the following statements is NOT correct?

A) You don't have to invent a pain point or convince the buyer they have it.
B) The problem and pain points will vary from company to company so you won't be able to predict the value.
C) The solution is repeatable, compelling and competitive so you can close and repeat quickly through your territory.
D) There is a specific, identifiable buyer that you can find in most companies.

Solutions: