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NORTH AMERICAN SALES APPLICANT TEST

Instructions:

This test is given to every Sales Rep prior to employment. The objective is to determine your general knowledge and communications skills. While there is no time limit, it should take around an hour. Several of the questions do not have a right or wrong answer, but ask for your opinion. Others require a more specific answer. The interview process at IB is taken very seriously. This is simply another step to gathering information to help determine the candidates with the right fit and help insure our mutual success. Please insure that your answers are written in a paragraph format. We thank you in advance for discussing employment with IB and wish you success with this exercise.

NAME:____________________________________________________

1.Match the primary operating system for each of the following platforms:

2.What are Information Builders key products and markets:

3.Who are Information Builders’ competitors?

4.What is Business Intelligence and why is it important?

5. Identify two non-relational (legacy) and two relational DBMS’s:

5.What are the ‘advantages’ of a relational database system? Disadvantages?

7. What is a data warehouse and the benefits it provides to an organization?

8. Give an example of heterogeneous data in the enterprise:

9. Define Middleware. Why is it important?

6.What is a Virtual Image and how is it used?

11. What is a Dashboard?

12. Identify the following Buzzwords:

7.Do you have a home PC? If so, What PC products do you use? Provide a brief description of the kind of PC you have, the model, how much memory, the operating system, etc. :

8.Explain the infrastructure you would implement if you were a CIO of a Fortune 500 Company:

9.List 5 questions to qualify a prospect as being a potential customer:

10.What Trade publications, Web Sites or News Alerts do you read?

17. What analyst company do you feel impacts the market most? Why?

18. If a prospect reached out to you to do a trial evaluation of you software solution, please describe how you would handle this scenario: _______________________________________________________________________________

19. What would your top reference say is your leading asset you bring to the selling process?

20. What would your top reference say is your recommended area to improve upon in your selling process?

21. Think about a recent successful deal you closed and describe below (briefly) your process, the steps you personally took to make it successful.

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Confidential

DATE \@ "M/d/yy" 12/14/10

For Internal Use Only