Exam Name: IBM Business Analytics Midmarket Foundational Sales Mastery Test v2
Certification Provider: IBM
Corresponding Certification: Sales Mastery
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IBM M2090-618 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Topic 1: IBM Business Analytics Midmarket Portfolio | 35% | - IBM Cognos Express family overview - IBM Cognos Insight features and use cases - IBM SPSS for midmarket applications - Positioning and differentiators |
| Topic 2: Midmarket Business Analytics Landscape & Trends | 20% | - Market trends and business drivers - Value of analytics for midmarket organizations - Key customer pain points in midmarket |
| Topic 3: Sales Strategy & Value Proposition | 25% | - Identifying qualified opportunities - Articulating business value and ROI - Pricing, packaging and financing options - Overcoming common objections |
| Topic 4: Solution Mapping & Competitive Positioning | 20% | - Matching solutions to customer needs - Competitive differentiation - Upsell and expand scenarios |
IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 Sample Questions:
How many IBM sales stages are there?
- A. There are 9 (nine) stages but in GPP they are considered to be 4 (four) stages
- B. There are 11 (eleven) stages but in GPP they are considered to be 6 (six) stages
- C. There are 6 (six) stages but in GPP they are considered to be 3 (three) stages
- D. There are 11 (eleven) stages but in GPP they are considered to be 5 (five) stages
Correct Answer: B 🗳️
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What is the maximum number of IBM Cognos Express Performance Management users permitted if the customer buys an IBM Cognos Express Performance Management Connector?
- A. 100
- B. 50
- C. 150
- D. No limit
Correct Answer: C 🗳️
What is a common pain point for a Sales Department?
- A. Do I fully understand my company's capital structure. ROI. compliance, risk, disclosure and regulatory reporting requirements?
- B. How do I maximize retention, optimize staffing mix and attain best practice benchmark benefits?
- C. Are my back-office and supply chain infrastructure and processes effective, maximizing profitability?
- D. Am I maximizing revenue generation and market growth opportunity through segmentation and route-to-market?
Correct Answer: D 🗳️
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How could you neutralize the objection "We need to have a data warehouse first before we embark on our Business Intelligence strategy"?
- A. The 64 bit requirement is for the server, not end-users. You will be delighted by the cost/performance metrics of 64 bit machines. RAM is not expensive and 64 bit machines make great use of it.
- B. If the prospect has only a few OLAP cubes, there is a reasonable case to be made to migrate to ICAS (IBM Cognos TM1) as it is a highly rated OLAP server. If they have many heterogeneous OLAP sources, the enterprise solution may be a better fit
- C. If the prospect has only a single other security source, then for small numbers of users it is not difficult to load CAM with the information. Active Directory is the Microsoft standard and will be prevalent in the majority of midsize companies
- D. Why wait? Use the embedded OLAP server and ETL capabilities to get started today.
Correct Answer: D 🗳️
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Your prospect said. "We don't have the resources or expertise in IT to implement this solution". How would you overcome the objection?
- A. Show value/cost of doing nothing. Start small, show immediate value, then grow. Use trial to demonstrate ease and value.
- B. Limited IT skills are required to install and maintain IBM Cognos Express. In addition. Partners can help with building trusted data and initial applications, the system can be owned and operated by a technical business user. Offer partner demos or a partner led try and buy.
- C. Look at total cost of ownership (entitlements, IT installation, configuration and programming)
- D. If the prospect has only a few OLAP cubes, there is a reasonable case to be made to migrate to ICAS (IBM Cognos TM1) as it is a highly rated OLAP server. If they have many heterogeneous OLAP sources, this may be a better fit for the enterprise solution.
Correct Answer: B 🗳️
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