Exam Name: IBM Business Analytics Midmarket Foundational Sales Mastery Test v2
Certification Provider: IBM
Corresponding Certification: Sales Mastery
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IBM M2020-618 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Sales Strategy & Value Proposition | 25% | - Overcoming common objections - Articulating business value and ROI - Pricing, packaging and financing options - Identifying qualified opportunities |
| Topic 2: IBM Business Analytics Midmarket Portfolio | 35% | - Positioning and differentiators - IBM Cognos Insight features and use cases - IBM Cognos Express family overview - IBM SPSS for midmarket applications |
| Topic 3: Solution Mapping & Competitive Positioning | 20% | - Upsell and expand scenarios - Competitive differentiation - Matching solutions to customer needs |
| Topic 4: Midmarket Business Analytics Landscape & Trends | 20% | - Market trends and business drivers - Value of analytics for midmarket organizations - Key customer pain points in midmarket |
IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 Sample Questions:
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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A sales organization believes low sales value = low service value. What could you say to overcome that objection?
- A. Compared to IBM Cognos Business Intelligence. Midmarket solutions have a lower cost of entry while retaining similar services revenue opportunities
- B. Stress the "Easy to Buy" Midmarket message, the products are packaged and priced right; Start small, start anywhere, deliver immediate value, and grow; Recommend available compelling IBM Global Financing offerings
- C. Smooth glide path to the Enterprise solution
- D. Start small, show immediate value then grow; Use trial to demonstrate ease and value; Show how they can leverage Excel skills
Correct Answer: D 🗳️
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An existing IBM Midmarket customer has multiple subsidiaries and wants to create a single financial statement. Which IBM product would you recommend?
- A. IBM Cognos Controller Express
- B. IBM Cognos Express
- C. IBM SPSS Statistics
- D. IBM Cognos Disclosure Management Express
Correct Answer: B 🗳️
Which pain point can IBM Midmarket solutions help overcome?
- A. The customer is struggling with complex territory to account alignment processes
- B. The customer has difficulty managing patient records and archiving historical data
- C. The customer needs to implement and manage group HR policy across multiple companies
- D. The customer needs an analytic solution that communicates information across the enterprise
Correct Answer: D 🗳️
You are in a meeting with the VP of Finance. Which would be a high yield question to ask?
- A. Do you have visibility into how your suppliers are impacting your production line efficiency?
- B. Can you tell me how you track the daily volume of your call centers by region and service center?
- C. How do you communicate plans and forecasts to other groups in the company such as operations, research and development and sales?
- D. Are business users able to create reports and analyze information or are they reliant on IT for this information?
Correct Answer: D 🗳️
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