M2020-618 - IBM Business Analytics Midmarket Foundational Sales Mastery Test v2

Go back to IBM

Example Questions

What would you look for as an indication that an opportunity is ready to close? A sales organization believes low sales value = low service value. What could you say to overcome that objection? An existing IBM Cognos Express Performance Management customer needs self service reporting, visualization capabilities in the form of reports and dashboards to drive decision making. Which solution would provide those capabilities? You are in a meeting with the VP of Finance. Which would be a high yield question to ask? Identify the scenario where IBM Cognos Express will NOT be the correct choice: Where do Partner leads need to be registered to earn the Midmarket incentive? An existing IBM Midmarket customer wants to create reports consisting of existing data along with supporting text that adds context to the data. What capability would help them? Where can you find specific Business Analytics Midmarket customer success stories? Which entitlement type does a user need to receive a personalized report from IBM Cognos Express? How many IBM sales stages are there? What are the 3 (three) key messages for the overall Business Analytics Midmarket value proposition? Which is an accurate description of the buyers in the Business Analytics Mid market? What is a common pain point for a Sales Department? What are the top 2 (two) functional objectives identified by organizations with active big data pilots or implementations? An existing IBM Midmarket customer wants to know how patterns and trends in their data impact their business. What capability would help them? How could you neutralize the objection "We need to have a data warehouse first before we embark on our Business Intelligence strategy"? A Midmarket customer has a requirement for reporting and budgeting. What connector would you offer? Which is the most important question to focus on to address customer need? How would you overcome the objection "IBM is too expensive"? Identify the deployment option that is NOT available to buyers in the IBM Midmarket portfolio. What is the definition of an IBM sales stage 04 qualified opportunity? When selling into an organization, what do you need to know from each individual on the customer team involved with the project? What would be a good next step to develop the relationship with the customer after the sale? Identify the capability area that is NOT directly contained within IBM's Midmarket portfolio The market is shifting to an increased focus on Line of Business buyers. Which shift is NOT happening right now? Which one of the following is a key pain point that an IT Manager in the Midmarket is most likely to mention? Your prospect said. "We don't have the resources or expertise in IT to implement this solution". How would you overcome the objection? What are the 4 (four) trends shaping the way we live, work and interact? What are the 3 (three) key messages for IBM Cognos Express in the Business Analytics Midmarket? At a minimum, what IBM Cognos Express software entitlement(s) does each customer require? Within IBM we use BANT to qualify an opportunity. What does BANT stand for? During a conversation with the Sales Director, you try to uncover areas where your solution could add value in his department. Which question would you ask? What is the maximum number of IBM Cognos Express Performance Management users permitted if the customer buys an IBM Cognos Express Performance Management Connector? What is the software growth opportunity in the Business Analytics Midmarket? Which pain point can IBM Midmarket solutions help overcome? What is the first and most important validation step that should be taken with any new opportunity? An existing IBM Midmarket customer would like to grow beyond 100 IBM Cognos Express users. What do they need to buy? What is a common pain point for a Marketing Department? Identify the offering that is NOT a part of the IBM Midmarket portfolio: An existing IBM Midmarket customer has multiple subsidiaries and wants to create a single financial statement. Which IBM product would you recommend? What is a common pain point for a Finance Department?