IBM Business Analytics Midmarket Foundational Sales Mastery Test v2: M2090-618 Exam Premium File as PDF & Test Engine

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IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 Sample Questions:

1. When selling into an organization, what do you need to know from each individual on the customer team involved with the project?

A) What is their role in the project
B) What products do they prefer
C) What is their role and individual agenda
D) How does the project impact their jobs

2. 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) No limit
D) 150

3. Which is the most important question to focus on to address customer need?

A) Are they looking for a Business Analytics product?
B) Are they having specific business pains?
C) Are they using a data warehouse?
D) Are they satisfied with their current Business Intelligence solution?

4. What would you look for as an indication that an opportunity is ready to close?

A) The customer is BANT qualified
B) The customer indicates the solution being offered balances functionality with affordability
C) The customer has a compelling reason to act
D) The customer has revealed their business pains

5. 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) 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.
C) 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.
D) Look at total cost of ownership (entitlements, IT installation, configuration and programming)

Solutions: