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IBM M2090-618 Exam Syllabus Topics:

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

Question 1

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

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

Question 2

The market is shifting to an increased focus on Line of Business buyers. Which shift is NOT happening right now?

A. IT has a seat at the table to facilitate innovation
B. Marketing will own and influence 50 to 60% of the IT budget
C. HR will own and influence over 50% of the of IT budgets
D. Finance will own and influence a high percentage of IT budgets

Question 3

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)

Question 4

Within IBM we use BANT to qualify an opportunity. What does BANT stand for?

A. Budget, Access. Need, Timeline
B. Budget. Affordability, Need. Thought Leadership
C. Budget. Authority, Need. Timeline
D. Budget. Acceptance. Necessity. Tactics

Question 5

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?

A. IBM Cognos Disclosure Management Express
B. IBM SPSS Modeler Premium
C. IBM Cognos Controller Express
D. IBM Cognos Express

Solutions: