IBM Sales Mastery M2020-618

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

1. What would be a good next step to develop the relationship with the customer after the sale?

A) Create a case study directly after the sale closes
B) Offer a blanket discount on future purchases
C) Create a case study based on their successful implementation
D) Recommend entitlement expansion immediately after closing

2. A Midmarket customer has a requirement for reporting and budgeting. What connector would you offer?

A) IBM Cognos Express Performance Management Connector
B) IBM Cognos Express Business Intelligence Connector and IBM Cognos Express Performance Management Connector
C) IBM Cognos Express Connector
D) IBM Cognos Express Business Intelligence Connector

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) 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.
B) Show value/cost of doing nothing. Start small, show immediate value, then grow. Use trial to demonstrate ease and value.
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.

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

5. Identify the capability area that is NOT directly contained within IBM's Midmarket portfolio

A) Smarter Commerce
B) Financial Performance Management
C) Predictive Analytics
D) Business Intelligence

Solutions: