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IBM M2020-618 Exam Syllabus Topics:
| Section | Objectives |
|---|---|
| Topic 1: Midmarket Positioning and Sales Approach | - Understanding midmarket customer needs and buying drivers - IBM sales methodology and solution positioning |
| Topic 2: Competitive Positioning | - Common objection handling scenarios - Differentiation of IBM analytics vs competing BI platforms |
| Topic 3: IBM Business Analytics Portfolio Overview | - IBM analytics and data platform overview for midmarket customers - Key value propositions of IBM Business Analytics solutions |
| Topic 4: Customer Use Cases and Value Messaging | - Reporting, dashboarding, and business intelligence use cases - Forecasting and planning scenarios for midmarket organizations |
| Topic 5: IBM Analytics Solutions Overview | - IBM SPSS and predictive analytics basics - IBM Planning Analytics overview - IBM Cognos Analytics overview and capabilities |
IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 Sample Questions:
1. How many IBM sales stages are there?
A) There are 6 (six) stages but in GPP they are considered to be 3 (three) stages
B) There are 11 (eleven) stages but in GPP they are considered to be 6 (six) stages
C) There are 11 (eleven) stages but in GPP they are considered to be 5 (five) stages
D) There are 9 (nine) stages but in GPP they are considered to be 4 (four) stages
2. Which is the most important question to focus on to address customer need?
A) Are they using a data warehouse?
B) Are they satisfied with their current Business Intelligence solution?
C) Are they having specific business pains?
D) Are they looking for a Business Analytics product?
3. 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?
A) IBM Cognos Insight
B) IBM Cognos Express Business Intelligence
C) IBM SPSS Modeler
D) IBM Cognos Disclosure Management Express
4. An existing IBM Midmarket customer would like to grow beyond 100 IBM Cognos Express users. What do they need to buy?
A) Entitlements for IBM Cognos Disclosure Management Express
B) Entitlements for additional IBM Cognos Express users
C) A trade up to entitlements of IBM Cognos TM1 and or IBM Cognos Business Intelligence
D) Entitlements for IBM Cognos Insight
5. What are the 4 (four) trends shaping the way we live, work and interact?
A) Mobile, Social. Data. Storage
B) Data. Security. Cloud. Social
C) Cloud. Mobile, Security, Data
D) Social, Mobile, Data, Cloud
Solutions:
| Question # 1 Answer: B | Question # 2 Answer: C | Question # 3 Answer: B | Question # 4 Answer: D | Question # 5 Answer: D |
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