IBM M2090-618 : IBM Business Analytics Midmarket Foundational Sales Mastery Test v2

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

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

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

3. What is a common pain point for a Marketing Department?

A) Am I maximizing revenue generation and market growth opportunity through segmentation and route-to-market?
B) Do I fully understand my company's capital structure, ROI, compliance, risk, disclosure and regulatory reporting requirements?
C) How do I maximize retention, optimize staffing mix and attain best practice benchmark benefits?"
D) Am I attaining savings and maintaining infrastructure (computers, databases, networks) required to support growth of our business?

4. How could you neutralize the objection "We need to have a data warehouse first before we embark on our Business Intelligence strategy"?

A) Why wait? Use the embedded OLAP server and ETL capabilities to get started today.
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, the enterprise solution may be a better fit
C) The 64 bit requirement is for the server, not end-users. You will be delighted by the cost/performance metrics of 64 bit machines. RAM is not expensive and 64 bit machines make great use of it.
D) If the prospect has only a single other security source, then for small numbers of users it is not difficult to load CAM with the information. Active Directory is the Microsoft standard and will be prevalent in the majority of midsize companies

5. What is the first and most important validation step that should be taken with any new opportunity?

A) Determine competition
B) Determine decision makers
C) Determine BANT
D) Determine products

Solutions: