IBM M2090-618

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

1. Where can you find specific Business Analytics Midmarket customer success stories?

A) IBM.com Website
B) DeveloperWorks
C) AnalyticsZone.com website
D) Customer Reference Database

2. What are the 3 (three) key messages for the overall Business Analytics Midmarket value proposition?

A) Breadth, Depth, Easy to buy
B) Simple, Complete. Affordable
C) Easy to use. Simple to install. Priced right
D) Easy, Complete. Priced right

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

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

4. How would you overcome the objection "IBM is too expensive"?

A) Start small, show immediate value then grow. Use trial to demonstrate ease and value. Demonstrate how they can leverage Excel skills
B) Stress the "Easy to Buy" message; the products are packaged and priced right. Start small, start anywhere, deliver immediate value, and grow. Investigate the availability of compelling IBM Global Financing offerings
C) Limited IT skills are required for Express to be installed and maintained; no coding required. Partners can help with building trusted data and initial applications and the system can be owned and operated by a technical business user. Offer the Partner demos or a Partner led try and buy.
D) Compare total cost of ownership (entitlements, IT installation, configuration and programming)

5. At a minimum, what IBM Cognos Express software entitlement(s) does each customer require?

A) IBM Cognos Express Administrator
B) IBM Cognos Express Connector and one of the user roles
C) IBM Cognos Express Administrator and an IBM Cognos Express Connector
D) IBM Cognos Express Administrator. IBM Cognos Express Connector and IBM Cognos Express Consumer

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