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IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 : M2090-618
- Exam Code: M2090-618
- Exam Name: IBM Business Analytics Midmarket Foundational Sales Mastery Test v2
- Q & A: 41 Questions and Answers
About IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 : M2090-618 Exam
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IBM M2090-618 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Midmarket Business Analytics Landscape & Trends | 20% | - Value of analytics for midmarket organizations - Market trends and business drivers - Key customer pain points in midmarket |
| Topic 2: Solution Mapping & Competitive Positioning | 20% | - Upsell and expand scenarios - Matching solutions to customer needs - Competitive differentiation |
| Topic 3: Sales Strategy & Value Proposition | 25% | - Articulating business value and ROI - Identifying qualified opportunities - Pricing, packaging and financing options - Overcoming common objections |
| Topic 4: IBM Business Analytics Midmarket Portfolio | 35% | - Positioning and differentiators - IBM Cognos Insight features and use cases - IBM Cognos Express family overview - IBM SPSS for midmarket applications |
IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 Sample Questions:
Question #1
Which entitlement type does a user need to receive a personalized report from IBM Cognos Express?
- A. IBM Cognos Express Consumer User
- B. IBM Cognos Express Performance Management User
- C. IBM Cognos Express Recipient User
- D. No entitlement is required
Correct Answer: A 🗳️
Explanation: Only visible for TorrentVCE members. You can sign-up / login (it's free).
Question #2
What is the first and most important validation step that should be taken with any new opportunity?
- A. Determine products
- B. Determine competition
- C. Determine decision makers
- D. Determine BANT
Correct Answer: A 🗳️
Question #3
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. Compare total cost of ownership (entitlements, IT installation, configuration and programming)
- C. 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
- D. 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.
Correct Answer: C 🗳️
Question #4
Where do Partner leads need to be registered to earn the Midmarket incentive?
- A. Software Value Plus
- B. Software Value Incentive
- C. Software Quote and Order
- D. Global Partner Portal
Correct Answer: B 🗳️
Explanation: Only visible for TorrentVCE members. You can sign-up / login (it's free).
Question #5
What would be a good next step to develop the relationship with the customer after the sale?
- A. Offer a blanket discount on future purchases
- B. Create a case study based on their successful implementation
- C. Create a case study directly after the sale closes
- D. Recommend entitlement expansion immediately after closing
Correct Answer: B 🗳️
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