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IBM M2020-618 Exam Syllabus Topics:

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

Question 1

What is the definition of an IBM sales stage 04 qualified opportunity?

A. The organization has funding (budget) or can achieve funding (budget) that is commensurate with the solutions that you provide, has people within the sphere of influence of the sponsor with the authority to buy. and has a compelling point in time when the solution to the issue should be implemented.
B. An opportunity exists within an organization to either solve a problem or take advantage of an opportunity that either decreases costs, increases revenue, complies with regulations or decreases risk.
C. The customer has been BANT qualified.
D. The customer has funding and will buy something, and is considering multiple sources; uncertainty exists (no solution yet).

Question 2

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

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

Question 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. 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.
B. 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.
C. Look at total cost of ownership (entitlements, IT installation, configuration and programming)
D. Show value/cost of doing nothing. Start small, show immediate value, then grow. Use trial to demonstrate ease and value.

Question 4

Identify the offering that is NOT a part of the IBM Midmarket portfolio:

A. IBM Cognos Express
B. IBM Social Media Analytics
C. IBM SPSS Modeler
D. IBM SPSS Data Collection

Question 5

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

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

Solutions: