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IBM M2090-618 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Sales Strategy & Value Proposition | 25% | - Overcoming common objections - Pricing, packaging and financing options - Identifying qualified opportunities - Articulating business value and ROI |
| IBM Business Analytics Midmarket Portfolio | 35% | - IBM SPSS for midmarket applications - IBM Cognos Insight features and use cases - Positioning and differentiators - IBM Cognos Express family overview |
| Solution Mapping & Competitive Positioning | 20% | - Matching solutions to customer needs - Competitive differentiation - Upsell and expand scenarios |
| Midmarket Business Analytics Landscape & Trends | 20% | - Market trends and business drivers - Key customer pain points in midmarket - Value of analytics for midmarket organizations |
IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 Sample Questions:
Question #1
What is the maximum number of IBM Cognos Express Performance Management users permitted if the customer buys an IBM Cognos Express Performance Management Connector?
A. No limit
B. 100
C. 150
D. 50
Question #2
What would you look for as an indication that an opportunity is ready to close?
A. The customer has a compelling reason to act
B. The customer has revealed their business pains
C. The customer indicates the solution being offered balances functionality with affordability
D. The customer is BANT qualified
Question #3
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
Question #4
Identify the offering that is NOT a part of the IBM Midmarket portfolio:
A. IBM SPSS Modeler
B. IBM SPSS Data Collection
C. IBM Cognos Express
D. IBM Social Media Analytics
Question #5
Identify the scenario where IBM Cognos Express will NOT be the correct choice:
A. Reporting on inventory levels
B. Creating dashboards for Marketing
C. Budget planning in the Office of Finance
D. Bursting statements to thousands of customers
Solutions:
| Question #1 Correct Answer: C | Question #2 Correct Answer: C | Question #3 Correct Answer: B | Question #4 Correct Answer: D | Question #5 Correct Answer: D |
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