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IBM M2090-618 Exam Syllabus Topics:

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

Question 1

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

A. 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.
B. Start small, show immediate value then grow. Use trial to demonstrate ease and value. Demonstrate how they can leverage Excel skills
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. Compare total cost of ownership (entitlements, IT installation, configuration and programming)

Question 2

What would you look for as an indication that an opportunity is ready to close?

A. The customer indicates the solution being offered balances functionality with affordability
B. The customer is BANT qualified
C. The customer has a compelling reason to act
D. The customer has revealed their business pains

Question 3

An existing IBM Cognos Express Performance Management customer needs self service reporting, visualization capabilities in the form of reports and dashboards to drive decision making. Which solution would provide those capabilities?

A. IBM Cognos Disclosure Management Express
B. IBM SPSS Modeler
C. IBM Cognos Insight
D. IBM Cognos Express Business Intelligence

Question 4

You are in a meeting with the VP of Finance. Which would be a high yield question to ask?

A. Are business users able to create reports and analyze information or are they reliant on IT for this information?
B. How do you communicate plans and forecasts to other groups in the company such as operations, research and development and sales?
C. Do you have visibility into how your suppliers are impacting your production line efficiency?
D. Can you tell me how you track the daily volume of your call centers by region and service center?

Question 5

How many IBM sales stages are there?

A. There are 9 (nine) stages but in GPP they are considered to be 4 (four) stages
B. There are 11 (eleven) stages but in GPP they are considered to be 5 (five) stages
C. There are 11 (eleven) stages but in GPP they are considered to be 6 (six) stages
D. There are 6 (six) stages but in GPP they are considered to be 3 (three) stages

Solutions: