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IBM M2090-618 Actual Tests : IBM Business Analytics Midmarket Foundational Sales Mastery Test v2
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IBM M2090-618 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| IBM Business Analytics Midmarket Portfolio | 35% | - Positioning and differentiators - IBM SPSS for midmarket applications - IBM Cognos Express family overview - IBM Cognos Insight features and use cases |
| Midmarket Business Analytics Landscape & Trends | 20% | - Key customer pain points in midmarket - Value of analytics for midmarket organizations - Market trends and business drivers |
| Sales Strategy & Value Proposition | 25% | - Overcoming common objections - Articulating business value and ROI - Identifying qualified opportunities - Pricing, packaging and financing options |
| Solution Mapping & Competitive Positioning | 20% | - Competitive differentiation - Matching solutions to customer needs - Upsell and expand scenarios |
IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 Sample Questions:
Which one of the following is a key pain point that an IT Manager in the Midmarket is most likely to mention?
- A. I have trouble managing my company's compliance, risk, disclosure and regulatory reporting requirements
- B. I need to better identify opportunities, allocate marketing budget and track marketing campaigns.
- C. My team struggles to analyze financial data from profit and loss accounts, cash flow information and balance sheets.
- D. I only have a small team and have difficulty servicing all the requests for ERP reports from the business users.
Correct Answer: D 🗳️
An existing IBM Midmarket customer wants to know how patterns and trends in their data impact their business.
What capability would help them?
- A. Business Intelligence
- B. Risk Analytics
- C. Performance Management
- D. Predictive Analytics
Correct Answer: D 🗳️
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. IBM Cognos Express Connector and IBM Cognos Express Consumer
- D. IBM Cognos Express Administrator and an IBM Cognos Express Connector
Correct Answer: B 🗳️
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 has revealed their business pains
- C. The customer is BANT qualified
- D. The customer has a compelling reason to act
Correct Answer: A 🗳️
What is a common pain point for a Sales Department?
- A. Am I maximizing revenue generation and market growth opportunity through segmentation and route-to-market?
- B. Do I fully understand my company's capital structure. ROI. compliance, risk, disclosure and regulatory reporting requirements?
- C. Are my back-office and supply chain infrastructure and processes effective, maximizing profitability?
- D. How do I maximize retention, optimize staffing mix and attain best practice benchmark benefits?
Correct Answer: A 🗳️
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