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IBM M2090-618 Exam Syllabus Topics:

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

1. What is a common pain point for a Marketing Department?

A) Do I fully understand my company's capital structure, ROI, compliance, risk, disclosure and regulatory reporting requirements?
B) Am I maximizing revenue generation and market growth opportunity through segmentation and route-to-market?
C) How do I maximize retention, optimize staffing mix and attain best practice benchmark benefits?"
D) Am I attaining savings and maintaining infrastructure (computers, databases, networks) required to support growth of our business?

2. What is a common pain point for a Sales Department?

A) How do I maximize retention, optimize staffing mix and attain best practice benchmark benefits?
B) Am I maximizing revenue generation and market growth opportunity through segmentation and route-to-market?
C) Are my back-office and supply chain infrastructure and processes effective, maximizing profitability?
D) Do I fully understand my company's capital structure. ROI. compliance, risk, disclosure and regulatory reporting requirements?

3. 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 6 (six) stages but in GPP they are considered to be 3 (three) stages
C) There are 11 (eleven) stages but in GPP they are considered to be 5 (five) stages
D) There are 11 (eleven) stages but in GPP they are considered to be 6 (six) stages

4. During a conversation with the Sales Director, you try to uncover areas where your solution could add value in his department. Which question would you ask?

A) What happens when you need to combine information from multiple data sources to produce business reports?
B) How do you communicate financial plans and forecasts to other groups in the company such as operations or research and development?
C) How much time do you spend manually aggregating and managing budgets rather than working on strategic initiatives?
D) Are you able to identify which promotional periods or campaigns were the most productive in converting leads?

5. Your prospect said. "We don't have the resources or expertise in IT to implement this solution". How would you overcome the objection?

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

Solutions: