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IBM M2090-618 Exam Syllabus Topics:
| Section | Objectives |
|---|---|
| Solution Positioning and Differentiation | - Competitive differentiation
|
| Midmarket Value Proposition | - Customer segments and use cases
|
| Sales Process and Enablement | - Sales methodology
|
| IBM Business Analytics Portfolio Overview | - Core analytics offerings and capabilities
|
IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 Sample Questions:
How many IBM sales stages are there?
- A. There are 11 (eleven) stages but in GPP they are considered to be 6 (six) stages
- B. There are 9 (nine) stages but in GPP they are considered to be 4 (four) stages
- C. There are 11 (eleven) stages but in GPP they are considered to be 5 (five) stages
- D. There are 6 (six) stages but in GPP they are considered to be 3 (three) stages
Correct Answer: A 🗳️
Explanation: Only visible for GuideTorrent members. You can sign-up / login (it's free).
A sales organization believes low sales value = low service value. What could you say to overcome that objection?
- A. Compared to IBM Cognos Business Intelligence. Midmarket solutions have a lower cost of entry while retaining similar services revenue opportunities
- B. Smooth glide path to the Enterprise solution
- C. Start small, show immediate value then grow; Use trial to demonstrate ease and value; Show how they can leverage Excel skills
- D. Stress the "Easy to Buy" Midmarket message, the products are packaged and priced right; Start small, start anywhere, deliver immediate value, and grow; Recommend available compelling IBM Global Financing offerings
Correct Answer: C 🗳️
Explanation: Only visible for GuideTorrent members. You can sign-up / login (it's free).
When selling into an organization, what do you need to know from each individual on the customer team involved with the project?
- A. How does the project impact their jobs
- B. What is their role and individual agenda
- C. What products do they prefer
- D. What is their role in the project
Correct Answer: D 🗳️
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. The customer has funding and will buy something, and is considering multiple sources; uncertainty exists (no solution yet).
- C. The customer has been BANT qualified.
- D. 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.
Correct Answer: A 🗳️
An existing IBM Midmarket customer wants to create reports consisting of existing data along with supporting text that adds context to the data. What capability would help them?
- A. IBM Cognos Disclosure Management Express
- B. IBM SPSS Modeler Premium
- C. IBM Cognos Express
- D. IBM Cognos Controller Express
Correct Answer: B 🗳️
