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IBM M2020-618 Exam Syllabus Topics:
| Section | Objectives |
|---|---|
| Topic 1: Solution Positioning and Differentiation | - Competitive differentiation
|
| Topic 2: IBM Business Analytics Portfolio Overview | - Core analytics offerings and capabilities
|
| Topic 3: Midmarket Value Proposition | - Customer segments and use cases
|
| Topic 4: Sales Process and Enablement | - Sales methodology
|
IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 Sample Questions:
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. How do I maximize retention, optimize staffing mix and attain best practice benchmark benefits?"
- C. Am I attaining savings and maintaining infrastructure (computers, databases, networks) required to support growth of our business?
- D. Am I maximizing revenue generation and market growth opportunity through segmentation and route-to-market?
Correct Answer: D 🗳️
What are the 3 (three) key messages for IBM Cognos Express in the Business Analytics Midmarket?
- A. Easy to Deploy. Easy to Start. Easy to Use
- B. Easy to Install. Easy to Use. Easy to Buy
- C. Easy to Buy. Easy to install. Easy to Deploy
- D. Easy to Use. Easy to Deploy. Easy to Buy
Correct Answer: B 🗳️
Explanation: Only visible for Dumpexams members. You can sign-up / login (it's free).
What would you look for as an indication that an opportunity is ready to close?
- A. The customer is BANT qualified
- B. The customer has revealed their business pains
- C. The customer has a compelling reason to act
- D. The customer indicates the solution being offered balances functionality with affordability
Correct Answer: D 🗳️
A sales organization believes low sales value = low service value. What could you say to overcome that objection?
- A. Smooth glide path to the Enterprise solution
- B. Compared to IBM Cognos Business Intelligence. Midmarket solutions have a lower cost of entry while retaining similar services revenue opportunities
- 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 Dumpexams members. You can sign-up / login (it's free).
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. Compare total cost of ownership (entitlements, IT installation, configuration and programming)
- 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. Start small, show immediate value then grow. Use trial to demonstrate ease and value. Demonstrate how they can leverage Excel skills
Correct Answer: C 🗳️
