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

Question 2

Where can you find specific Business Analytics Midmarket customer success stories?

A. AnalyticsZone.com website
B. DeveloperWorks
C. IBM.com Website
D. Customer Reference Database

Question 3

An existing IBM Midmarket customer has multiple subsidiaries and wants to create a single financial statement. Which IBM product would you recommend?

A. IBM Cognos Disclosure Management Express
B. IBM SPSS Statistics
C. IBM Cognos Express
D. IBM Cognos Controller Express

Question 4

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. 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
C. Start small, show immediate value then grow; Use trial to demonstrate ease and value; Show how they can leverage Excel skills
D. Smooth glide path to the Enterprise solution

Question 5

Where do Partner leads need to be registered to earn the Midmarket incentive?

A. Global Partner Portal
B. Software Quote and Order
C. Software Value Incentive
D. Software Value Plus

Solutions: