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IBM M2090-618 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Midmarket Business Analytics Market Overview | 25% | - Midmarket customer pain points by department - Key industry trends and business challenges - Value of business analytics solutions |
| Topic 2: Selling Process and Objection Handling | 20% | - Addressing common customer objections - Needs assessment and qualification - Financing and licensing models |
| Topic 3: IBM Business Analytics Midmarket Portfolio | 30% | - IBM Cognos Express family - Cognos Insight and SPSS offerings - Deployment options: on-premises, cloud, appliance |
| Topic 4: Sales Positioning and Value Proposition | 25% | - ROI and total cost of ownership - Competitive differentiation - Easy to buy, install, and grow messaging |
IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 Sample Questions:
What are the 3 (three) key messages for IBM Cognos Express in the Business Analytics Midmarket?
- A. Easy to Buy. Easy to install. Easy to Deploy
- B. Easy to Use. Easy to Deploy. Easy to Buy
- C. Easy to Install. Easy to Use. Easy to Buy
- D. Easy to Deploy. Easy to Start. Easy to Use
Correct Answer: C 🗳️
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What is the first and most important validation step that should be taken with any new opportunity?
- A. Determine products
- B. Determine decision makers
- C. Determine competition
- D. Determine BANT
Correct Answer: A 🗳️
A sales organization believes low sales value = low service value. What could you say to overcome that objection?
- A. Start small, show immediate value then grow; Use trial to demonstrate ease and value; Show how they can leverage Excel skills
- B. Smooth glide path to the Enterprise solution
- C. Compared to IBM Cognos Business Intelligence. Midmarket solutions have a lower cost of entry while retaining similar services revenue opportunities
- 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: A 🗳️
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How many IBM sales stages are there?
- A. There are 6 (six) stages but in GPP they are considered to be 3 (three) stages
- B. There are 11 (eleven) stages but in GPP they are considered to be 6 (six) stages
- C. There are 11 (eleven) stages but in GPP they are considered to be 5 (five) stages
- D. There are 9 (nine) stages but in GPP they are considered to be 4 (four) stages
Correct Answer: B 🗳️
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Which is the most important question to focus on to address customer need?
- A. Are they having specific business pains?
- B. Are they satisfied with their current Business Intelligence solution?
- C. Are they using a data warehouse?
- D. Are they looking for a Business Analytics product?
Correct Answer: A 🗳️
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