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IBM M2020-618 Exam Syllabus Topics:

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

1. How would you overcome the objection "IBM is too expensive"?

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

2. Identify the offering that is NOT a part of the IBM Midmarket portfolio:

A) IBM Cognos Express
B) IBM SPSS Data Collection
C) IBM SPSS Modeler
D) IBM Social Media Analytics

3. The market is shifting to an increased focus on Line of Business buyers. Which shift is NOT happening right now?

A) Finance will own and influence a high percentage of IT budgets
B) Marketing will own and influence 50 to 60% of the IT budget
C) HR will own and influence over 50% of the of IT budgets
D) IT has a seat at the table to facilitate innovation

4. What are the 3 (three) key messages for the overall Business Analytics Midmarket value proposition?

A) Easy, Complete. Priced right
B) Easy to use. Simple to install. Priced right
C) Simple, Complete. Affordable
D) Breadth, Depth, Easy to buy

5. You are in a meeting with the VP of Finance. Which would be a high yield question to ask?

A) Do you have visibility into how your suppliers are impacting your production line efficiency?
B) Can you tell me how you track the daily volume of your call centers by region and service center?
C) How do you communicate plans and forecasts to other groups in the company such as operations, research and development and sales?
D) Are business users able to create reports and analyze information or are they reliant on IT for this information?

Solutions: