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IBM M2020-618 Exam Syllabus Topics:

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

1. During a conversation with the Sales Director, you try to uncover areas where your solution could add value in his department. Which question would you ask?

A) How much time do you spend manually aggregating and managing budgets rather than working on strategic initiatives?
B) How do you communicate financial plans and forecasts to other groups in the company such as operations or research and development?
C) Are you able to identify which promotional periods or campaigns were the most productive in converting leads?
D) What happens when you need to combine information from multiple data sources to produce business reports?

2. A Midmarket customer has a requirement for reporting and budgeting. What connector would you offer?

A) IBM Cognos Express Business Intelligence Connector and IBM Cognos Express Performance Management Connector
B) IBM Cognos Express Connector
C) IBM Cognos Express Performance Management Connector
D) IBM Cognos Express Business Intelligence Connector

3. 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)

4. How could you neutralize the objection "We need to have a data warehouse first before we embark on our Business Intelligence strategy"?

A) The 64 bit requirement is for the server, not end-users. You will be delighted by the cost/performance metrics of 64 bit machines. RAM is not expensive and 64 bit machines make great use of it.
B) If the prospect has only a few OLAP cubes, there is a reasonable case to be made to migrate to ICAS (IBM Cognos TM1) as it is a highly rated OLAP server. If they have many heterogeneous OLAP sources, the enterprise solution may be a better fit
C) If the prospect has only a single other security source, then for small numbers of users it is not difficult to load CAM with the information. Active Directory is the Microsoft standard and will be prevalent in the majority of midsize companies
D) Why wait? Use the embedded OLAP server and ETL capabilities to get started today.

5. Identify the deployment option that is NOT available to buyers in the IBM Midmarket portfolio.

A) Appliance
B) Mobile
C) Cloud
D) On-premises

Solutions: