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IBM M2090-618 Exam Overview:
| Certification Vendor: | IBM |
| Exam Name: | IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 |
| Exam Number: | M2020-618 |
| Exam Format: | Multiple Choice Questions |
| Available Languages: | English |
| Real Exam Qty: | 41 (approximate based on exam resources) |
| Related Certifications: | Other IBM Sales Mastery or Analytics Sales Mastery Tests |
| Sample Questions: | IBM M2090-618 Sample Questions |
| Exam Way: | Delivered via authorized testing providers like Pearson VUE/OnVUE for IBM exams. |
| Pre Condition: | IBM typically does not require mandatory prerequisites for Mastery/Foundational tests; recommended to have sales experience or related IBM training. |
| Official Syllabus URL: | https://www.ibm.com/training/credentials |
IBM M2090-618 Exam Syllabus Topics:
| Section | Objectives |
|---|---|
| Topic 1: IBM Business Analytics Midmarket Sales Fundamentals | - Analytics Solutions Portfolio - Midmarket Analytics Overview |
| Topic 2: IBM Analytics Product Knowledge | - Analytics Features for Midmarket - IBM Cognos and Analytics Tools |
| Topic 3: Practical Sales Scenarios | - Solution Alignment - Customer Needs Analysis |
| Topic 4: Sales Mastery Skills and Methods | - Sales Process and Stages - Value Proposition and Solution Selling - Customer Objection Handling |
IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 Sample Questions:
1. How would you overcome the objection "IBM is too expensive"?
A) Start small, show immediate value then grow. Use trial to demonstrate ease and value. Demonstrate how they can leverage Excel skills
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) 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.
D) Compare total cost of ownership (entitlements, IT installation, configuration and programming)
2. What is the maximum number of IBM Cognos Express Performance Management users permitted if the customer buys an IBM Cognos Express Performance Management Connector?
A) 150
B) 100
C) No limit
D) 50
3. A Midmarket customer has a requirement for reporting and budgeting. What connector would you offer?
A) IBM Cognos Express Business Intelligence Connector
B) IBM Cognos Express Performance Management Connector
C) IBM Cognos Express Business Intelligence Connector and IBM Cognos Express Performance Management Connector
D) IBM Cognos Express Connector
4. Your prospect said. "We don't have the resources or expertise in IT to implement this solution". How would you overcome the objection?
A) Limited IT skills are required to install and maintain IBM Cognos Express. In addition. Partners can help with building trusted data and initial applications, the system can be owned and operated by a technical business user. Offer partner demos or a partner led try and buy.
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, this may be a better fit for the enterprise solution.
C) Show value/cost of doing nothing. Start small, show immediate value, then grow. Use trial to demonstrate ease and value.
D) Look at total cost of ownership (entitlements, IT installation, configuration and programming)
5. Which pain point can IBM Midmarket solutions help overcome?
A) The customer is struggling with complex territory to account alignment processes
B) The customer has difficulty managing patient records and archiving historical data
C) The customer needs an analytic solution that communicates information across the enterprise
D) The customer needs to implement and manage group HR policy across multiple companies
Solutions:
| Question # 1 Answer: B | Question # 2 Answer: A | Question # 3 Answer: C | Question # 4 Answer: A | Question # 5 Answer: C |
By Morton
