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IBM M2020-618 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Solution Mapping & Competitive Positioning | 20% | - Matching solutions to customer needs - Competitive differentiation - Upsell and expand scenarios |
| Sales Strategy & Value Proposition | 25% | - Identifying qualified opportunities - Articulating business value and ROI - Overcoming common objections - Pricing, packaging and financing options |
| Midmarket Business Analytics Landscape & Trends | 20% | - Market trends and business drivers - Value of analytics for midmarket organizations - Key customer pain points in midmarket |
| IBM Business Analytics Midmarket Portfolio | 35% | - IBM SPSS for midmarket applications - Positioning and differentiators - IBM Cognos Insight features and use cases - IBM Cognos Express family overview |
IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 Sample Questions:
Within IBM we use BANT to qualify an opportunity. What does BANT stand for?
- A. Budget, Access. Need, Timeline
- B. Budget. Affordability, Need. Thought Leadership
- C. Budget. Authority, Need. Timeline
- D. Budget. Acceptance. Necessity. Tactics
Correct Answer: C 🗳️
Explanation: Only visible for DumpsMaterials members. You can sign-up / login (it's free).
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. Are you able to identify which promotional periods or campaigns were the most productive in converting leads?
- C. What happens when you need to combine information from multiple data sources to produce business reports?
- D. How do you communicate financial plans and forecasts to other groups in the company such as operations or research and development?
Correct Answer: D 🗳️
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. Compare total cost of ownership (entitlements, IT installation, configuration and programming)
- C. Start small, show immediate value then grow. Use trial to demonstrate ease and value. Demonstrate how they can leverage Excel skills
- D. 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.
Correct Answer: A 🗳️
Where do Partner leads need to be registered to earn the Midmarket incentive?
- A. Software Value Incentive
- B. Global Partner Portal
- C. Software Quote and Order
- D. Software Value Plus
Correct Answer: A 🗳️
Explanation: Only visible for DumpsMaterials members. You can sign-up / login (it's free).
At a minimum, what IBM Cognos Express software entitlement(s) does each customer require?
- A. IBM Cognos Express Connector and one of the user roles
- B. IBM Cognos Express Administrator
- C. IBM Cognos Express Administrator. IBM Cognos Express Connector and IBM Cognos Express Consumer
- D. IBM Cognos Express Administrator and an IBM Cognos Express Connector
Correct Answer: A 🗳️
