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IBM Business Analytics Performance Management Sales Mastery Test v2 Sample Questions:

1. A prospect is interested in IBM Cognos Incentive Compensation Management, but has been told by a competitor that the built-in capabilities are too limited. Which differentiator would you highlight in order to demonstrate how ICM can easily meet different and changing needs?

A) Integrated Product
B) Performance & Scalability
C) Business User Friendly
D) Flexibility

2. A sales representative has just secured a meeting with the CFO. What should the sales representative focus on in their opener in order to receive the most positive reaction?

A) A specific capability of IBM's Business Analytics FPM solutions
B) The business value that IBM's Business Analytics FPM solutions can deliver to the company
C) The benefit provided by a specific capability of IBM's Business Analytics FPM solutions
D) The turbulent economic climate

3. Taking into account market conditions, which type of enterprise plan is most critical because it contains the most current balance estimates?

A) Model
B) Forecast
C) Strategy
D) Budget

4. What is the most comprehensive way that the office of finance can use business intelligence and performance management to make even their own department more efficient?

A) To protect profitable customers and manage unprofitable ones
B) To drive dynamic Financial Performance Management (FPM) practices through automation
C) To connect to multiple data sources
D) To improve sales forecasting

5. What is the initial objective when laying the groundwork for an opportunity to sell IBM's Business Analytics FPM solutions?

A) Meeting with the CIO directly
B) Getting into the office of finance
C) Meeting only with the CFO
D) Getting into the office of IT

Solutions: