PDF Version DemoIBM M2020-618 Exam Overview:
| Certification Vendor: | IBM |
|---|---|
| Exam Name: | IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 |
| Exam Number: | M2020-618 |
| Certificate Validity Period: | 12 Months |
| Exam Format: | Multiple Choice, Multiple Response |
| Exam Price: | Free / No Charge |
| Related Certifications: | IBM Sales Mastery - Business Analytics |
| Real Exam Qty: | 41-60 |
| Available Languages: | English |
| Passing Score: | 70% |
| Exam Duration: | 60 minutes |
| Recommended Training: | IBM Business Analytics Sales Training |
| Exam Registration: | IBM Training & Skills IBM Skills Gateway |
| Sample Questions: | IBM M2020-618 Sample Questions |
| Exam Way: | Online proctored / IBM Skills Gateway |
| Pre Condition: | No formal prerequisites; recommended basic knowledge of IBM analytics and midmarket sales |
| Official Syllabus URL: | https://www.ibm.com/training/certification/m2020-618 |
IBM M2020-618 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Topic 1: IBM Business Analytics Midmarket Portfolio | 35% | - Positioning and differentiators - IBM Cognos Insight features and use cases - IBM SPSS for midmarket applications - IBM Cognos Express family overview |
| Topic 2: Sales Strategy & Value Proposition | 25% | - Identifying qualified opportunities - Pricing, packaging and financing options - Overcoming common objections - Articulating business value and ROI |
| Topic 3: Midmarket Business Analytics Landscape & Trends | 20% | - Market trends and business drivers - Value of analytics for midmarket organizations - Key customer pain points in midmarket |
| Topic 4: Solution Mapping & Competitive Positioning | 20% | - Competitive differentiation - Upsell and expand scenarios - Matching solutions to customer needs |
IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 Sample Questions:
Question 1
What is the first and most important validation step that should be taken with any new opportunity?
A. Determine decision makers
B. Determine competition
C. Determine BANT
D. Determine products
Question 2
How could you neutralize the objection "We need to have a data warehouse first before we embark on our Business Intelligence strategy"?
A. 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
B. Why wait? Use the embedded OLAP server and ETL capabilities to get started today.
C. 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.
D. 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
Question 3
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. No limit
B. 150
C. 100
D. 50
Question 4
The market is shifting to an increased focus on Line of Business buyers. Which shift is NOT happening right now?
A. Marketing will own and influence 50 to 60% of the IT budget
B. IT has a seat at the table to facilitate innovation
C. HR will own and influence over 50% of the of IT budgets
D. Finance will own and influence a high percentage of IT budgets
Question 5
What are the top 2 (two) functional objectives identified by organizations with active big data pilots or implementations?
A. Customer Centric Outcomes and Operational Optimization
B. Operational Outcomes and Risk/Financial Management
C. Employee Collaboration and Customer Centric Outcomes
D. Risk/Financial Management and New Business Model
Solutions:
| Question 1 Answer: D | Question 2 Answer: B | Question 3 Answer: B | Question 4 Answer: B | Question 5 Answer: A |
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