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

1. Which of the following buyer roles is typically not seen in the SPM sales cycle?

A) Finance
B) HR
C) IT
D) Marketing

2. Which question will yield the best results when selling IBM's Business Analytics FPM solutions to the CFO of an organization?

A) Are you manually revising spreadsheets on a frequent basis?
B) Do you believe your financial business model properly reflects your key business drivers?
C) Are you looking to leverage your existing infrastructure and reduce your team's workload?
D) Are you able to review your forecasted financial early enough to make course corrections?

3. A customer indicates that they want to report on key financial information. Which of the following attributes would indicate that IBM's Enterprise Disclosure Management solutions would be a good fit?

A) The customer wants to provide production reports, dashboards and ad-hoc analysis capabilities
B) Executives and managers want to drill down in to data in order to make critical business decisions
C) The customer needs to join financial, operational, and statistical data and share that on a mobile device
D) The customer recognizes that decisions can no longer just be made based on numbers alone

4. 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

5. Which component of the IBM Cognos platform will appeal to executives who just want a quick glance at the key indicators of their company's success?

A) Dashboard
B) Planning
C) Reporting
D) Analysis

Solutions: