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IBM M2020-645 Exam Syllabus Topics:

IBM Cognos Business Intelligence Sales Mastery Test v2 Sample Questions:

1. The analysis capability of IBM Cognos BI is geared toward helping organizations answer which key question?

A) What should we be doing?
B) What are our competitors doing?
C) Why is our business on or off track?
D) How are we doing?

2. What is NOT a specific need that marketing teams have for IBM Cognos BI?

A) To know the effectiveness of their campaigns.
B) To gain visibility into the sales pipeline on opportunities created through demand generation.
C) To analyze and allocate marketing resources across channels.
D) To design and automate demand generation campaigns.

3. What is a key question to ask an IT manager when selling IBM Cognos BI?

A) How long do quarterly budgeting and forecasting processes take?
B) Do you have a difficult time meeting the needs around information requests?
C) Can you describe how you analyze information to make decisions?
D) Do you currently rely on spreadsheets for reporting?

4. What is the best strategy when positioning IBM Cognos BI against a niche competitor such as QlikView and MicroStrategy?

A) Expand the agenda to include capabilities not provided by the competitor.
B) Describe how IBM Cognos is the lowest cost solution on the market and provides the lowest total cost of ownership of all vendors.
C) Explain that unlike these other vendors, all functionalities of Cognos are available out of the box without having to code.
D) Warn the customer of hidden charges attached to features perceived as free.

5. An organization is interested in IBM Cognos BI, but they say they already have many business intelligence and reporting systems in place.
What is the best way for the sales representative to respond?

A) The Cognos Workforce Performance solution is tailored to the specific needs of HR, without requiring IT to create these reports.
B) Cognos solutions are designed with the business user in mind, freeing up IT resources and promoting self service.
C) Cognos allows organizations to select the appropriate roles that match their user behaviors.
D) Cognos was designed to take information from multiple applications and pull it together into a single platform.

Solutions: