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

1. A prospect is interested in IBM Compensation Management, but only has a small but complex and fluid sales force of 75 sellers, and is unsure whether the solution is "too big." What key capability will you emphasize in order to overcome this objection?

A) Integrated Product
B) Performance & Scalability
C) On-premise solution
D) Ability to easily manage multiple plans, measures, overlays and splits

2. A customer has expressed concern that existing narrative reports are leading to decisions that are made on incomplete or inaccurate information. What aspects of IBM's Disclosure Management solutions directly address their lack of confidence?

A) Accelerate and streamline last mile' activities
B) Integration with Microsoft Excel, Microsoft Word and Microsoft PowerPoint
C) Improve controls and governance across global finance organization
D) Security and access control

3. Which statement is true about the IT department as an entry point for selling IBM's Business Analytics FPM solutions?

A) IT will most likely own the planning process.
B) IT will probably be in charge of evaluating software solutions for the organization
C) IT is targeted by the fewest competitors
D) IT is often unaware that a planning product exists for their department.

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

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

Solutions: