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

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

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

4. A customer is concerned that the organization expends a lot of effort preparing narrative reports which leaves little-to-no time to perform analysis and improve performance of the organization.
What aspects of IBM's Enterprise Disclosure Management solutions will primarily meet the needs of this customer?

A) Scale to large user communities and data sets
B) Integrate disparate data sources
C) Structure & automate low value, manual and error prone processes
D) Applies security and access controls

5. Which statement is TRUE about integration between IBM Business Analytics Performance Management solutions and ERP platforms?

A) IBM Cognos PM products work well with any ERP environment
B) Vendor consolidation leads to better integration.
C) Using the same vendor for PM and ERP process results in a lower total cost of ownership.
D) BI and PM solutions offered by ERP vendors support all ERP environments equally.

Solutions: