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

1. Which feature of IBM Cognos TM1 allows users to create an unlimited number of personal scenarios with forecasted outcomes and then submit the one that best meets the organization's goals?

A) Sandbox
B) Cube viewer
C) Breakback
D) Action buttons

2. A prospect is interested in IBM Cognos Incentive Compensation Management, but has been told by a competitor that the built-in capabilities are too limited. Which differentiator would you highlight in order to demonstrate how ICM can easily meet different and changing needs?

A) Performance & Scalability
B) Flexibility
C) Integrated Product
D) Business User Friendly

3. Which benefit of IBM's Business Analytics SPM solutions is most likely to appeal to a compensation administrator?

A) Quickly modify current compensation plan structures.
B) Consolidate financial statements for the current period.
C) Optimize territories to equalize pipeline across sales reps.
D) Review alignment of the sales organization with business strategy

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

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

5. 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) The benefit provided by a specific capability of IBM's Business Analytics FPM solutions
C) 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

Solutions: