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IBM Cognos Business Intelligence Sales Mastery Test v2 Sample Questions:

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

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

2. Which type of user will be most interested in the Dynamic Query Analyzer feature of IBM Cognos BI?

A) Executive
B) Business manager
C) Business analyst
D) IT user

3. Which tool allows users to perform IBM Cognos BI slice-and-dice tasks while staying within the familiar spreadsheet frontend?

A) Report Studio
B) Business Insight
C) Excel Analyzer
D) Cognos Analysis for Excel (CAFE)

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

Solutions: