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

1. 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) Business User Friendly
C) Integrated Product
D) Flexibility

2. A customer is concerned that their infrequent forecasts quickly become out of date, making it difficult to respond to current economic pressures Which capabilities of IBM's Business Analytics FPM solutions can directly meet the needs of this customer?

A) What-if scenarios, real-time calculations, security and access management
B) Workflow monitoring, what-if scenarios, real-time calculations
C) Workflow monitoring, real-time calculations, security and access management
D) What-if scenarios, workflow modeling, security and access management

3. In addition to Incentive Compensation Management and Territory Management, which activities can be accomplished with IBM's Business Analytics SPM Solutions?

A) Customer Relationship Management and Channel Management
B) Customer Relationship Management and Sales Forecasting
C) Sales Forecasting and Quota Planning
D) A Channel Management and Quota Planning

4. What is one of the major difficulties today's companies are facing in the area of financial planning and analytics?

A) Lack of talent in finance departments
B) Too much effort spent maintaining budgets and forecasts
C) Access to financial data sources
D) Incomplete functionality for complex global financial consolidation

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

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

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