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

1. Which traditional approach to Financial Performance Management creates islands of data and lacks security and a centralized backup process?

A) All-in-one solution
B) ERP vendor platform
C) Excel spreadsheets
D) Separate products for consolidation and planning

2. 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 improve sales forecasting
D) To connect to multiple data sources

3. Which aspect of IBM's Business Analytics FPM solutions is most likely to appeal to a CIO or IT director?

A) Avert surprises from financial and operational performance
B) Leverage existing ERP investments with proven solutions
C) Keep the look and feel of Excel, but in an automated driver-based model
D) Gain early insights to enable redirection relative to corporate goals

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

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

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

Solutions: