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| Section | Weight | Objectives |
|---|---|---|
| Competitive Positioning & Differentiation | 20% | - Comparison with competing BI platforms - Overcoming objections - Key differentiators and advantages |
| IBM Cognos BI Product Features & Capabilities | 35% | - Active reports and mobile access - Reporting, analysis, and dashboards - Self-service BI and data exploration - Integration, scalability, and security |
| Understanding Business Intelligence Market & Customer Needs | 25% | - Business challenges and requirements for BI solutions - Value drivers and ROI for BI investments - Identifying customer personas and use cases |
| Sales Strategy & Solution Positioning | 20% | - Licensing and deployment models - Mapping solutions to business problems - Success stories and customer examples |
1. What is the easiest place to look for business intelligence sales opportunities?
A) Existing accounts
B) Small companies
C) Competitor accounts
D) New accounts
2. What is a high-yield question when positioning IBM Cognos BI to the Sales VP of an organization?
A) What happens when your BI projects are over budget or off schedule?
B) How much time are you spending producing reports for the organization with your current method?
C) Can you currently combine information from multiple data sources to produce business reports?
D) When managing customers, are you able to determine which is likely to be the most profitable?
3. The analysis capability of IBM Cognos BI is geared toward helping organizations answer which key question?
A) What should we be doing?
B) How are we doing?
C) What are our competitors doing?
D) Why is our business on or off track?
4. What is the purpose of scorecarding in IBM Cognos BI?
A) To identify the impacts of scenarios across different areas of the business.
B) To provide guided exploration across multiple dimensions of information.
C) To compare metric values to a benchmark or target.
D) To enable collaboration between users and communities.
5. What is NOT one of the three basic questionsor three ringsthat business analytics answers to help organizations optimize business strategies?
A) What is happening?
B) Why is it happening?
C) What is likely to happen?
D) Where is it happening?
Solutions:
| Question # 1 Answer: A | Question # 2 Answer: D | Question # 3 Answer: D | Question # 4 Answer: C | Question # 5 Answer: D |
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