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IBM Cognos Business Intelligence Sales Mastery Test v2 Sample Questions:

1. What is a key question to ask an IT manager when selling IBM Cognos BI?

A) Can you describe how you analyze information to make decisions?
B) How long do quarterly budgeting and forecasting processes take?
C) Do you currently rely on spreadsheets for reporting?
D) Do you have a difficult time meeting the needs around information requests?

2. According to studies by IBM and Gartner, what do CIOs list as their number one concern?

A) Risk management
B) Mobility solutions
C) Compliance
D) Business analytics

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

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

4. Which type of analysis in IBM Cognos BI is sufficient for most users and should be introduced into every deal to sell more seats?

A) Scenario modeling
B) Statistics and predictive analytics
C) Analytical reporting and drilling
D) Slice-and-dice and trending

5. Which capability of IBM Cognos BI is geared toward a consumer or casual user?

A) TM1 integration
B) Report Studio
C) Business Modeling
D) Business Insight

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