質問 1：
What are the characteristics of a qualified opportunity?
A. Scalability. Scope, Size and Services
B. Budget, Functionality. Need and Time Frame
C. People, Process. Pricing, Palatability
D. Budget, Authority, Need and Time Frame
正解：D
解説: (Pass4Test メンバーにのみ表示されます)
質問 2：
During an initial discovery call with an existing customer, they mention they are standardized on SAP across their organization. They are looking for a business intelligence reporting platform, and will likely default to Business Objects, because it is already "built in". Which is the next right step for the sales professional to take in this scenario?
A. Develop customer interest by introducing them to IBM's partnerships with Twitter and Apple.
B. Direct the conversation to focus on IBM's predictive capabilities as this is a weakness of SAP.
C. Mark the opportunity as closed; the chance of winning the business is very low in this type of situation.
D. Share a SAP/IBM Cognos case study and discuss the integration options between the two products.
正解：A
解説: (Pass4Test メンバーにのみ表示されます)
質問 3：
What is required to set up a standard IBM Cognos Express environment?
A. IBM Cognos Express Consumer and IBM Cognos Express Connector
B. IBM Cognos Forward Looking Analytics Architect
C. IBM Analytic Server
D. IBM Cognos Express Administrator and IBM Cognos Express Connector
正解：B
解説: (Pass4Test メンバーにのみ表示されます)
質問 4：
The new Vice President of IT of a midmarket manufacturer of adhesives is evaluating business intelligence solutions to integrate with their Oracle system. He initially needs 10 user licenses, and plans to expand user count over time. He has a budget of $20,000, feels that IBM Cognos is too expensive for what his company needs, and is considering another solution. What would be the proper follow up to the client?
A. IBM Cognos Express is a restricted part number, and list price for ten seats is more than $20,000 which is would be out of their price range.
B. Minimum user count that IBM sells for IBM Cognos Express is 25 users.
C. IBM Cognos Express is the perfect solution for his needs. It is priced and marketed specifically for the midmarket, and we can work with him on his tight budget.
D. IBM Cognos Express is a perfect solution for his needs, but it does not integrate with Oracle.
正解：A
What are the characteristics of a qualified opportunity?
A. Scalability. Scope, Size and Services
B. Budget, Functionality. Need and Time Frame
C. People, Process. Pricing, Palatability
D. Budget, Authority, Need and Time Frame
正解：D
解説: (Pass4Test メンバーにのみ表示されます)
質問 2：
During an initial discovery call with an existing customer, they mention they are standardized on SAP across their organization. They are looking for a business intelligence reporting platform, and will likely default to Business Objects, because it is already "built in". Which is the next right step for the sales professional to take in this scenario?
A. Develop customer interest by introducing them to IBM's partnerships with Twitter and Apple.
B. Direct the conversation to focus on IBM's predictive capabilities as this is a weakness of SAP.
C. Mark the opportunity as closed; the chance of winning the business is very low in this type of situation.
D. Share a SAP/IBM Cognos case study and discuss the integration options between the two products.
正解：A
解説: (Pass4Test メンバーにのみ表示されます)
質問 3：
What is required to set up a standard IBM Cognos Express environment?
A. IBM Cognos Express Consumer and IBM Cognos Express Connector
B. IBM Cognos Forward Looking Analytics Architect
C. IBM Analytic Server
D. IBM Cognos Express Administrator and IBM Cognos Express Connector
正解：B
解説: (Pass4Test メンバーにのみ表示されます)
質問 4：
The new Vice President of IT of a midmarket manufacturer of adhesives is evaluating business intelligence solutions to integrate with their Oracle system. He initially needs 10 user licenses, and plans to expand user count over time. He has a budget of $20,000, feels that IBM Cognos is too expensive for what his company needs, and is considering another solution. What would be the proper follow up to the client?
A. IBM Cognos Express is a restricted part number, and list price for ten seats is more than $20,000 which is would be out of their price range.
B. Minimum user count that IBM sells for IBM Cognos Express is 25 users.
C. IBM Cognos Express is the perfect solution for his needs. It is priced and marketed specifically for the midmarket, and we can work with him on his tight budget.
D. IBM Cognos Express is a perfect solution for his needs, but it does not integrate with Oracle.
正解：A
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