A sales organization believes low sales value = low service value. What could you say to overcome that objection?
A. Start small, show immediate value then grow; Use trial to demonstrate ease and value; Show how they can leverage Excel skills
B. Compared to IBM Cognos Business Intelligence. Midmarket solutions have a lower cost of entry while retaining similar services revenue opportunities
C. Stress the "Easy to Buy" Midmarket message, the products are packaged and priced right; Start small, start anywhere, deliver immediate value, and grow; Recommend available compelling IBM Global Financing offerings
D. Smooth glide path to the Enterprise solution
正解:A
解説: (Pass4Test メンバーにのみ表示されます)
質問 2:
How would you overcome the objection "IBM is too expensive"?
A. Start small, show immediate value then grow. Use trial to demonstrate ease and value. Demonstrate how they can leverage Excel skills
B. Compare total cost of ownership (entitlements, IT installation, configuration and programming)
C. Limited IT skills are required for Express to be installed and maintained; no coding required. Partners can help with building trusted data and initial applications and the system can be owned and operated by a technical business user. Offer the Partner demos or a Partner led try and buy.
D. Stress the "Easy to Buy" message; the products are packaged and priced right. Start small, start anywhere, deliver immediate value, and grow. Investigate the availability of compelling IBM Global Financing offerings
正解:D
質問 3:
Which entitlement type does a user need to receive a personalized report from IBM Cognos Express?
A. IBM Cognos Express Performance Management User
B. IBM Cognos Express Recipient User
C. No entitlement is required
D. IBM Cognos Express Consumer User
正解:D
解説: (Pass4Test メンバーにのみ表示されます)
質問 4:
An existing IBM Midmarket customer wants to know how patterns and trends in their data impact their business.
What capability would help them?
A. Performance Management
B. Business Intelligence
C. Predictive Analytics
D. Risk Analytics
正解:C