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IBM Cognos Business Intelligence Sales Mastery Test v2 Sample Questions:

1. Which statement is NOT true about enterprise organizations and business intelligence (BI)?

A) Every enterprise organization has a need for BI.
B) BI is relevant to most users in an enterprise organization.
C) Every enterprise organization has budget for a more effective BI solution.
D) Most enterprise organizations have some form of BI or reporting already.

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

A) Describe how IBM Cognos is the lowest cost solution on the market and provides the lowest total cost of ownership of all vendors.
B) Warn the customer of hidden charges attached to features perceived as free.
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.

3. An organization is interested in IBM Cognos BI, but they say they already have many business intelligence and reporting systems in place.
What is the best way for the sales representative to respond?

A) The Cognos Workforce Performance solution is tailored to the specific needs of HR, without requiring IT to create these reports.
B) Cognos solutions are designed with the business user in mind, freeing up IT resources and promoting self service.
C) Cognos allows organizations to select the appropriate roles that match their user behaviors.
D) Cognos was designed to take information from multiple applications and pull it together into a single platform.

4. What is a high-yield question when positioning IBM Cognos BI to the Sales VP of an organization?

A) When managing customers, are you able to determine which is likely to be the most profitable?
B) What happens when your BI projects are over budget or off schedule?
C) How much time are you spending producing reports for the organization with your current method?
D) Can you currently combine information from multiple data sources to produce business reports?

5. An existing Cognos BI customer has applications that depend on a previous version of Cognos (Series 7). They wish to migrate to IBM Cognos BI.
Which product most resembles their previous version and is likely to provide them with the easiest migration?

A) Controller
B) TM1
C) PowerPlay
D) Business Insight Classic Mode

Solutions: