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

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

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

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

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

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

A) Explain that unlike these other vendors, all functionalities of Cognos are available out of the box without having to code.
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) Expand the agenda to include capabilities not provided by the competitor.
D) Warn the customer of hidden charges attached to features perceived as free.

Solutions: