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

3. Which organization is the best prospect for IBM Cognos 8 BI?

A) A manufacturing company with 2000 employees
B) A law firm with 75 employees
C) A restaurant chain with 500 employees
D) A retail company with 250 employees

4. Which type of user within an organization is mostly likely to use the scenario modeling capabilities?

A) Executive
B) Business analyst
C) IT manager
D) Business manager

5. 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) Warn the customer of hidden charges attached to features perceived as free.
C) Describe how IBM Cognos is the lowest cost solution on the market and provides the lowest total cost of ownership of all vendors.
D) Expand the agenda to include capabilities not provided by the competitor.

Solutions: