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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) Do you have a difficult time meeting the needs around information requests?
C) Do you currently rely on spreadsheets for reporting?
D) How long do quarterly budgeting and forecasting processes take?

2. What is NOT a specific need that marketing teams have for IBM Cognos BI?

A) To gain visibility into the sales pipeline on opportunities created through demand generation.
B) To analyze and allocate marketing resources across channels.
C) To know the effectiveness of their campaigns.
D) To design and automate demand generation campaigns.

3. Which company is NOT a major competitor for IBM Cognos BI?

A) MicroStrategy
B) HP
C) Oracle
D) SAP

4. A prospect in HR is interested in the reporting capabilities of IBM Cognos BI, but in the past they have had trouble getting IT to pay attention to their needs.
What is the best way for the sales representative to respond to this concern?

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

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

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

Solutions: