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1 RealTests.M questions Number: M Passing Score: 800 Time Limit: 120 min File Version: M IBM Business Analytics Performance Management Sales Mastery Test v2 a- I passed the exam by great marks 93%.Thanks b- the questions provided on this vce file is highly relevant and pertinent, and you will find it very useful. c- This is highly effective practice tests and learning material will make the preparation much easier and smoother. d- this dump is a hub of all the information you need to clear your examination.

2 Exam A QUESTION 1 A prospect is interested in IBM Cognos Incentive Compensation Management, but has been told by a competitor that the built-in capabilities are too limited. Which differentiator would you highlight in order to demonstrate how ICM can easily meet different and changing needs? A. Business User Friendly B. Flexibility C. Integrated Product D. Performance & Scalability Correct Answer: D /Reference: QUESTION 2 Which role is riot responsible for system-based data governance? A. Chief Information Officer B. Chief Financial Officer C. Controller D. VP of Sales or Marketing /Reference: QUESTION 3 Which characteristic of IBM Cognos TM1 provides near-instantaneous responsiveness when working with complex models? A. Simple modeling language B. Multi-dimensional database C. In-memory analytics D. Built-in data integration /Reference: QUESTION 4 A sales representative has just secured a meeting with the CFO. What should the sales representative focus on in their opener in order to receive the most positive reaction?

3 A. The business value that IBM's Business Analytics FPM solutions can deliver to the company B. A specific capability of IBM's Business Analytics FPM solutions C. The benefit provided by a specific capability of IBM's Business Analytics FPM solutions D. The turbulent economic climate /Reference: QUESTION 5 A sales representative has just secured a meeting with a manager in the CFO's office. What tactic should they avoid for this initial meeting? A. Be credible. B. Be a strategic resource. C. Focus on the customer. D. Focus on the sale. Correct Answer: D /Reference: QUESTION 6 Which office often receives the greatest share of performance management budget and is increasingly a strategic sponsor on enterprise-wide performance management initiatives? A. Finance B. Operations C. Sales D. Customer service /Reference: QUESTION 7 What is one of the major difficulties today's companies are facing in the area of financial planning and analytics? A. Too much effort spent maintaining budgets and forecasts B. Lack of talent in finance departments

4 C. Access to financial data sources D. Incomplete functionality for complex global financial consolidation /Reference: QUESTION 8 Taking into account market conditions, which type of enterprise plan is most critical because it contains the most current balance estimates? A. Budget B. Forecast C. Model D. Strategy /Reference: QUESTION 9 According to studies by IBM and Gartner, which agenda item is assigned the highest priority by Chief Information Officers (CIOs)? A. Compliance B. Business analytics C. Mobility solutions D. Risk management /Reference: QUESTION 10 Which component of the IBM Cognos platform will appeal to executives who just want a quick glance at the key indicators of their company's success? A. Planning B. Analysis C. Dashboard D. Reporting /Reference: QUESTION 11 Which of following statements is TRUE regarding the benefits of IBM's Business Analytics SPM solutions

5 for management and sales executives? A. Scenario modeling helps determine appropriate plan changes resulting in better decision making B. Input forms and Presenter allow quick changes to data and reports. C. Visibility into details viewed by direct reports helps resolve inquiries faster. D. Process Lists keep common tasks organized and ensure nothing is missed. /Reference: QUESTION 12 Which of the following characteristics positions IBM's Enterprise Disclosure Management solution when electronic filing is a key requirement? A. Timely, accurate delivery of performance reports and narrative analysis to internal and external stakeholders. B. Standardize and automate manual processes C. Speeds and simplifies creation of reports that require use of XBRL - i.e. extensible business reporting language D. Reduces the risk of errors inherent in spreadsheet-based processes and activities /Reference: QUESTION 13 What is the most comprehensive way that the office of finance can use business intelligence and performance management to make even their own department more efficient? A. To protect profitable customers and manage unprofitable ones B. To drive dynamic Financial Performance Management (FPM) practices through automation C. To improve sales forecasting D. To connect to multiple data sources /Reference: QUESTION 14 Which of the following are interfaces that can be used to deploy planning applications to TM1 users? A. Microsoft Excel, IBM Cognos Insight,IBM Business Viewpoint B. IBM Cognos TM1 Web, IBM Cognos Insight, IBM Business Viewpoint C. Microsoft Excel, IBM Cognos TM1 Web, IBM Business Viewpoint D. Microsoft Excel, IBM Cognos Insight, IBM Cognos TM1 Web

6 /Reference: QUESTION 15 Which officer is most often expected to serve as the performance management expert in the organization? A. Chief Financial Officer B. Chief Information Officer C. Chief Executive Officer D. Chief Operating Officer /Reference: QUESTION 16 Which statement is TRUE regarding IBM's Business Analytics SPM solutions? A. It allows sales reps to manage shadow accounting. B. It helps sales managers build compensation plans online. C. It is typically owned and managed by business users. D. Its predictive analytics module is used extensively by the finance team. /Reference: QUESTION 17 A prospect is interested in IBM Compensation Management, but only has a small but complex and fluid sales force of 75 sellers, and is unsure whether the solution is "too big." What key capability will you emphasize in order to overcome this objection? A. Integrated Product B. Performance & Scalability C. Ability to easily manage multiple plans, measures, overlays and splits D. On-premise solution Correct Answer: D /Reference: QUESTION 18 Corporate budgeting, forecasting and reporting can be a major contributor to a company's success Yet, for many companies, this usually involves investing a great deal of time to coordinate and results in an outdated budget that has little effect on the company's business. Which of the following is often attributed as major contributor to the challenges around annual budgeting? A. Automation of the key process B. The talent of the finance staff

7 C. Ability to access to data D. Widespread use of spreadsheets and /Reference: QUESTION 19 In addition to Incentive Compensation Management and Territory Management, which activities can be accomplished with IBM's Business Analytics SPM Solutions? A. A Channel Management and Quota Planning B. Customer Relationship Management and Channel Management C. Sales Forecasting and Quota Planning D. Customer Relationship Management and Sales Forecasting /Reference: QUESTION 20 In addition to impacting Efficiency and Accuracy, what are the drivers that compel customers to look for an SPM solution? A. Managing Pipeline and Risk Reduction B. Business Enablement and Customer Relationship Management C. Business Enablement and Risk Reduction D. Customer Relationship Management and Managing Pipeline /Reference: QUESTION 21 What are the three ways the world is changing according to the IBM Smarter Planet message? A. Intricate, instrumented, interconnected B. Instrumented, intricate, intelligent C. Instrumented, intelligent, interconnected D. Intelligent, instrumented, intricate /Reference: QUESTION 22 A customer is concerned that the organization expends a lot of effort preparing narrative reports which leaves little-to-no time to perform analysis and improve performance of the organization.

8 What aspects of IBM's Enterprise Disclosure Management solutions will primarily meet the needs of this customer? A. Structure & automate low value, manual and error prone processes B. Scale to large user communities and data sets C. Integrate disparate data sources D. Applies security and access controls /Reference: QUESTION 23 A customer wants to increase the frequency of their forecasts, but the effort it takes and errors that arise result in slow turnaround times. Which capability of IBM's Business Analytics FPM solutions best meets the needs of this customer? A. Dashboards B. What-if scenarios C. Business-owned modeling D. Familiar Excel interface /Reference: QUESTION 24 Which of the following is a characteristic of an organization utilizing IBM Cognos TM1 for their enterprise planning, analysis and forecasting processes? A. Lengthy and infrequent forecast B. Connected across finance and operations C. Extensive use of Excel for modeling plans D. Solution is owned by IT /Reference: QUESTION 25 What is the major factor differentiating IBM's Business Analytics solutions from competing business analytics vendors? A. Ability to share findings through collaboration B. Ability to build and automate business processes C. Ability to access all data, for all roles, across all time horizons, for all decisions D. Segmented views and processes tailored to specific departments Correct Answer: D

9 /Reference: QUESTION 26 Which of the following buyer roles is typically not seen in the SPM sales cycle? A. Finance B. IT C. Marketing D. HR Correct Answer: D /Reference: QUESTION 27 A customer is concerned that their infrequent forecasts quickly become out of date, making it difficult to respond to current economic pressures Which capabilities of IBM's Business Analytics FPM solutions can directly meet the needs of this customer? A. Workflow monitoring, real-time calculations, security and access management B. What-if scenarios, real-time calculations, security and access management C. Workflow monitoring, what-if scenarios, real-time calculations D. What-if scenarios, workflow modeling, security and access management Correct Answer: D /Reference: QUESTION 28 Which of the following are not a direct datasource for Cognos Disclosure Management? A. Oracle Hyperion Essbase B. IBM Cognos Controller C. Sybase Adaptive Server D. Microsoft SQL Server E. IBM Cognos TM1 C /Reference: QUESTION 29 Which statement is TRUE about integration between IBM Business Analytics Performance Management solutions and ERP platforms? A. Vendor consolidation leads to better integration. B. BI and PM solutions offered by ERP vendors support all ERP environments equally.

10 C. IBM Cognos PM products work well with any ERP environment D. Using the same vendor for PM and ERP process results in a lower total cost of ownership. /Reference: QUESTION 30 Which statement is true about the IT department as an entry point for selling IBM's Business Analytics FPM solutions? A. IT will most likely own the planning process. B. IT will probably be in charge of evaluating software solutions for the organization C. IT is often unaware that a planning product exists for their department. D. IT is targeted by the fewest competitors /Reference: QUESTION 31 Which one of the following is not an agenda that is specifically targeted by IBM's Business Analytics Performance Management solutions? A. Planning Analysis and Forecasting B. Strategic Talent Management C. Sales Performance Management D. Enterprise Disclosure Management E. Financial Close Management /Reference: QUESTION 32 A customer is very interested in the dispute resolution functionality of IBM's Business Analytics SPM solution. Which of the following challenges is the prospect most likely facing currently? A. Sales managers have difficulty in identifying areas of improvement. B. Compensation managers cannot evaluate plan effectiveness. C. Limited end-of-period reporting to end users D. Sales executives have no visibility into company performance. /Reference: QUESTION 33

11 Which aspect of IBM's Business Analytics FPM solutions is most likely to appeal to a CIO or IT director? A. Leverage existing ERP investments with proven solutions B. Keep the look and feel of Excel, but in an automated driver-based model C. Avert surprises from financial and operational performance D. Gain early insights to enable redirection relative to corporate goals /Reference: QUESTION 34 What is the initial objective when laying the groundwork for an opportunity to sell IBM's Business Analytics FPM solutions? A. Meeting only with the CFO B. Meeting with the CIO directly C. Getting into the office of finance D. Getting into the office of IT /Reference: QUESTION 35 Which benefit of IBM's Business Analytics SPM solutions is most likely to appeal to a compensation administrator? A. Quickly modify current compensation plan structures. B. Optimize territories to equalize pipeline across sales reps. C. Consolidate financial statements for the current period. D. Review alignment of the sales organization with business strategy /Reference: QUESTION 36 Which feature of IBM Cognos Disclosure Management ensures that all reports deliver a single, consistent version of the truth? A. Controlled collaboration B. Workflow and task management capabilities. C. Link report data directly to enterprise data sources D. Microsoft Office interface

12 /Reference: QUESTION 37 Which model properly represents how business analytics drives better performance? A. Hypothesis -> testing -> decision making -> performance B. Relevant information -> actionable insight -> smarter decisions -> better business outcomes C. Data -> decision making -> analysis -> better business outcomes D. Prediction -> analysis -> decision making -> performance /Reference:

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