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Updated: Sep 11, 2026
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IBM M2090-618 Exam Overview:
| Certification Vendor: | IBM |
|---|---|
| Exam Name: | IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 |
| Exam Number: | M2090-618 |
| Available Languages: | English |
| Real Exam Qty: | 41-45 |
| Related Certifications: | IBM Business Analytics Sales Mastery |
| Exam Price: | Free / Varies by region (typically $0-$200 USD) |
| Certificate Validity Period: | 12 months |
| Exam Duration: | 60 minutes |
| Exam Format: | Multiple Choice |
| Passing Score: | 75% |
| Recommended Training: | IBM Business Analytics Sales Enablement Resources |
| Exam Registration: | IBM Certification Portal |
| Sample Questions: | IBM M2090-618 Sample Questions |
| Exam Way: | Online proctored or via authorized IBM testing platforms |
| Pre Condition: | No formal prerequisites; recommended basic knowledge of IBM analytics and midmarket sales |
| Official Syllabus URL: | https://www.ibm.com/certify |
IBM M2090-618 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Topic 1: IBM Business Analytics Midmarket Portfolio | 30% | - Cognos Insight and SPSS offerings - Deployment options: on-premises, cloud, appliance - IBM Cognos Express family |
| Topic 2: Selling Process and Objection Handling | 20% | - Financing and licensing models - Needs assessment and qualification - Addressing common customer objections |
| Topic 3: Midmarket Business Analytics Market Overview | 25% | - Key industry trends and business challenges - Value of business analytics solutions - Midmarket customer pain points by department |
| Topic 4: Sales Positioning and Value Proposition | 25% | - ROI and total cost of ownership - Competitive differentiation - Easy to buy, install, and grow messaging |
IBM Business Analytics Midmarket Foundational Sales Mastery Test v2 Sample Questions:
What are the 3 (three) key messages for the overall Business Analytics Midmarket value proposition?
- A. Breadth, Depth, Easy to buy
- B. Easy, Complete. Priced right
- C. Easy to use. Simple to install. Priced right
- D. Simple, Complete. Affordable
Correct Answer: D 🗳️
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How many IBM sales stages are there?
- A. There are 9 (nine) stages but in GPP they are considered to be 4 (four) stages
- B. There are 6 (six) stages but in GPP they are considered to be 3 (three) stages
- C. There are 11 (eleven) stages but in GPP they are considered to be 6 (six) stages
- D. There are 11 (eleven) stages but in GPP they are considered to be 5 (five) stages
Correct Answer: C 🗳️
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Which entitlement type does a user need to receive a personalized report from IBM Cognos Express?
- A. No entitlement is required
- B. IBM Cognos Express Consumer User
- C. IBM Cognos Express Performance Management User
- D. IBM Cognos Express Recipient User
Correct Answer: B 🗳️
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A sales organization believes low sales value = low service value. What could you say to overcome that objection?
- A. Stress the "Easy to Buy" Midmarket message, the products are packaged and priced right; Start small, start anywhere, deliver immediate value, and grow; Recommend available compelling IBM Global Financing offerings
- B. Smooth glide path to the Enterprise solution
- C. Compared to IBM Cognos Business Intelligence. Midmarket solutions have a lower cost of entry while retaining similar services revenue opportunities
- D. Start small, show immediate value then grow; Use trial to demonstrate ease and value; Show how they can leverage Excel skills
Correct Answer: D 🗳️
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What is the first and most important validation step that should be taken with any new opportunity?
- A. Determine BANT
- B. Determine decision makers
- C. Determine competition
- D. Determine products
Correct Answer: D 🗳️
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