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When working with a prospect new to IBM SPSS Statistics, at which stage is it MOST appropriate to suggest a software trial?
Immediately after the scoping call.
Only after a budget has been established.
After a use case has been established.
It is always appropriate to send a software trial.
A prospect you have been actively engaged with is considering whether to add additional tools to their suite of analytic tools or to continue using spreadsheets. Which is a positive indication the prospect will purchase IBM SPSS Statistics?
The IT department will make the final decision and prefers software that is data agnostic and open source.
The team of analysts are data scientists that prefer to code their statistical algorithms.
The IT department is in favor of moving all its software applications to the cloud.
The COO has a strategic priority of pushing analytics to individuals in multiple divisions throughout the enterprise.
IBM M2020-733 Exam (IBM SPSS Statistics Sales Mastery Test v1) Detailed Information
M2090-733 Test Information / Examination Information
Number of questions : 41 Time allowed in minutes: 75 Required passing score : 68% Languages : English
Test M2090-733: IBM SPSS Statistics Sales Mastery Test v1
Overview- selected tab,
Sample / Assessment Test
The Market for IBM SPSS Statistics (20%)
Describe the characteristics of an IBM SPSS Statistics opportunity.
Describe the depth and breadth of an IBM SPSS Statistics opportunity.
Identify the buyers of IBM SPSS Statistics.
Describe the IBM SPSS Statistics value proposition
Describe how to differentiate between IBM SPSS Modeler and Statistics opportunities
IBM SPSS Statistics Solutions (11%)
Describe IBM SPSS Statistics offerings, including the capabilities and value to the target buyers
Prospecting for IBM SPSS Statistics sales (18%)
Describe how to position IBM SPSS Statistics solutions within the prospect's industry
Describe how to position IBM SPSS Statistics solutions within the prospect's line of business
Identify potential pain points
Qualifying the IBM SPSS Statistics opportunity (18%)
Determine opportunity viability.
Identify the influencer/decision maker relationship
Identity characteristics that define a qualified IBM SPSS Statistics opportunity
Know the processes for opportunity identification and opportunity registration
Quoting IBM SPSS Statistics (9%)
Identify the components to meet a specific solution
Selling IBM SPSS Statistics solutions (24%)
Overcome common objections
Identify IBM SPSS Statistics cross sell and upsell opportunities
Describe how to progress an IBM SPSS Statistics opportunity towards closing
Continue to develop the customer relationship after the sale
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