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NEW QUESTION: 1
During an initial discovery call with an existing customer, they mention they are standardized on SAP across their organization. They are looking for a business intelligence reporting platform, and will likely default to Business Objects, because it is already "built in". Which is the next right step for the sales professional to take in this scenario?
A. Share a SAP/IBM Cognos case study and discuss the integration options between the two products.
B. Direct the conversation to focus on IBM's predictive capabilities as this is a weakness of SAP.
C. Develop customer interest by introducing them to IBM's partnerships with Twitter and Apple.
D. Mark the opportunity as closed; the chance of winning the business is very low in this type of situation.
Answer: C
Explanation:
Reference:
http://www-03.ibm.com/press/us/en/pressrelease/44370.wss
NEW QUESTION: 2
Which perspective closely ties a business requirement to business strategy?
A. A policy
B. A service
C. A capability
D. An outcome
Answer: D
NEW QUESTION: 3
You need to configure the system to meet the metric requirement for sales representatives.
How should you configure the system? To answer, drag the appropriate entities to the correct requirements.
Each entity may beused once, more than once, or not at all. You may need to drag the split bar between panes or scroll to view content.
NOTE: Each correct selection is worth one point.
Answer:
Explanation:
Explanation
NEW QUESTION: 4
The risk-based capital formula for health plans defines a number of risks that can impact a health plan's solvency. These categories reflect the fact that the level of risk faced by health plans is significantly impacted by provider reimbursement methods that shift utilization risk to providers. The following statements are about the effect of a health plan transferring utilization risk to providers. Select the answer choice containing the correct statement:
A. By decreasing its utilization risk, the health plan increases its underwriting risk.
B. Once the health plan has transferred utilization risk to its providers, it is relieved of the legal obligation to provide medical services to plan members in the event of the provider's insolvency.
C. The greater the amount of risk the health plan transfers to providers, the larger the credit-risk factor becomes in the health plan's RBC formula.
D. The net effect of using provider reimbursement contracts to transfer risk is that the health plan's net worth requirement increases.
Answer: C
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