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IBM Emptoris Strategic Supply Management Sales Mastery Test v1

Question No: 1

Which is an example of a customer pain point typically heard in Spend Analysis discussions:

  1. Contracts are difficult to locate

  2. Suppliers often unclear on RFx specifications; do not bid on apples-to-apples basis, thus extending the time it takes to award an RFx

  3. Data scattered across multiple ERP systems and independent business units all over the globe

  4. Impossible to track compliance to Services-related pricing agreements

Answer: C

Question No: 2

How would you not compete against a best of breed vendor?

  1. Show product differences?

  2. Position global capabilities?

  3. Position integrated to broader Strategic Supply Management capabilities

  4. Position company viability

Answer: D

Question No: 3

Spend Analysis plays a critical role in an Opportunity Assessment (OA) one of Emptoris offerings. Why is this step critical?

  1. The data serves as the foundation for the OA, thus enabling the consultant to understand client spend across multiple dimensions including but not limited to: category/UNSPSC, business unit, time, region, vendor, payment terms.

  2. It enables the consultant to immediately execute Sourcing opportunities based on intuition.

  3. As a contract repository, it provides visibility into the client#39;s existing contracts/language and allows him/her to immediately begin making contract-related process improvement recommendations.

  4. Spend Analysis houses a supplier database thus providing important supplier contact

information for the consultant, such as name, phone number, email He/she can pick up the phone and begin negotiating rates on existing contacts.

Answer: A

Question No: 4

What is the process the Spend Analysis services team takes upon receiving client data?

  1. Integrate -gt; Consolidate -gt; Categorize -gt; Enrich

  2. Consolidate -gt; Enrich -gt; Integrate -gt; Categorize

  3. Enrich -gt; Integrate -gt; Categorize -gt; Consolidate

  4. Categorize -gt; Consolidate -gt; Integrate -gt; Enrich

Answer: C

Reference: ftp://ftp.software.ibm.com/software/commerce/emptoris/offers/ZZW03161- USEN-00.pdf

Question No: 5

Which of the following is not a competitor to Emptoris in Contract Management?

  1. Selectica

  2. Tangoe

  3. Ariba

  4. Upside

Answer: B

Reference: http://www.itqlick.com/Products/3448

Question No: 6

Spend Analysis delivers visibility to all users across a variety of means.

Which is not one of them?

  1. Standard reports

  2. Configurable personalized dashboards

  3. Mine Spend opportunities

  4. Text messages

Answer: C

Question No: 7

Which of the following is not one of the Spend Analysis value props?

  1. Automate consolidation, enrichment and visibility of global disparate spend data

  2. Facilitate supplier development monitoring progress toward goals

  3. Identify unrealized savings, off-contract spend and help prevent savings leakage

  4. Bring spend under management

Answer: B

Question No: 8

Which topic below is not a typical business driver for Supplier Lifecycle Management?

  1. Optimize the Procure-to-Pay- Process

  2. Supply Chain Disruption

  3. Corporate Social Responsibility

  4. Brand Protection

Answer: C

Question No: 9

Which of the following does not qualify as a prospect?

  1. Annual budget for software is $50k

  2. Number of mobile devices is greater than 1,000

  3. Customer is currently considering Ariba, Bravo, CombineNet, lasta

  4. Annual spend with the suppliers is greater than $400m

Answer: D

Question No: 10

A customer would NOT use Spend Analysis to:

  1. Find savings opportunities

  2. Negotiate rates with suppliers

  3. Prioritize opportunities into waves

  4. Identify low-hanging fruit

Answer: D

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