CRM CRM Sales Pipeline and Automation 2

Question 1

What is a 'workflow automation' in CRM sales tools?

Accepted Answer

A rule-based trigger that automatically performs actions when specified conditions are met

Answer

CRM workflow automations are if-this-then-that rules that automatically execute actions — like sending emails, updating fields, or creating tasks — when trigger conditions are met.

Question 2

What is 'deal rotation' or 'round-robin lead assignment' in CRM automation?

Accepted Answer

Automatically distributing new leads evenly among available sales reps in rotation

Answer

Round-robin lead assignment automatically distributes incoming leads equally across the sales team in turn, ensuring fair workload distribution without manual assignment.

Question 3

What is 'contact activity tracking' in CRM sales automation?

Accepted Answer

Automatically logging all interactions with a contact including emails, calls, and meetings

Answer

Contact activity tracking automatically records every touchpoint with a prospect — emails, calls, meetings, and notes — creating a complete interaction history without manual data entry.

Question 4

What is a 'deal alert' or 'opportunity alert' in CRM pipeline management?

Accepted Answer

An automated notification triggered when a deal meets defined criteria like going stale or exceeding value

Answer

Deal alerts notify sales reps or managers when an opportunity meets specific conditions — such as no activity in 14 days or exceeding a revenue threshold — prompting timely action.

Question 5

What does 'close date' represent on a CRM opportunity record?

Accepted Answer

The estimated date by which a deal is expected to close or be decided

Answer

The close date on an opportunity is the forecasted date by which the deal is expected to either close as won or lost, used for time-period forecasting and pipeline reviews.

CRM - Software Practice Test

CRM - Software Practice Test

CRM CRM Sales Pipeline and Automation 2