CRM Trivia 3

Question 1

What is 'customer churn' in CRM terminology?

Accepted Answer

The rate at which customers stop doing business with a company

Answer

Customer churn (also called attrition) measures how many customers stop purchasing or using a service over a given period.

Question 2

Which CRM tool is specifically known for its visual sales pipeline board that resembles a Kanban layout?

Accepted Answer

Pipedrive

Answer

Pipedrive is famous for its drag-and-drop visual pipeline that lets sales reps manage deals like a Kanban board.

Question 3

In CRM, what does 'lead scoring' accomplish?

Accepted Answer

Ranks leads by their likelihood to convert based on behavior and attributes

Answer

Lead scoring uses predefined criteria to rank prospects so sales teams can prioritize the most promising leads.

Question 4

What is the primary purpose of a CRM's 'email sequence' or 'drip campaign' feature?

Accepted Answer

Automatically send a series of emails to prospects over time

Answer

Drip campaigns automatically deliver pre-written emails at scheduled intervals to nurture leads through the sales funnel.

Question 5

Which famous CRM-related book, written by Don Peppers and Martha Rogers, popularized the concept of one-to-one marketing?

Accepted Answer

The One to One Future

Answer

'The One to One Future' (1993) by Peppers and Rogers introduced personalized marketing strategies that became foundational to CRM thinking.

CRM - Software Practice Test