CRM Trivia 4

Question 1

What is 'customer segmentation' in CRM?

Accepted Answer

Dividing customers into groups based on shared characteristics

Answer

Customer segmentation categorizes contacts into groups by demographics, behavior, or purchase history to enable targeted outreach.

Question 2

In CRM, what is a '360-degree customer view'?

Accepted Answer

A complete profile of a customer combining all available data and interaction history

Answer

A 360-degree view aggregates all customer data—purchases, support tickets, emails, and social interactions—into one unified profile.

Question 3

Which CRM company was co-founded by Marc Benioff, a former Oracle executive, in 1999?

Accepted Answer

Salesforce

Answer

Marc Benioff co-founded Salesforce in 1999 after leaving Oracle, pioneering the SaaS (Software as a Service) CRM model.

Question 4

What CRM feature allows sales reps to see which companies are visiting their website even without form submissions?

Accepted Answer

Visitor identification / reverse IP lookup

Answer

Reverse IP lookup tools in CRMs like HubSpot identify company names from anonymous website visitors based on their IP addresses.

Question 5

What is the typical purpose of a CRM 'deal stage' or 'opportunity stage'?

Accepted Answer

To show where a prospect is in the sales process

Answer

Deal stages represent milestones in the sales pipeline (e.g., Prospecting, Proposal, Negotiation, Closed) to show a deal's progress.

CRM - Software Practice Test