Practice Test Geeks(CSM) Certified Sales Manager Practice Test
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CRM Systems & Analytics Flashcards

7 cards from real CSM practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.

Read the first 7 CRM Systems & Analytics flashcards as text

  1. A sales manager wants to implement CRM automation for lead nurturing. Which workflow is most appropriate?

    Answer: Sending a sequence of targeted emails when a lead downloads a resource

    Triggering a nurture email sequence when a lead takes an action (like a download) is a standard and effective lead nurturing automation in CRM.

  2. Which of the following is an example of a CRM integration that directly improves sales efficiency?

    Answer: Syncing CRM with email and calendar platforms

    Syncing CRM with email and calendar tools allows reps to log communications automatically, reducing manual entry and improving efficiency.

  3. What is the primary purpose of a CRM 'opportunity stage probability' setting?

    Answer: To weight pipeline deals for more accurate revenue forecasting

    Probability percentages assigned to each stage allow the CRM to calculate a weighted pipeline value, improving forecast accuracy.

  4. A manager reviews CRM data and finds that deals originating from referrals close at twice the rate of cold outbound leads. The best action is to:

    Answer: Increase marketing spend on referral programs

    Data showing that referral leads have a higher close rate supports the strategic decision to invest more in referral programs.

  5. Which CRM feature allows a sales manager to see all interactions a prospect has had with the company before a call?

    Answer: Contact timeline or activity history

    The contact timeline or activity history logs all emails, calls, meetings, and notes associated with a contact in chronological order.

  6. When configuring CRM user roles and permissions, the principle of least privilege means:

    Answer: Users should only have access to data and functions required for their role

    Least privilege means granting users only the minimum access needed to perform their job, reducing risk of data misuse or error.

  7. A B2B company wants to track all decision-makers at a single client company in their CRM. Which CRM data structure is most appropriate?

    Answer: A single Account record linked to multiple Contact records

    Linking multiple Contacts to a single Account record is the standard CRM structure for managing B2B relationships with multiple stakeholders.