CSM CRM Systems & Analytics 3

Question 1

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

Accepted Answer

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

Answer

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

Question 2

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

Accepted Answer

Syncing CRM with email and calendar platforms

Answer

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

Question 3

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

Accepted Answer

To weight pipeline deals for more accurate revenue forecasting

Answer

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

Question 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:

Accepted Answer

Increase marketing spend on referral programs

Answer

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

Question 5

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

Accepted Answer

Contact timeline or activity history

Answer

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

(CSM) Certified Sales Manager Practice Test