NAR CRM Systems & Analytics

Question 1

What is the primary benefit of using a CRM system?

Accepted Answer

Centralized customer data enabling consistent communication and informed decisions

Answer

Replacing the need for personal relationships

Answer

Automating all customer interactions

Answer

Reducing the number of sales staff needed

Question 2

How should customer data in a CRM be maintained?

Accepted Answer

Through regular updates, data hygiene practices, and consistent entry standards

Answer

Only update when customers call

Answer

Let each user maintain their own format

Answer

Archive all records after one year

Question 3

What makes a product presentation effective?

Accepted Answer

Focusing on how the product solves the specific customer problem

Answer

Covering every product feature in detail

Answer

Using the most impressive technical terminology

Answer

Making the presentation as long as possible

Question 4

How should analytics be used to improve performance?

Accepted Answer

Identify patterns and trends that inform actionable strategy adjustments

Answer

Generate reports that look impressive but require no action

Answer

Only review analytics at year-end

Answer

Focus on vanity metrics that show positive trends

Question 5

What is the value of customer journey mapping?

Accepted Answer

Understanding all touchpoints to identify improvement opportunities

Answer

Creating complicated diagrams for presentations

Answer

Replacing direct customer feedback

Answer

It is only useful for e-commerce businesses

Question 6

Why is competitive product knowledge important?

Accepted Answer

It enables effective positioning and honest comparison during sales conversations

Answer

To disparage competitor products

Answer

It is only needed for marketing materials

Answer

To copy competitor pricing strategies