Sales CRM Management 2

Question 1

What does CRM data segmentation allow a sales team to do?

Accepted Answer

Target specific groups with tailored outreach

Answer

Segmentation divides contacts into groups by shared attributes so reps can deliver more relevant, personalized outreach.

Question 2

A CRM pipeline stage called 'Proposal Sent' indicates that a deal is in which phase?

Accepted Answer

Closing

Answer

'Proposal Sent' typically falls in the closing phase, where the rep has presented terms and is awaiting the prospect's decision.

Question 3

Which CRM metric measures the percentage of leads that become paying customers?

Accepted Answer

Lead conversion rate

Answer

Lead conversion rate tracks how many leads ultimately convert into closed-won customers.

Question 4

When a sales rep logs a call note in the CRM immediately after a conversation, this practice is best described as:

Accepted Answer

Real-time activity logging

Answer

Real-time activity logging ensures accurate, timely records of customer interactions while details are fresh.

Question 5

A CRM 'round-robin' lead assignment rule is used to:

Accepted Answer

Distribute leads equally among available reps

Answer

Round-robin assignment cycles leads evenly through reps to ensure fair workload distribution.

Sales Practice Test