Sales CRM Management 3 — Questions and Answers
Question 1: Which CRM feature automatically notifies a rep when a prospect opens their email?
- Pipeline view
- Email tracking (Correct answer)
- Lead scoring
- Workflow automation
Correct answer: Email tracking
Email tracking alerts reps in real time when a prospect opens a message, enabling timely follow-up.
Question 2: A sales manager uses a CRM forecast to estimate:
- The number of new leads to import next month
- Expected revenue from deals currently in the pipeline (Correct answer)
- How many reps to hire next quarter
- The cost of the CRM subscription
Correct answer: Expected revenue from deals currently in the pipeline
CRM forecasting aggregates deal values and close probabilities to project expected revenue for a given period.
Question 3: What is the purpose of a CRM's 'closed-lost reason' field?
- To automatically reopen lost deals
- To track why deals were not won so patterns can be identified (Correct answer)
- To charge customers for cancellations
- To remove contacts from the database
Correct answer: To track why deals were not won so patterns can be identified
Capturing closed-lost reasons helps teams analyze common failure points and improve their sales approach over time.
Question 4: When a CRM sends an automated 'welcome' email to every new lead, this is an example of:
- Manual outreach
- A trigger-based workflow (Correct answer)
- Lead deduplication
- Opportunity scoring
Correct answer: A trigger-based workflow
A trigger-based workflow fires automatically when a defined condition is met, such as a new lead being created.
Question 5: A rep notices her CRM contact record shows a prospect's LinkedIn profile, company size, and recent funding round. This enrichment data most likely came from:
- A manual rep update only
- A third-party data integration or enrichment tool (Correct answer)
- The prospect filling out a long form
- A phone call log
Correct answer: A third-party data integration or enrichment tool
Data enrichment tools automatically append firmographic and social data to CRM records from external databases.
Question 6: Which of the following best describes CRM 'pipeline velocity'?
- The speed at which leads are imported into the CRM
- How quickly deals move through the pipeline and generate revenue (Correct answer)
- The number of pipeline stages a company uses
- The time it takes a rep to log an activity
Correct answer: How quickly deals move through the pipeline and generate revenue
Pipeline velocity measures how fast deals convert to revenue, combining deal count, win rate, deal size, and cycle length.
Question 7: A CRM user role with 'read-only' permissions can:
- Edit contact records and log activities
- View data but not make any changes (Correct answer)
- Delete duplicate records
- Run bulk email campaigns
Correct answer: View data but not make any changes
Read-only access lets users see CRM data for reporting or reference without the ability to modify records.
Sales CRM Management 3
Which CRM feature automatically notifies a rep when a prospect opens their email?