Sales CRM Management 3

Question 1

Which CRM feature automatically notifies a rep when a prospect opens their email?

Accepted Answer

Email tracking

Answer

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:

Accepted Answer

Expected revenue from deals currently in the pipeline

Answer

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?

Accepted Answer

To track why deals were not won so patterns can be identified

Answer

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:

Accepted Answer

A trigger-based workflow

Answer

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:

Accepted Answer

A third-party data integration or enrichment tool

Answer

Data enrichment tools automatically append firmographic and social data to CRM records from external databases.

Sales Practice Test

Sales Practice Test

Sales CRM Management 3