Sales CRM Management 4

Question 1

What does 'CRM adoption' refer to in a sales organization?

Accepted Answer

The degree to which reps consistently use the CRM as intended

Answer

CRM adoption measures how regularly and correctly the sales team uses the system, which determines the quality of data and insights.

Question 2

A 'contact' and an 'account' in a B2B CRM are related in which way?

Accepted Answer

A contact is a person who belongs to an account (company)

Answer

In B2B CRMs, an account represents a company, and contacts are the individual people associated with that company.

Question 3

Which CRM report would a sales manager use to identify which rep has the most deals stalled in one stage?

Accepted Answer

Stage duration or pipeline aging report

Answer

A pipeline aging report shows how long deals have been sitting in each stage, revealing bottlenecks by rep or stage.

Question 4

If a CRM integrates with a marketing automation platform, what key benefit does this provide?

Accepted Answer

It syncs lead data and engagement history between sales and marketing

Answer

A CRM-marketing integration ensures sales reps can see a lead's full engagement history (email opens, form fills, etc.) to prioritize follow-up.

Question 5

A rep is about to call a prospect and sees in the CRM that a colleague already called yesterday with no answer. The best action is to:

Accepted Answer

Check the notes and consider the best time and channel before reaching out

Answer

Reviewing prior activity logs helps the rep avoid redundancy and choose the most effective outreach strategy.

Sales Practice Test