CRM Systems & Analytics Flashcards
7 cards from real CES practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 CRM Systems & Analytics flashcards as text
An exporter wants to use CRM data to forecast export revenue for Q3. Which combination of data is most relevant?
Answer: Open opportunities, weighted pipeline value, and historical close rates by region
Weighted pipeline value multiplied by historical close rates by region gives a statistically grounded revenue forecast for international sales.
Which CRM capability helps exporters ensure they are not engaging with entities on the U.S. Bureau of Industry and Security (BIS) Entity List?
Answer: Restricted party screening integration within the CRM
Restricted party screening integrations check customer records against denied party lists like the BIS Entity List, helping exporters maintain compliance.
In export sales analytics, 'territory management' within a CRM system typically involves:
Answer: Assigning geographic regions or accounts to specific sales representatives and tracking their performance
CRM territory management defines which rep owns which accounts or regions and produces performance reports by territory to guide resource allocation.
A company's CRM shows a 60% email open rate for Middle East prospects but only a 5% response rate. What does this data most likely indicate?
Answer: The email content or call-to-action is not compelling enough to prompt replies
High open rates but low response rates signal that the messaging is being read but fails to motivate action, pointing to a content or offer alignment issue.
What is the purpose of a CRM 'activity log' or 'timeline' in managing international customer relationships?
Answer: To maintain a chronological record of all interactions, emails, calls, and meetings with a contact
The activity log provides a complete interaction history, ensuring continuity when team members change and supporting informed follow-up with international buyers.
Which CRM metric best measures the efficiency of an export sales team's time spent on a deal?
Answer: Cost per acquisition (CPA) relative to deal value
CPA compared to deal value shows whether the resources invested in winning a customer are justified by the revenue generated.
When exporting to multiple countries, CRM 'multi-currency support' is essential primarily because:
Answer: It allows deal values and revenue to be tracked and reported in both local and home currency
Multi-currency support lets exporters track deal values in the buyer's local currency while consolidating reports in the home currency for accurate financial analysis.