CSE CSE Sales Forecasting & Pipeline Management

Question 1

Which forecasting method uses historical sales data patterns to predict future sales performance?

Accepted Answer

Time series analysis

Answer

Intuitive forecasting

Answer

Jury of executive opinion

Answer

Customer surveys

Question 2

What is the primary purpose of a sales pipeline in a CRM system?

Accepted Answer

Visualize and manage deals at each stage of the sales process

Answer

Track marketing campaigns

Answer

Monitor customer satisfaction scores

Answer

Schedule sales team meetings

Question 3

A sales executive notices that 40% of opportunities stall at the proposal stage. What is the BEST corrective action?

Accepted Answer

Analyze and improve proposal quality and follow-up processes

Answer

Increase the number of prospects in the pipeline

Answer

Reduce pricing across all proposals

Answer

Eliminate the proposal stage entirely

Question 4

What does pipeline velocity measure in sales management?

Accepted Answer

How quickly deals move through the sales pipeline to close

Answer

The number of calls made per day

Answer

The ratio of wins to losses

Answer

The average deal size in the pipeline

Question 5

Which of the following is a leading indicator of future sales performance?

Accepted Answer

Number of new qualified opportunities added to the pipeline

Answer

Closed revenue last quarter

Answer

Customer churn rate

Answer

Annual contract value of existing accounts

Question 6

A bottom-up sales forecast is BEST described as:

Accepted Answer

Each salesperson estimating their own expected deals, rolled up to a total

Answer

Senior management setting revenue targets for the team

Answer

Using industry market data to project company revenue

Answer

Averaging the last three years of total revenue