CRM: Leads, Opportunities and the Pipeline — Assessment

1. A second contact from a company you already invoice becomes a real prospect. How should the lead be converted?

Link it to the existing customer, so statements and aging stay in one place As a new customer, so the new contact has a clean record Delete the lead and create an opportunity directly Leave it as a lead and raise invoices against the lead

2. Proposal holds KES 2,000,000 at 50% and Negotiation KES 1,000,000 at 75%. What is the weighted forecast of those two stages?

KES 3,000,000 KES 1,250,000 KES 2,250,000 KES 1,750,000

3. The pipeline has deals in both KES and USD. How does the board show the total?

Converted to KES at the day’s rate A separate total for each currency, never added together Only KES deals are counted Converted to the base currency at the deal date

4. What happens when a deal is moved to the Lost stage?

The customer record is archived It stays open until a manager approves the loss It closes, and a reason for the loss is required It is deleted from the opportunity list

5. A won deal has no customer linked. What must happen before Create quote can be used?

The lead must be re-opened The deal must be moved back to Negotiation Nothing; the quote is raised against the deal itself A customer must be linked to the deal

6. Deals in Negotiation actually close about half the time, but the stage is set to 75%. What is the right fix?

Mark half of them as Lost Ignore the forecast and use the open total Set the Negotiation stage probability to 50% under Pipeline stages Move the deals back to Proposal

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