CRM Learn Module - Quizes

CRM Basics
Introduction to Odoo CRM
Discover Odoo CRM here: https://www.odoo.com/page/crm
1. What does CRM mean?
Customer Relationship Management
Creative Relationship Mayhem
Crazy Rabbits Moonwalk
CRM Basics and Pipelines

CRM Basics & Pipelines

In this course, you'll learn by practicing. Search answers to the following questions
using the demo database. If you are blocked on a question, have a look at the video or
documentation, but it's optional.
By answering these questions, you'll learn what makes the difference between good
and great sales teams: the tool they use to organize themselves! Let’s learn how to
organize your sales activities with the pipeline: analyze sales forecasts and activities,
manage opportunities, and score leads.
Use the data from https://demo.odoo.com to answer these questions.
Did you mess up? Start over with clean data by clicking Restart on the homepage!

1. What’s the total value of opportunities in the “Proposition” stage in your pipeline?
$ 5,500
$ 19,800
$ 79,100
$ 105,000

2. How many opportunities do you expect to close next month?

1
3
4
6

3. When creating an opportunity, what's the only required field?

Organization / Contact
Opportunity
Email
Expected Revenue
4. Can a new tag be created from the opportunity form? And can I set its tag color from
there as well?
Yes, but I cannot change the color
Yes to both
No

5. How do you change the stage of an opportunity from the form view?
Select the stage from the top-right progress bar
The only way is to drag & drop from the kanban view
Click the "Action" button and "Next Stage"
Tip: you could also click "Won" to send it to the "Won" stage

6. Is the probability of an opportunity updated automatically if you change the stage,

phone or email?
Yes, always
Yes, but only if I did not change it manually before
No
Tip: The probability is also updated if you change other parameters. Try changing the
customer, email, or phone number.
Wins and Losses
In the competitive world of sales, keeping a close eye on every deal that comes your
way is essential.
This means tracking not only your wins but also your losses and the reasons behind
them.
Even though losing deals is tough, tracking why they were lost can help you avoid
similar setbacks and refine your sales strategy for future success.
Use the data from https://demo.odoo.com to answer these questions.
Did you mess up? Start over with clean data by clicking Restart on the homepage!
1. How many opportunities did the company win and lose?
3 wins, 1 loss.
1 win, 3 losses.
2 wins, 2 losses.
1 win, 0 loss.
Tip: Lost opportunities are automatically archived and can only be found using the
“Lost” filter.

2. At what stage was Marc’s opportunity lost?

Proposition
New
Qualified
Won
Tip: opportunities stay at their stage when lost. This way, you can track what stage is
more

3. What was the reason for the loss?

Not enough stock.
Too expensive.
We don't have people/skills.
No reason specified.
4. How can you add more loss reasons?
Type in the reason in the “Lost Reason” field, then click “Create”.
Go to Configuration > Lost reasons and create a new one.
Both methods can be applied.

5. Can you edit opportunities after they have been marked as Won?
Yes, at any time and for any reason
Yes, but you need to move the opportunity back to the previous stage first.
No, you cannot edit Won opportunities.
Tip: Let’s try and edit a Won opportunity to see what happens
Activities
Managing a growing number of customer relationships can quickly get out of hand.
Utilizing Activities in Odoo CRM allows easy tracking and scheduling of follow-up
activities for every pipeline stage, ensuring no customer gets forgotten.
Use the data from https://demo.odoo.com to answer these questions.
Did you mess up? Start over with clean data by clicking Restart on the homepage!

1. Can you see if an opportunity has an activity planned from the pipeline kanban view?
No, you must open the opportunity form and check the logs.
Yes, but only if the activity is scheduled for today.
Yes, thanks to the icon next to the priority stars.
Yes, but only for phone calls.
Tip: Depending on the activity type, the clock-shaped icon can take many forms: a
phone, a group of people, a letter, a list view, or a file. You can also schedule an activity
directly by clicking the icon.

2. What color is the icon of an overdue activity?

Grey
Green
Yellow
Red
Tip: Green is for future activities, yellow is for activities due today, and red is for
overdue activities. The multicolored bar at the top of each stage mirrors the activities'
status.

3. How many opportunities are expected to be done today in the proposition stage?
1
2
3
4
Tip: hover over a color on the top bar to sum up all the activities corresponding to that
color.
4. What happens when you click on a colored bar at the top of a stage in the Kanban
view?
It displays all of the opportunities in the pipeline that have an activity status in the
selected color, regardless of the stage.
You are redirected to a list view of all the activities corresponding to that color.It
allows you to mark all the activities as done.
It displays the opportunities in that stage that have an activity status in the
selected color, and the expected amount is updated.

5. How can you mark an activity as “Done” from the Kanban view?
Click an activity icon, click the checkmark icon and “Done.”
Open the opportunity and click “Mark Done”
Click the colored bar, select the opportunity from the list and click “Mark Done.”
Click an activity icon, select “+ Schedule an activity” and click “Done.”
From an opportunity, you can also click “Mark Done” in log notes.

6. How can you get a list view of all the scheduled activities?
Go to Configuration > Activity Types.
Go to Sales > My activities.
Go to Reporting > Activities.Go to Sales > List views > Activities.
Tip: Add more columns and get more information by clicking the vertical ellipsis button
at the right of the title row.

7. What does clicking the Snooze button on the list view do?
It changes the scheduled activity from a Call to an Email.
It adds 7 days to the current activity deadline.
It sets the activity deadline to 7 days from today.
It adds 7 days to the activity deadline, but only if that activity is due today.
Tip: Click it and look at the “My Deadline” column.
Activity Types & Automation
Managing a growing number of customer relationships can quickly get out of hand.
Utilizing Activities in Odoo CRM allows easy tracking and scheduling of follow-up
activities for every pipeline stage, ensuring no customer gets forgotten.
Use the data from https://demo.odoo.com to answer these questions. Did you mess up? Start over with Restart
1. Where can you find the list of activity types?
Go to Reporting > Activities.
Go to Sales > My activities.
Go to Configuration > Activity Types.
Go to Sales > Activity Types.
Tip: Access any menus by clicking Ctrl + K on your keyboard, type “/,” and enter the
name of the desired menu.

2. Let’s create a new activity type. What action is set by default?

None
Phonecall
Email
Meeting
Tip: This field displays the action to perform when this activity is selected.

3. Where can you set the activity to trigger another activity automatically?
In the Action field.
In the Next Activity field.
In the Chaining Type field.
In the Suggest field.
Tip: Once an activity set to trigger another activity is marked as done, you must
schedule another activity. If the “Trigger” field isn’t blank, clicking “Done & Schedule
next” automatically schedules the configured activity.

4. How many activities can you suggest as the next activity?

You cannot suggest more than one activity.
You can suggest up to three activities.You can suggest up to four activities.
You can add as many activities as are available.
Tip: However, you can trigger only one activity.
5. What happens if you assign a default user to an activity type?
That activity will be, by default, assigned to this user. However, you can assign it
to someone else at any time.
That activity will be, by default, assigned to this user, but only if the opportunity
isn’t assigned to someone else.
That activity will be, by default, assigned to this user, and you cannot assign it to
anyone else.
That activity will be, by default, assigned to this user, but only if the opportunity
isn’t assigned to anyone.

6. What activity types suggest opening your calendar once scheduled?

Only activities with a “Meeting” action.
Any activity with an action that requires another person’s availability, such as a
phone call or meeting.
You cannot open the calendar from the CRM app.
You must use the Calendar app and create meetings from there.
I’m waiting for the tips to answer.
Tip: Actions may trigger a specific behavior, like opening the calendar view or
automatically marking the activity as done when a document is uploaded.

7. Let’s click “Open Calendar.” How can you share your availability with your customer?
Click the “Share availabilities” button. Doing so sends your availability by email
according to your current timetable.
Click the “Share availabilities” button and select a day on the monthly calendar to
automatically send your availability by email.
Select a date on the monthly calendar on the left, click the “Share availabilities”
button, and copy the generated share link to paste into a message.
Click the “Share availabilities” button, select your availabilities, and copy the
generated share link to paste into a message.
Tip: To send your availability according to your current timetable, open the dropdown
menu next to the “Share availabilities” button and select “Any Time”.
8. Schedule an activity with the “Upload Document” activity type. What happens when
you upload a file?
The “Mark done” button is now clickable in the opportunity form.
The scheduled activity is automatically set as done.
The scheduled activity is canceled.
The scheduled activity icon turns green.
Tip: the uploaded file is available in log notes.

Sales Teams
In this video, learn how to manage sales teams in Odoo and how to split them according
to your business needs.
1. What does a sales team email alias do?
It sends emails to customers on behalf of the sales team.
It sends emails to the sales team on behalf of customers.
It creates invoices for the sales team when emails are received.
It creates opportunities for the sales team when emails are received.

2. How do you configure Odoo to assign leads/opportunities automatically?

Set Rule-Based Assignment to run repeatedly.
Set Rule-Based Assignment to run manually.
Set the Domain to “automatic.”
Click the “Assign Leads” button on the sales team profile.

3. What must be activated in order to configure assignment rules (Domain) for your
sales teams?
Rule-Based Assignment.
Sales Team Pipelines.
Developer Mode.
Administrator Access.
4. What must be activated in order to configure sales team members?
Rule-Based Assignment.
Sales Team Pipelines.
Developer Mode.
Administrator Access.

Lead Generation
Leads
A lead stage is an additional stage before becoming an opportunity. It’s a feature
that lets you distinguish qualified opportunities —like people who contact your company
directly and ask for a quote— from those who might potentially be interested in your
business, such as people who visit your website, follow you on social media, or
subscribe to your newsletter.

Once their interest grows enough, they are assigned to the appropriate teams and
salespersons, who convert them into opportunities and send them into the sales
pipeline.

Now, let’s see how leads work in Odoo.

Use the data from https://demo.odoo.com to answer these questions.
Did you mess up? Start over with clean data by clicking Restart on the homepage!

1. Where do you enable the “Leads” setting?

In the “Lead” section of the Settings app.
In the “CRM” section of the CRM app settings.
In the “CRM” section of the Settings app.
In the “Lead” section of the CRM app settings.
Tip: Try the CRM settings.

2. What happens in the CRM app when you activate the “Leads” feature?
Nothing happens.
A “Leads” stage is created within the pipeline.
A “Leads” tab is added to the CRM menu.
A “Leads” checkbox is added to the opportunity form.
3. Let's assess your skills in using filters. How many leads have a probability greater
than or equal to 50%?
10
13
19
22

4. Let’s create a new lead with this email address: "md@oilcompany.fr". What happens
when you assign Marc Demo as salesperson to this new lead?
Nothing happens.
The sales team and the priority are updated.
The lead is converted into an opportunity.
The sales team and probability are updated.

5. Let’s add this phone number “+33 1 25 54 45 69” to our new lead. What happens to
the number of similar leads?
It goes from 0 to 2 similar leads.
It goes from 1 to 3 similar leads.
It goes from 0 to 4 similar leads.
It goes from 1 to 5 similar leads.
Tip: two leads that share the same data, such as the phone number or email address,
are automatically considered by Odoo as potential duplicates.

6. What happens if you convert this new lead into an opportunity?

An Odoo pop-up window offers to merge it with another opportunity.
Odoo automatically creates a new customer.
Odoo searches for related customers to link them.
An Odoo pop-up window offers to merge it with similar leads.
Tip: Odoo automatically searches for opportunities to merge the leads. They are
selected based on their email address.
7. When you merge opportunities, how does Odoo decide what information to keep?
The information from the first lead/opportunity is kept.
The information from the most recent lead/opportunity is kept.
All of the information is kept.
The information from the opportunity is kept.
Tip: All information that comes from the merged lead is kept in log note or added to the
form (internal notes and tags are compiled while other information is kept in log notes.)

8. Can you link a lead to an existing customer when you convert it into an opportunity?
Yes, you can. But only if the “Contact Name” is already filled out in the
opportunity form.
No, you cannot. You have to create a new customer. However, you can merge
them afterward.
Yes, you can. Regardless of the “Contact Name” field in the opportunity form.
No, you cannot. A new customer is automatically created. However, you can
merge them afterwards.

9. Can you reverse the process after clicking “lost”? If so, how?
No, you must create a new lead with the same data.
Yes, click “Revert to lead” on the lost lead.
No, you must duplicate the archived lost lead.
Yes, click “Restore” on the lost lead.
Tip: Click “lost” on a lead and check the form top bar.
Lead Generation
In this video, learn how to generate leads in Odoo, and increase your customer flow.
1. If you set your lead generation rule as “Per Order,” and a user registers three
attendees at once:
One lead and three attendees will be created.
One lead and one attendee will be created.
Three leads and three attendees will be created.
Three leads and one attendee will be created.

2. On the lead generation rule form, a lead can be created when:

An attendee is created and confirmed.
An attendee is created, confirmed, or attended.
An attendee provides their phone number.
An attendee provides their email address.

3. How do you configure a website form to create a lead when the form is filled out?
Set the “Action” to “Create a Customer.”
Set the “Action” to “Create an Opportunity.”
Set the “Sales Team” to “US.”
Set the “Salesperson” to an administrator.

4. How do you create leads from event registrations?

Create a lead generation rule in the Events app.
Create a lead generation rule in the CRM app.
Make it a free event.
Limit the maximum number of registrants.

5. What must be configured in the backend in order for the Appointment form to work?
Employee and questions.
Availability and questions.
Employee and availability.
Questions and messages.
Lead Enrichment
In this video, learn how to generate leads from your Odoo database.
1. What happens if Odoo is not able to find extra information about your lead?
You still pay a credit
No credit gets debited from your account
Odoo will always find a way to enrich your lead

2. What is the default time for running scheduler of the lead enrichment feature?
1 hour
12 hours
1 day

3. Which information does the external database need to enrich your leads?
Email address
Website
Phone number
Any of the above

Lead Mining
In this video, learn how to generate leads from your Odoo database.
1. Is it possible to generate leads without picking a country?
Yes
No

2. Where can we generate new leads from?

My Pipeline
Team Pipelines
LeadsConfiguration → Lead mining requests
All of these answers excepted Team Pipelines
3. How many different industries can you pick when generating leads?
3
5
20
As many as you wish

Lead Management
Predictive Lead Scoring
Odoo's Predictive Lead Scoring feature is a powerful tool designed to help businesses
prioritize their leads based on their likelihood of resulting in sales.
The feature utilizes historical data from the company's CRM to accurately calculate the
probability of winning each opportunity.

By doing so, businesses can focus on the most promising leads, increasing the chances
of generating more qualified leads, wins, and revenue.
Use the data from https://demo.odoo.com to answer Start over by clicking Restart on the homepage!
1. Where do you find the Predictive Lead Scoring setting?
In the “Lead” section of the Settings app.
In the “CRM” section of the Settings app.
In the “Lead” section of the CRM app settings.
In the “CRM” section of the CRM app settings.
Tip: You know the drill: take this path and see where it leads you.

2. Based on what fields is the probability computed?

Stage, Language, and Email Quality.
Stage, Country, and Phone Quality.
Stage, Phone Quality, and Email Quality.
Phone Quality, Email Quality, and Source.
3. What fields cannot be removed and are always used to compute the probability?
Email quality.
Stage.
Phone quality.
State.
Tip: Even though it is not explicitly indicated in the settings, the sales team is also a
variable that cannot be removed.

4. How many optional fields can you add?

Up to two fields, so you have to remove the ones already selected: more fields
would be too much data to compute the success rates.
One more extra field, so up to three extra fields: more fields would be too much
data to compute the success rates.
As many as you can think of. You can create new fields on the spot.
All of the available fields. Odoo will calculate the success rate methodically.

5. What date does the Predictive Lead Scoring consider to start calculating
probabilities?
The Predictive Lead Scoring considers opportunities created eight days ago for
the success rates calculations.
The Predictive Lead Scoring considers opportunities created today for the
success rates calculations.
The Predictive Lead Scoring considers opportunities created two weeks ago for
the success rates calculations.
The Predictive Lead Scoring considers opportunities created one month ago for
the success rates calculations.

6. How high is the probability of winning the “Office Design and Architecture”
opportunity?
There’s a 0.00% probability of winning this opportunity.
There’s a 2.00% probability of winning this opportunity.
There’s a 2.40% probability of winning this opportunity.
There’s a 24.00% probability of winning this opportunity.
Tip: When you change the probability percent manually, it isn’t updated automatically
anymore. However, the percentage is still displayed next to the gear icon. Click this icon
to switch back to automatic probability.
7. Let’s demonstrate how cool that feature is. Create and assign a new opportunity to
the “Pre-Sales” sales team. Take note of the success rate, and mark the opportunity as
“won .” Repeat a few times, and note the probability each time. What happens to this
percentage as you create new opportunities?
I don’t know how to assign an opportunity to a sales team.
The percentage of success decreases to get closer to 0.00%
There is no consistency between the percentages.
The percentage of success increases to get closer to 100%
Tip: The success rates are calculated based on the history of your wins and losses and
depend on the fields selected in the Predictive Lead Scoring setting.

Performance Analysis
Reporting and Forecasting
Analyzing your company's performance is crucial for improvement. Managers require
clear reportsto identify areas for development, while executives depend on forecast
reports to plan activities strategically. Shareholders use them to track performance,
and salespeople rely on them to meet targets. With Odoo, generating accurate and
detailed reports is both quick and easy.

Let’s see how it works.

Use the data from https://demo.odoo.com to answer these questions.

Did you mess up? Start over with clean data by clicking Restart on the homepage!

1. In what other apps can you find the “Reporting” menu?

You can find that menu in CRM and Documents.
You can only find that menu in CRM.
You can find that menu in CRM, Inventory, Sales, and other apps.
You can find that menu in CRM, Inventory, Sales, and Accounting.
This Reporting feature is available in many Odoo apps and accessible to all users,
although it should be noted that the data you can see on your report is filtered based on
your access rights.
2. Go to your pipeline report. What is the data measured on that report?
“Count,” which is the counted expected revenue.
“Days to assign”, which are the number of days necessary to assign a
lead/opportunity.
“Count,” which is the number of opportunities.
“Prorated revenue,” which is is the actual cash flow you should be able to make
based on the probability of winning your leads.

3. According to that report, how many opportunities have been counted in the
proposition stage?
1
4
5
10
Tip: Hover over the small grey circle on top of the bars.

4. What campaign has the most exceeded closing days?

Email Campaign - Products
Email Campaign - Services
Sale
Christmas Special
Tip: Click “Measures” and select “Exceeded Closing Days” to measure this data, group
by “Campaign,” and look at the x-axis.

5. What is the expected revenue next month for Mitchel Admin?

33.59k
82.50k
105.00k
130.00k
You can “group by” more than one value. There are tons of grouping and filtering
options, so feel free to play around with this!
6. Let’s take a look at the Forecast report. How many opportunities don’t have a defined
expected closing date in your pipeline?
1
2
3
4
Tip: All the opportunities in the forecast pipeline are organized by the expected closing
date. If you add an expected closing date on an opportunity from the “none” column and
return to the forecast pipeline, the opportunity is automatically moved under the
corresponding column.

7. From the forecast report, what's the Prorated Revenue for Mitchell Admin next
month? (FYI, Prorated Revenue = Expected revenue * probability.)
15 420
15 500
23 220
101 816
Tip: The prorated revenue is displayed at the top of the columns.

8. For this last question, we are going to work on Documents. From this app, you can
access a cool spreadsheet feature that uses the CRM app data. Let’s create a
spreadsheet; what templates are related to the CRM app?
Budget reports (Quarterly & Monthly), Pipeline Revenue Report (Monthly), Sales
Commission.
Pipeline Revenue Report (Monthly), MRR/NRR Revenue Report (Monthly), Pipeline
Dashboard.
MRR/NRR Revenue Report (Monthly), Pipeline Dashboard, Sales Commission.
Pipeline Dashboard, Sales Commission, Budget reports (Quarterly & Monthly).
Tip: These are all default spreadsheet templates that Odoo creates automatically.