Commercial Intelligence

Question 1

Net Promoter Score

Answer 1

No. of promoters - No. of detractors / No. of responses x 100

Question 2

CSAT formula

Answer 2

Customer satisfaction: no. of satisfied customers / total no. of customers x 100

Question 3

CES formula

Answer 3

Customer Effort Score: Sum of responses / Total no. of responses

Question 4

3 Financial Digital metrics

Answer 4

Revenue from digital channels, ROI & CLV

Question 5

3 Performance metrics

Answer 5

Conversion rate, CPA, ROAS

Question 6

3 Engagement metrics

Answer 6

Time on page, CTR, Social media engagement

Question 7

Vanity metrics

Answer 7

Page views, Impressions, Social media followers

Question 8

Useful metrics for strategic decisions

Answer 8

CLV, CPA, Conversion rate

Question 9

5 M’s framework

Answer 9

Manpower, Money, Materials, Minutes, Measurement

Question 10

What is CDP

Answer 10

Customer Data Platform. Used for data integration and centralized management.

Question 11

3 main resources in any company

Answer 11

human, technological, financial

Question 12

McKinsey 7s model

Answer 12

Strategy (H), Structure (H), System (H), Skills, Shared values, Style, Staff

Question 13

Types of budgeting methods

Answer 13

Zero based budgeting (ZBB), Activity based budgeting (ABB), Priority based budgeting (PBB), Flexible budgeting, Incremental budgeting, Top down budgeting, Bottom down budgeting

Question 14

what is variance analysis

Answer 14

measuring actual spend v/s budget

Question 15

Time series analysis

Answer 15

studies historical data over time, e.g. seasonality sales spike

Question 16

Exponential smoothing

Answer 16

studies recent data trends like spike in website traffic

Question 17

Moving averages

Answer 17

Forecasting technique that calculates the average of past data without being influenced by recent fluctuations like sudden website spike. e.g. forecasting monthly advertising spend

Question 18

Multiple regression

Answer 18

studies relationship between 2 or more independent variables and 1 dependent variable

Question 19

3 types of forecasting approaches

Answer 19

descriptive (e.g. studying past campaigns to see which gave best ROI), predictive (e.g. estimating customer churn based on customer behavior), prescriptive (giving recommendations based on data e.g. spend more money on social ads

Question 20

Gross Profit formula

Answer 20

Revenue - COGS

Question 21

Operating profit formula

Answer 21

Revenue - (COGS + Operating Expenses)

Question 22

Net profit formula

Answer 22

Revenue - (COGS + Operating expenses + Interest + taxes)

Question 23

CBA stands for

Answer 23

Cost - Benefit Analysis

Question 24

Conversion rate formula

Answer 24

Conversions/No. of Leads generated x 100

Question 25

Conversion cost (per customer) formula

Answer 25

Campaign cost / No. of conversions

Question 26

Attrition rate (Churn) formula

Answer 26

Customers lost in a specific period of time / Initial no. of customers x 100

Question 27

Attrition cost formula

Answer 27

CAC (Customer Acquisition Cost) x No. of customers lost

Question 28

Share of voice

Answer 28

it is the percentage of total industry marketing activity that a brand captures

Question 29

Sales cycle length formula

Answer 29

Total no. of days it takes for a deal to close / no. of deals you closed

Question 30

what is Deal size

Answer 30

average amount of money a customer spends on your product/service

Question 31

attribution metrics examples

Answer 31

conversion rate, CTR, bounce rate

Question 32

what is lead scoring

Answer 32

a methodology sales and marketing departments use to determine the worthiness of leads, or potential customers, by attaching values to them

Question 33

what is customer interaction data

Answer 33

Customer interaction analytics involves capturing and analyzing data collected from interactions with customers via channels like email, phone calls and social media

Question 34

Referral rate formula

Answer 34

how many purchases came from referrals / total no. of purchases

Question 35

what is social proof

Answer 35

it is a psychological and social phenomenon wherein people copy the actions of others in choosing how to behave.

Question 36

what is linear attribution model

Answer 36

equal credit is given to every touchpoint

Question 37

Gross Profit Margin

Answer 37

Gross Profit / Revenue x 100

Question 38

ROI formula

Answer 38

Net profit / Marketing spend x 100

Question 39

Break even point (units) formula

Answer 39

Fixed cost / (Selling price of product - Variable cost)

Question 40

CAC formula

Answer 40

Marketing spend / No. of acquisitions

Question 41

Contribution margin formula

Answer 41

Revenue or selling price of product - Variable cost

Question 42

how to determine Quantity of Break even units using contribution margin

Answer 42

Marketing investment / Contribution margin per product

Question 43

What is $:$ metric

Answer 43

Marketing spend : Revenue generated

Question 44

$:$ formula

Answer 44

Revenue / Marketing spend

Question 45

ROI formula

Answer 45

Net profit / Cost of investment x 100

Question 46

ROMI formula

Answer 46

(Revenue from marketing activities-Marketing spend/Marketing spend) x 100

Question 47

What is equity in balance sheet

Answer 47

Difference between assets & liabilities

Question 48

What is bottom line

Answer 48

Net profit

Question 49

Marketing is part of which expenses

Answer 49

Operating expenses

Question 50

ROAS formula

Answer 50

Revenue generated / Advertising cost

Question 51

Customer retention rate formula

Answer 51

(No. of customers at the end of the period - No. of customer acquired) / No. of customers at the start x 100

Question 52

what is market competitiveness

Answer 52

company's ability to attract and retain customers while growing its market share

Question 53

what is SOM

Answer 53

Share of Market

Question 54

what is competitive intelligence

Answer 54

monitoring and analyzing data collected from competitors' online activities like social media presence, website, keyword ranking, content strategies

Question 55

what is value canvas

Answer 55

Value Canvas is a strategic tool designed to visually compare your company's strengths and weaknesses against a key competitor, from the perspective of the customer.

Question 56

Lead conversion rate formula

Answer 56

No. of leads / Total No. of visitors x 100

Question 57

What is SSOV

Answer 57

Social share of voice. compares your brand's mentions to competitors

Question 58

What is Gross rental income

Answer 58

Total rental income before expenses

Question 59

Cap rate (Capitalization rate)

Answer 59

Net operating income / Property's current market value

Question 60

What is inventory turnover

Answer 60

How efficiently stock is sold and replaced

Question 61

what does market competitiveness measure

Answer 61

Share of voice, market share, customer loyalty, product innovation

Question 62

What is cohort analysis in GA4

Answer 62

tells you how a specific group of people behave over a period of time

Question 63

Acquisition tools

Answer 63

GA4, Hootsuite, Ubersuggest

Question 64

Conversion tools

Answer 64

Hotjar, Google Tag Manager, Microsoft clarity

Question 65

Retention tools

Answer 65

Mailchimp, Zoho, Hubspot CRM