SMPS CPSM CORE MAIN QUESTIONS AND ANSWERS
SET A+
✔✔Renewal - ✔✔Phase of the relationship life cycle that describes a continuing
relationship that spans multiple years.
✔✔80% - ✔✔The Pareto Principle states that ______% of your work will come from
20% of your clients.
✔✔Commodity Market - ✔✔Type of market where price can be a major decision factor
(A/E/C can fit into this definition)
✔✔Consistent - ✔✔The brand message must be ___________, which will contribute to
the pattern recognition critical in building brand awareness and familiarity.
✔✔Knowledge - ✔✔In a B2B company, the firm's ____________ is its main product.
✔✔Publicly-traded - ✔✔_____________ companies require that a news release be sent
to every outlet at the same time.
✔✔Seller-Doer - ✔✔Technical professional, typically a firm principle, responsible for
making the sale and doing the work.
✔✔Doer-Closer - ✔✔A senior-level member of the firm who focuses on marketing
existing clients and spends most of their time on billable projects.
✔✔Mentor - ✔✔The individual that takes on the teaching role in the long-term
development of a professional relationship between two people that fosters trust,
confidence, and mutual learning.
✔✔Coach - ✔✔The person who takes on a teaching role to improve a student's
performance in a concrete issue or skill set.
, ✔✔Personal Development Plan - ✔✔A document that outlines an employee's plans for
personal development over the next year.
✔✔Lead - ✔✔An indication or clue to a potential project
✔✔Pipeline Report - ✔✔A report that measures current pending sales opportunities
weighted by the probability of closing the sale.
✔✔Cross-Selling - ✔✔Selling a different service offered by your firm to an existing
client.
✔✔Lead Tracking System - ✔✔A system that documents potential new opportunities
and clients.
✔✔Chief Information Officer - ✔✔Senior member of the firm who serves as the bridge
between the information services department and the company's top management.
✔✔User Group - ✔✔The people who will be using a software system.
✔✔Cross Functional Training - ✔✔Training conducted in such a way that the staff of
each functional area is well-versed on the needs and opportunities presented by their
teammates in the other department.
✔✔Lunch and Learn - ✔✔Short training sessions that occur during regular business
hours where lunch is provided for the staff.
✔✔Networking - ✔✔Gaining and giving information with those which might assist you in
doing a better job, in your work or in your life.
✔✔Information Sharing - ✔✔The practice of sharing valuable information with people in
your network.
✔✔Sponsorship - ✔✔Giving financial support to an organization or group.
✔✔Human Resources - ✔✔The department responsible for the framework of
employment - policies, procedures, guidelines, compensation and benefits - as well as
talent development and training.
✔✔Millennials - ✔✔The generation comprised of people born between the mid-1980s
and early 2000s
✔✔Baby Boomers - ✔✔The generation comprised of people born between the mid-
1940s and early 1960s.
SET A+
✔✔Renewal - ✔✔Phase of the relationship life cycle that describes a continuing
relationship that spans multiple years.
✔✔80% - ✔✔The Pareto Principle states that ______% of your work will come from
20% of your clients.
✔✔Commodity Market - ✔✔Type of market where price can be a major decision factor
(A/E/C can fit into this definition)
✔✔Consistent - ✔✔The brand message must be ___________, which will contribute to
the pattern recognition critical in building brand awareness and familiarity.
✔✔Knowledge - ✔✔In a B2B company, the firm's ____________ is its main product.
✔✔Publicly-traded - ✔✔_____________ companies require that a news release be sent
to every outlet at the same time.
✔✔Seller-Doer - ✔✔Technical professional, typically a firm principle, responsible for
making the sale and doing the work.
✔✔Doer-Closer - ✔✔A senior-level member of the firm who focuses on marketing
existing clients and spends most of their time on billable projects.
✔✔Mentor - ✔✔The individual that takes on the teaching role in the long-term
development of a professional relationship between two people that fosters trust,
confidence, and mutual learning.
✔✔Coach - ✔✔The person who takes on a teaching role to improve a student's
performance in a concrete issue or skill set.
, ✔✔Personal Development Plan - ✔✔A document that outlines an employee's plans for
personal development over the next year.
✔✔Lead - ✔✔An indication or clue to a potential project
✔✔Pipeline Report - ✔✔A report that measures current pending sales opportunities
weighted by the probability of closing the sale.
✔✔Cross-Selling - ✔✔Selling a different service offered by your firm to an existing
client.
✔✔Lead Tracking System - ✔✔A system that documents potential new opportunities
and clients.
✔✔Chief Information Officer - ✔✔Senior member of the firm who serves as the bridge
between the information services department and the company's top management.
✔✔User Group - ✔✔The people who will be using a software system.
✔✔Cross Functional Training - ✔✔Training conducted in such a way that the staff of
each functional area is well-versed on the needs and opportunities presented by their
teammates in the other department.
✔✔Lunch and Learn - ✔✔Short training sessions that occur during regular business
hours where lunch is provided for the staff.
✔✔Networking - ✔✔Gaining and giving information with those which might assist you in
doing a better job, in your work or in your life.
✔✔Information Sharing - ✔✔The practice of sharing valuable information with people in
your network.
✔✔Sponsorship - ✔✔Giving financial support to an organization or group.
✔✔Human Resources - ✔✔The department responsible for the framework of
employment - policies, procedures, guidelines, compensation and benefits - as well as
talent development and training.
✔✔Millennials - ✔✔The generation comprised of people born between the mid-1980s
and early 2000s
✔✔Baby Boomers - ✔✔The generation comprised of people born between the mid-
1940s and early 1960s.
