SMPS CPSM – DOMAIN 3 MULTIPLE CHOICE
QUESTIONS WITH CORRECT ANSWERS
b - ANSWER When do BD activities typically start?
a) As soon as the firm is established
b) After identification of a targeted client
c) Once an RFP is released
d) Immediately following the launch of a new brand
a - ANSWER The ultimate goal of BD is to provide the firm with:
a) Intelligence needed to pursue a targeted client
b) An informed go/no-go decision
c) Profitable work
d) Networking opportunities for future rainmakers
d - ANSWER Who makes the sale in the seller-doer model?
a) Marketing team
b) Outside consultant
c) Client advocate
d) Technical professional
c - ANSWER Which of the following is an example of an activity-oriented
metric?
a) Number of new contracts
b) Dollars secured vs. dollars sought
c) Number of calls made
, d) Number of RFPs received
c - ANSWER The strategy directed at capturing and winning work from a
specific client is called:
a) Strategic Plan
b) Business Development Plan
c) Capture Plan
d) Marketing Plan
a - ANSWER Which of the following defines the detailed statement of the
unique position a company holds in relation to all its competitors:
a) Competitive analysis
b) Differentiation objective
c) Capture Plan
d) Competitor analysis
c - ANSWER Which of the following is part of the DIK Continuum?
a) Description
b) Directive
c) Data
d) Differentiation
d - ANSWER Which of the following is something to consider for a strategic
partnership?
a) Firms cannot be competitors
b) One firm must be an MBE, WBE, or SDBE.
c) Firms must be in a contractual relationship
QUESTIONS WITH CORRECT ANSWERS
b - ANSWER When do BD activities typically start?
a) As soon as the firm is established
b) After identification of a targeted client
c) Once an RFP is released
d) Immediately following the launch of a new brand
a - ANSWER The ultimate goal of BD is to provide the firm with:
a) Intelligence needed to pursue a targeted client
b) An informed go/no-go decision
c) Profitable work
d) Networking opportunities for future rainmakers
d - ANSWER Who makes the sale in the seller-doer model?
a) Marketing team
b) Outside consultant
c) Client advocate
d) Technical professional
c - ANSWER Which of the following is an example of an activity-oriented
metric?
a) Number of new contracts
b) Dollars secured vs. dollars sought
c) Number of calls made
, d) Number of RFPs received
c - ANSWER The strategy directed at capturing and winning work from a
specific client is called:
a) Strategic Plan
b) Business Development Plan
c) Capture Plan
d) Marketing Plan
a - ANSWER Which of the following defines the detailed statement of the
unique position a company holds in relation to all its competitors:
a) Competitive analysis
b) Differentiation objective
c) Capture Plan
d) Competitor analysis
c - ANSWER Which of the following is part of the DIK Continuum?
a) Description
b) Directive
c) Data
d) Differentiation
d - ANSWER Which of the following is something to consider for a strategic
partnership?
a) Firms cannot be competitors
b) One firm must be an MBE, WBE, or SDBE.
c) Firms must be in a contractual relationship
