SMPS CPSM - Domain 6 Terms UPDATED
ACTUAL Exam Questions and CORRECT
Answers
Seller-Doer - CORRECT ANSWER - Technical professional, generally a firm principal,
responsible for making the sale and doing the work.
Doer-Closer - CORRECT ANSWER - A senior-level member of the firm who focuses on
marketing existing clients and spends most of their time on billable projects
Mentor - CORRECT ANSWER - The individual that takes on the teaching role in a long-
term development of a professional relationship between two people.
Coach - CORRECT ANSWER - The person who takes on a teaching role to improve the
student's performance in a concrete issue or skill set
Personal Development Plan - CORRECT ANSWER - A document that outlines an
employee's plans for personal development over the next year.
SMART Goals - CORRECT ANSWER - An acronym that defines the characteristics of
achievable goals (Specific, measurable, attainable, relevant, and time-bound)
Lead - CORRECT ANSWER - An indication or a clue to a potenial project.
Pipeline Report - CORRECT ANSWER - A report that measures current pending sales
opportunities weighted by the probability of closing the sale.
Lead Originator - CORRECT ANSWER - The person who brought a new opportunity/lead
to the firm.
, Probability of Close - CORRECT ANSWER - A rough estimate of the likelihood
(expressed as a percentage) that a lead will eventually become closed new business.
Cross-Selling - CORRECT ANSWER - Selling a different service offered by your firm to
an existing client.
Knowledge Management - CORRECT ANSWER - The process by which organization
knowledge is captured, stores, and disseminated within a company.
Management Information System - CORRECT ANSWER - A system that uses information
from the company's database to produce standardized reports on a regular basis
Decision Support System - CORRECT ANSWER - Software that enables managers to
access information in a company's database dynamically, to product customized reports on an as-
needed basis.
Lead Tracking System - CORRECT ANSWER - A system that documents potential new
opportunities and clients.
Chief Information Officer - CORRECT ANSWER - Senior member of the firm who serves
as a bridge between the information systems department and the company's top management
User Group - CORRECT ANSWER - The people who will be using the software system.
Customer Relationship Management (CRM) - CORRECT ANSWER - A multi-faceted
process, mediated by a set of information technologies, that focuses on creating two-way
exchanges with customers so that firms have an intimate knowledge of their needs, wants, and
buying patterns.
SWOT Analysis - CORRECT ANSWER - A situational analysis tool that is based on
assessing the strengths, weaknesses, opportunities, and threats that your firm faces, either as a
whole or in a specific market.
ACTUAL Exam Questions and CORRECT
Answers
Seller-Doer - CORRECT ANSWER - Technical professional, generally a firm principal,
responsible for making the sale and doing the work.
Doer-Closer - CORRECT ANSWER - A senior-level member of the firm who focuses on
marketing existing clients and spends most of their time on billable projects
Mentor - CORRECT ANSWER - The individual that takes on the teaching role in a long-
term development of a professional relationship between two people.
Coach - CORRECT ANSWER - The person who takes on a teaching role to improve the
student's performance in a concrete issue or skill set
Personal Development Plan - CORRECT ANSWER - A document that outlines an
employee's plans for personal development over the next year.
SMART Goals - CORRECT ANSWER - An acronym that defines the characteristics of
achievable goals (Specific, measurable, attainable, relevant, and time-bound)
Lead - CORRECT ANSWER - An indication or a clue to a potenial project.
Pipeline Report - CORRECT ANSWER - A report that measures current pending sales
opportunities weighted by the probability of closing the sale.
Lead Originator - CORRECT ANSWER - The person who brought a new opportunity/lead
to the firm.
, Probability of Close - CORRECT ANSWER - A rough estimate of the likelihood
(expressed as a percentage) that a lead will eventually become closed new business.
Cross-Selling - CORRECT ANSWER - Selling a different service offered by your firm to
an existing client.
Knowledge Management - CORRECT ANSWER - The process by which organization
knowledge is captured, stores, and disseminated within a company.
Management Information System - CORRECT ANSWER - A system that uses information
from the company's database to produce standardized reports on a regular basis
Decision Support System - CORRECT ANSWER - Software that enables managers to
access information in a company's database dynamically, to product customized reports on an as-
needed basis.
Lead Tracking System - CORRECT ANSWER - A system that documents potential new
opportunities and clients.
Chief Information Officer - CORRECT ANSWER - Senior member of the firm who serves
as a bridge between the information systems department and the company's top management
User Group - CORRECT ANSWER - The people who will be using the software system.
Customer Relationship Management (CRM) - CORRECT ANSWER - A multi-faceted
process, mediated by a set of information technologies, that focuses on creating two-way
exchanges with customers so that firms have an intimate knowledge of their needs, wants, and
buying patterns.
SWOT Analysis - CORRECT ANSWER - A situational analysis tool that is based on
assessing the strengths, weaknesses, opportunities, and threats that your firm faces, either as a
whole or in a specific market.
