SMPS CPSM - Domain 3 Terms UPDATED
ACTUAL Exam Questions and CORRECT
Answers
Business Development - CORRECT ANSWER - The gathering and compilation of client
and pursuit knowledge in advance of an RFP through direct interaction with the client
Seller-Doer Model - CORRECT ANSWER - Firm assigns a technical professional -
generally a firm principal - responsibility for making the sale and performing the work
Marketing/BD Model - CORRECT ANSWER - Firm hires focused marketers and business
developers who concentrate on securing new work
Capture Plan - CORRECT ANSWER - Action plan specifically focused on winning over
and securing work from a particular client
Differentiation - CORRECT ANSWER - Ways in which a product, service, or firm is
different from its competitors
Competitor Analysis - CORRECT ANSWER - In-depth description of the competitor's
background, finances, products, markets, facilities, personnel, and strategies
Competitive Analysis - CORRECT ANSWER - In-depth description of the distinctive
position a firm holds against its competitors
DIK Continuum (Data, Information, Analysis) - CORRECT ANSWER - Series of steps
that describes how wisdom is acquired through the collection and analysis of data
Strategic Partner - CORRECT ANSWER - Firm with whom another firm agrees to work
for a specified amount of time and to the mutual benefit of both parties
ACTUAL Exam Questions and CORRECT
Answers
Business Development - CORRECT ANSWER - The gathering and compilation of client
and pursuit knowledge in advance of an RFP through direct interaction with the client
Seller-Doer Model - CORRECT ANSWER - Firm assigns a technical professional -
generally a firm principal - responsibility for making the sale and performing the work
Marketing/BD Model - CORRECT ANSWER - Firm hires focused marketers and business
developers who concentrate on securing new work
Capture Plan - CORRECT ANSWER - Action plan specifically focused on winning over
and securing work from a particular client
Differentiation - CORRECT ANSWER - Ways in which a product, service, or firm is
different from its competitors
Competitor Analysis - CORRECT ANSWER - In-depth description of the competitor's
background, finances, products, markets, facilities, personnel, and strategies
Competitive Analysis - CORRECT ANSWER - In-depth description of the distinctive
position a firm holds against its competitors
DIK Continuum (Data, Information, Analysis) - CORRECT ANSWER - Series of steps
that describes how wisdom is acquired through the collection and analysis of data
Strategic Partner - CORRECT ANSWER - Firm with whom another firm agrees to work
for a specified amount of time and to the mutual benefit of both parties
