SMPS CPSM UTAH PRACTICE EXAM 3
QUESTIONS WITH ALL ANSWERS CORRECT
107 New Questions Built By Utah Study Group
A senior-level firm member who markets existing clients and dedicates most
of his/her time to billable work is best described as a(n): p107
1. Interpreter
2. Doer-Closer
3. Seller-Doer
4. Rainmaker
2
In the proposal development process, learning the client's needs and identifying
their hot buttons requires you to: p45
1. Review the RFP/Q in detail and generate takeaways based on
that information
2. Talk with the client after an RFP comes out and ask pointed questions
3. Research the client and its competitors online and ask colleagues for their
opinions
4. Meet with the individuals who have had the most contact with the
clients during business development efforts
4
,When conducting research to land a particular client or project, a
marketer's professional network is a valuable asset because the people in
that network: p38-39
1. Can be a lead to a potential future job
2. May know about competitors, decision-makers or other inside information
3. Are often more tuned into industry trends than the marketer
4. May contradict established market indicators
2
When developing a proposal close-out process, logging win rates and proposal
costs over a period of time will help your firm to: p75-76
1. Clearly understand the investment required to pursue a project
2. Pinpoint the precise ROI of your marketing team's efforts and identify new
markets to pursue
3. Distribute relevant information to other departments within the firm, such as
HR
4. Keep the firm's content and resources fresh and accurate in the CRM system
1
What is the appropriate amount of time you should dedicate to prepping for a
presentation? p69
,1. At least three full days, no matter the length of the presentation.
2. A full eight hours for each individual speaking, plus an additional eight
hours as a group.
3. No more than thirty minutes a day, every day leading up to the presentation.
4. One to two hours of prep for every one minute of presentation.
4
Your unique value proposition is a short one to two sentence statement that: p58
1. Reflects how your firm is perceived by your clients and peers
2. Provides the broad range of services and offerings of your firm
3. Establishes your thought leadership and firm's culture
4. Shows your area of expertise and what your clients can expect from your firm
4
One way to determine if a client's qualities correspond and align with your
firm's culture and values is to: p42-43
1. Pull the client's Better Business Bureau report
2. Read the client's social media posts
3. Create multiple connection points with the client
4. Interview senior leadership in person
3
, An effective capture plan aligns with your firm's marketing plan and includes
one of the following components: p19
1. A market research section that identifies the firm's key markets
2. A statement of priority that identifies why this client is important to the firm
3. A third-party person to help guide the firm's process
4. A final date established to publish outcome of identified tasks
2
If a firm wishes to pursue work in a new market sector, what is the first step?
p38
1. Determine the firm's geographic presence, competitor-related news articles,
project size and cost, and total number of projects financed in the past 5 years.
2. Find out competitor firm size, industry sales numbers, and potential client
financial data.
3. Brainstorm with staff, clients, prospective clients or trade associations to
get a list of potential sources of information.
4. Look up client credit ratings, construction trends, and competitors win rates.
3
Reviewing the firm's current market sectors before undertaking a research effort
is important because it: p31
QUESTIONS WITH ALL ANSWERS CORRECT
107 New Questions Built By Utah Study Group
A senior-level firm member who markets existing clients and dedicates most
of his/her time to billable work is best described as a(n): p107
1. Interpreter
2. Doer-Closer
3. Seller-Doer
4. Rainmaker
2
In the proposal development process, learning the client's needs and identifying
their hot buttons requires you to: p45
1. Review the RFP/Q in detail and generate takeaways based on
that information
2. Talk with the client after an RFP comes out and ask pointed questions
3. Research the client and its competitors online and ask colleagues for their
opinions
4. Meet with the individuals who have had the most contact with the
clients during business development efforts
4
,When conducting research to land a particular client or project, a
marketer's professional network is a valuable asset because the people in
that network: p38-39
1. Can be a lead to a potential future job
2. May know about competitors, decision-makers or other inside information
3. Are often more tuned into industry trends than the marketer
4. May contradict established market indicators
2
When developing a proposal close-out process, logging win rates and proposal
costs over a period of time will help your firm to: p75-76
1. Clearly understand the investment required to pursue a project
2. Pinpoint the precise ROI of your marketing team's efforts and identify new
markets to pursue
3. Distribute relevant information to other departments within the firm, such as
HR
4. Keep the firm's content and resources fresh and accurate in the CRM system
1
What is the appropriate amount of time you should dedicate to prepping for a
presentation? p69
,1. At least three full days, no matter the length of the presentation.
2. A full eight hours for each individual speaking, plus an additional eight
hours as a group.
3. No more than thirty minutes a day, every day leading up to the presentation.
4. One to two hours of prep for every one minute of presentation.
4
Your unique value proposition is a short one to two sentence statement that: p58
1. Reflects how your firm is perceived by your clients and peers
2. Provides the broad range of services and offerings of your firm
3. Establishes your thought leadership and firm's culture
4. Shows your area of expertise and what your clients can expect from your firm
4
One way to determine if a client's qualities correspond and align with your
firm's culture and values is to: p42-43
1. Pull the client's Better Business Bureau report
2. Read the client's social media posts
3. Create multiple connection points with the client
4. Interview senior leadership in person
3
, An effective capture plan aligns with your firm's marketing plan and includes
one of the following components: p19
1. A market research section that identifies the firm's key markets
2. A statement of priority that identifies why this client is important to the firm
3. A third-party person to help guide the firm's process
4. A final date established to publish outcome of identified tasks
2
If a firm wishes to pursue work in a new market sector, what is the first step?
p38
1. Determine the firm's geographic presence, competitor-related news articles,
project size and cost, and total number of projects financed in the past 5 years.
2. Find out competitor firm size, industry sales numbers, and potential client
financial data.
3. Brainstorm with staff, clients, prospective clients or trade associations to
get a list of potential sources of information.
4. Look up client credit ratings, construction trends, and competitors win rates.
3
Reviewing the firm's current market sectors before undertaking a research effort
is important because it: p31
