CPSM STUDY GROUP - DOMAIN 6 TEST -
SMPS OK REV. EXAM 2025/2026
QUESTIONS AND ANSWERS 100% PASS
An incentive-based compensation system for marketing professionals requires companies to:
a. provide clearly defined objectives
b. develop incentives for other managers
c. allocate a portion of every project's costs to fund the incentive system
d. schedule marketing managers' annual reviews after a firm's fiscal year - ANS a. provide
clearly defined objectives
Source: Incentives for Marketing Managers, SMPS Core Series, George Biderman, SMPS, 1991,
p. 1.
Domain 6
The four commonly described organizational structures are entrepreneurial, functional, matrix,
and:
a. participative
b. pyramid
c. divisional
1 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED.
,d. vertical - ANS c. divisional
Source: Construction Marketing Strategic Planning, W. Friedman, McGraw-Hill, 1984, pp. 86-88.
Domain 6
The most effective training programs are ongoing and:
a. feature a series of in-house sessions
b. are taught by outside facilitators
c. use interactive presentation technology
d. combine in-house and out-of-house programs - ANS d. combine in-house and out-of-house
programs
Source: "Maximizing Your Greatest Resource: Employee Training," Small Business
Administration, Small Business Series, October 1997.
Domain 6
he best way to reinforce a firm's values and culture is to focus on:
a. image
b. the mission statement
c. behaviors
d. public relations - ANS c. behaviors
Source: Leadership Is an Art, Max DePree, Dell Publishing, 1990, p. 101.
2 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED.
, Domain 6
In mentoring junior marketing professionals, it is most important to:
a. grant them ample time to do their assignments well
b. allow them to work with several different professionals within a firm
c. provide prompt and detailed appraisals of their performance
d. encourage them to attend professional conferences and seminars - ANS c. provide prompt
and detailed appraisals of their performance
Source: Managing the Professional Services Firm, David Maister, The Free Press, 1993, p. 158.
Domain 6
The first step in developing an automated marketing information system is to:
a. conduct an internal audit of marketing needs
b. assess market and sales potential
c. define database fields
d. identify who will have access - ANS a. conduct an internal audit of marketing needs
Source: The Handbook for Marketing Professional Services, Julie Luers, SMPS, 1994, pp. 163-
164.
Domain 6
The primary benefit of an automated lead tracking system is that it allows a marketing
professional to quickly:
a. assess sales potential
3 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED.
SMPS OK REV. EXAM 2025/2026
QUESTIONS AND ANSWERS 100% PASS
An incentive-based compensation system for marketing professionals requires companies to:
a. provide clearly defined objectives
b. develop incentives for other managers
c. allocate a portion of every project's costs to fund the incentive system
d. schedule marketing managers' annual reviews after a firm's fiscal year - ANS a. provide
clearly defined objectives
Source: Incentives for Marketing Managers, SMPS Core Series, George Biderman, SMPS, 1991,
p. 1.
Domain 6
The four commonly described organizational structures are entrepreneurial, functional, matrix,
and:
a. participative
b. pyramid
c. divisional
1 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED.
,d. vertical - ANS c. divisional
Source: Construction Marketing Strategic Planning, W. Friedman, McGraw-Hill, 1984, pp. 86-88.
Domain 6
The most effective training programs are ongoing and:
a. feature a series of in-house sessions
b. are taught by outside facilitators
c. use interactive presentation technology
d. combine in-house and out-of-house programs - ANS d. combine in-house and out-of-house
programs
Source: "Maximizing Your Greatest Resource: Employee Training," Small Business
Administration, Small Business Series, October 1997.
Domain 6
he best way to reinforce a firm's values and culture is to focus on:
a. image
b. the mission statement
c. behaviors
d. public relations - ANS c. behaviors
Source: Leadership Is an Art, Max DePree, Dell Publishing, 1990, p. 101.
2 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED.
, Domain 6
In mentoring junior marketing professionals, it is most important to:
a. grant them ample time to do their assignments well
b. allow them to work with several different professionals within a firm
c. provide prompt and detailed appraisals of their performance
d. encourage them to attend professional conferences and seminars - ANS c. provide prompt
and detailed appraisals of their performance
Source: Managing the Professional Services Firm, David Maister, The Free Press, 1993, p. 158.
Domain 6
The first step in developing an automated marketing information system is to:
a. conduct an internal audit of marketing needs
b. assess market and sales potential
c. define database fields
d. identify who will have access - ANS a. conduct an internal audit of marketing needs
Source: The Handbook for Marketing Professional Services, Julie Luers, SMPS, 1994, pp. 163-
164.
Domain 6
The primary benefit of an automated lead tracking system is that it allows a marketing
professional to quickly:
a. assess sales potential
3 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED.
