SMPS CPSM UTAH EXAMINATION SET 2026
SOLVED QUESTIONS GRADED A+
● Amount (Column). Answer: A three-part column in the pipeline report
representing an estimate of the fee for a potential project, recorded based
on the stage of the sale (idea, made contact, or proposal).
● Arbitration. Answer: The use of a neutral third party to settle a dispute
between two parties.
● Baby Boomers. Answer: The generation born between the mid-1940s
and early 1960s.
● Backlog. Answer: The work or revenue that has been logged but has
not yet been completed.
● Business Development (BD). Answer: 1. Gathering client and pursuit
knowledge before a request for proposals. 2. Activities performed to win
projects with a customer or prospect.
● Business Unit/Niche (Column). Answer: A column in the pipeline
report documenting the industry niche or business unit associated with
potential new work.
, ● Charge-Out Rate. Answer: The rate at which a firm collects payment
from clients for services provided.
● Chief Information Officer (CIO). Answer: Senior member bridging the
information systems department and the company's top management.
● Client/Prospect (Column). Answer: A column in the pipeline report
documenting whether a sale was to a repeat client or prospective client.
● Consequential Damages. Answer: Damages not directly caused by one
party's breach of a contract, but which may result from the breach.
● Consideration. Answer: The value exchanged between parties in a
contract, which can consist of promises, services, goods, and/or money.
● Contract. Answer: 1. A mutually binding legal relationship obligating
the seller to furnish supplies or services and the buyer to pay for them. 2.
An exchange of promises between parties creating a legal obligation.
● Cross-Functional Training. Answer: Training ensuring staff from each
functional area understand the needs and opportunities presented by their
teammates in other departments.
● Cross-Selling. Answer: Selling a different service offered by your firm
to an existing client.
SOLVED QUESTIONS GRADED A+
● Amount (Column). Answer: A three-part column in the pipeline report
representing an estimate of the fee for a potential project, recorded based
on the stage of the sale (idea, made contact, or proposal).
● Arbitration. Answer: The use of a neutral third party to settle a dispute
between two parties.
● Baby Boomers. Answer: The generation born between the mid-1940s
and early 1960s.
● Backlog. Answer: The work or revenue that has been logged but has
not yet been completed.
● Business Development (BD). Answer: 1. Gathering client and pursuit
knowledge before a request for proposals. 2. Activities performed to win
projects with a customer or prospect.
● Business Unit/Niche (Column). Answer: A column in the pipeline
report documenting the industry niche or business unit associated with
potential new work.
, ● Charge-Out Rate. Answer: The rate at which a firm collects payment
from clients for services provided.
● Chief Information Officer (CIO). Answer: Senior member bridging the
information systems department and the company's top management.
● Client/Prospect (Column). Answer: A column in the pipeline report
documenting whether a sale was to a repeat client or prospective client.
● Consequential Damages. Answer: Damages not directly caused by one
party's breach of a contract, but which may result from the breach.
● Consideration. Answer: The value exchanged between parties in a
contract, which can consist of promises, services, goods, and/or money.
● Contract. Answer: 1. A mutually binding legal relationship obligating
the seller to furnish supplies or services and the buyer to pay for them. 2.
An exchange of promises between parties creating a legal obligation.
● Cross-Functional Training. Answer: Training ensuring staff from each
functional area understand the needs and opportunities presented by their
teammates in other departments.
● Cross-Selling. Answer: Selling a different service offered by your firm
to an existing client.
