1
SMPS CPSM - Domain 6 Terms
Questions with Answers (100% Correct Answers Seller-
Doer Answer: Technical professional, generally a firm
principal, responsible for making the sale and doing the
work.
Doer-Closer Answer: A senior-level member of the firm who focuses
on marketing existing clients and spends most of their time on billable
projects
Mentor Answer: The individual that takes on the teaching role in a
long-term development of a professional relationship between two
people.
Coach 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 Answer: A document that outlines an
employee's plans for personal development over the next year.
© 2025 All rights reserved
, 2
SMART Goals Answer: An acronym that defines the characteristics of
achievable goals (Specific, measurable, attainable, relevant, and time-
bound)
Lead Answer: An indication or a clue to a potenial project.
Pipeline Report Answer: A report that measures current pending sales
opportunities weighted by the probability of closing the sale.
Lead Originator Answer: The person who brought a new
opportunity/lead to the firm.
Probability of Close Answer: A rough estimate of the likelihood
(expressed as a percentage) that a lead will eventually become closed
new business.
Cross-Selling Answer: Selling a different service offered by your firm
to an existing client.
Knowledge Management Answer: The process by which organization
knowledge is captured, stores, and disseminated within a company.
Management Information System Answer: A system that uses
information from the company's database to produce standardized
reports on a regular basis
© 2025 All rights reserved
SMPS CPSM - Domain 6 Terms
Questions with Answers (100% Correct Answers Seller-
Doer Answer: Technical professional, generally a firm
principal, responsible for making the sale and doing the
work.
Doer-Closer Answer: A senior-level member of the firm who focuses
on marketing existing clients and spends most of their time on billable
projects
Mentor Answer: The individual that takes on the teaching role in a
long-term development of a professional relationship between two
people.
Coach 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 Answer: A document that outlines an
employee's plans for personal development over the next year.
© 2025 All rights reserved
, 2
SMART Goals Answer: An acronym that defines the characteristics of
achievable goals (Specific, measurable, attainable, relevant, and time-
bound)
Lead Answer: An indication or a clue to a potenial project.
Pipeline Report Answer: A report that measures current pending sales
opportunities weighted by the probability of closing the sale.
Lead Originator Answer: The person who brought a new
opportunity/lead to the firm.
Probability of Close Answer: A rough estimate of the likelihood
(expressed as a percentage) that a lead will eventually become closed
new business.
Cross-Selling Answer: Selling a different service offered by your firm
to an existing client.
Knowledge Management Answer: The process by which organization
knowledge is captured, stores, and disseminated within a company.
Management Information System Answer: A system that uses
information from the company's database to produce standardized
reports on a regular basis
© 2025 All rights reserved
