1 | Page
SMPS CPSM - Domain 6 Terms Questions
and Correct Answers
Seller-Doer Ans: Technical professional, generally a firm principal,
responsible for making the sale and doing the work.
Doer-Closer Ans: A senior-level member of the firm who focuses
on marketing existing clients and spends most of their time on
billable projects
Mentor Ans: The individual that takes on the teaching role in a
long-term development of a professional relationship between two
people.
Coach Ans: The person who takes on a teaching role to improve
the student's performance in a concrete issue or skill set
Personal Development Plan Ans: A document that outlines an
employee's plans for personal development over the next year.
SMART Goals Ans: An acronym that defines the characteristics of
achievable goals (Specific, measurable, attainable, relevant, and
time-bound)
Lead Ans: An indication or a clue to a potenial project.
Pipeline Report Ans: A report that measures current pending sales
opportunities weighted by the probability of closing the sale.
Lead Originator Ans: The person who brought a new
opportunity/lead to the firm.
© 2025 All rights reserved
, 2 | Page
Probability of Close Ans: A rough estimate of the likelihood
(expressed as a percentage) that a lead will eventually become
closed new business.
Cross-Selling Ans: Selling a different service offered by your firm
to an existing client.
Knowledge Management Ans: The process by which organization
knowledge is captured, stores, and disseminated within a
company.
Management Information System Ans: A system that uses
information from the company's database to produce
standardized reports on a regular basis
Decision Support System Ans: Software that enables managers to
access information in a company's database dynamically, to
product customized reports on an as-needed basis.
Lead Tracking System Ans: A system that documents potential
new opportunities and clients.
Chief Information Officer Ans: Senior member of the firm who
serves as a bridge between the information systems department
and the company's top management
User Group Ans: The people who will be using the software
system.
Customer Relationship Management (CRM) Ans: A multi-faceted
process, mediated by a set of information technologies, that
focuses on creating two-way exchanges with customers so that
firms have an intimate knowledge of their needs, wants, and
buying patterns.
© 2025 All rights reserved
SMPS CPSM - Domain 6 Terms Questions
and Correct Answers
Seller-Doer Ans: Technical professional, generally a firm principal,
responsible for making the sale and doing the work.
Doer-Closer Ans: A senior-level member of the firm who focuses
on marketing existing clients and spends most of their time on
billable projects
Mentor Ans: The individual that takes on the teaching role in a
long-term development of a professional relationship between two
people.
Coach Ans: The person who takes on a teaching role to improve
the student's performance in a concrete issue or skill set
Personal Development Plan Ans: A document that outlines an
employee's plans for personal development over the next year.
SMART Goals Ans: An acronym that defines the characteristics of
achievable goals (Specific, measurable, attainable, relevant, and
time-bound)
Lead Ans: An indication or a clue to a potenial project.
Pipeline Report Ans: A report that measures current pending sales
opportunities weighted by the probability of closing the sale.
Lead Originator Ans: The person who brought a new
opportunity/lead to the firm.
© 2025 All rights reserved
, 2 | Page
Probability of Close Ans: A rough estimate of the likelihood
(expressed as a percentage) that a lead will eventually become
closed new business.
Cross-Selling Ans: Selling a different service offered by your firm
to an existing client.
Knowledge Management Ans: The process by which organization
knowledge is captured, stores, and disseminated within a
company.
Management Information System Ans: A system that uses
information from the company's database to produce
standardized reports on a regular basis
Decision Support System Ans: Software that enables managers to
access information in a company's database dynamically, to
product customized reports on an as-needed basis.
Lead Tracking System Ans: A system that documents potential
new opportunities and clients.
Chief Information Officer Ans: Senior member of the firm who
serves as a bridge between the information systems department
and the company's top management
User Group Ans: The people who will be using the software
system.
Customer Relationship Management (CRM) Ans: A multi-faceted
process, mediated by a set of information technologies, that
focuses on creating two-way exchanges with customers so that
firms have an intimate knowledge of their needs, wants, and
buying patterns.
© 2025 All rights reserved
