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SMPS CPSM - Domain 6 Terms Exam Study Guide
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SMPS CPSM - Domain 6 TermsExam Study Guide
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.
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
Decision Support System - Answer 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 - Answer A system that documents potential new opportunities
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