2
APMP Study Set questions with verified detailed answers
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Action Captions - ✔✔good captions interpret, inform, and persuade
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Three parts of action captions - ✔✔figure number, title, and caption
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Annex - ✔✔section added to a document addendum - similar to an addendum
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Appendix - ✔✔Additional or supplemental material added at the end of a document,
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Tends to be self- contained document on a defined topic
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Attachment - ✔✔Anything added or attached || || || || ||
Data additions to the proposal, such as company annual reports, marketing brochures, etc.
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BD-CMM - ✔✔Business Development Capability Maturity Model - a basis and framework
|| || || || || || || || || || || ||
for process design and improvement. This will increase your ability to effectively and
|| || || || || || || || || || || || ||
efficiently win new business using the model's defined criteria.
|| || || || || || || ||
Bid decisions - ✔✔are aimed at eliminating opportunities or sales leads that you have a low
|| || || || || || || || || || || || || || || ||
probability of winning, greater focus on opportunities that can be won.
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bid decisions - 3 milestones - ✔✔pursuit, bid and bid validation
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Capture planning - ✔✔the process of identifying opportunities, assesing the environment,
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and implmeneting winning strategies oriented toward capturing a specific business
|| || || || || || || || || ||
opportunity. ||
, 2
Requires a written, action-oriented caption plan.
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Choosing correct words - common word problems - ✔✔wordy phrases, incorrect words, and
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words with more than one meaning
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Cliches - ✔✔are worn-out phrases or words that are no longer effective. Avoid them.
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compliance and responsiveness - ✔✔Compliance means strict adherence to the bid request,
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both in submittal instructions and requirements. (followed the requested format, answered
|| || || || || || || || || || ||
all questions, completed all forms and submitted to the right person)
|| || || || || || || || || ||
Compliance means the "question is answered." || || || || ||
Responsiveness means addressing the prospects underlying needs. Proposals can be || || || || || || || || || ||
compliant but not responsive. || || ||
Responsive means "they know what my issue is." || || || || || || ||
Cover Letters - 4 keys - ✔✔1. cite your key discriminator
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2. signed by highest ranking person who touched it
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3. include two or three reasons why they should select your offer
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4. Close with paragraph that includes project name, rfp number, contact person and
|| || || || || || || || || || || || ||
number, cites terms - how long valid || || || || || ||
customer focus - ways to increase - ✔✔*especially important in the executive summary
|| || || || || || || || || || || ||
1. cite prospect's vision
|| || ||
2. link vision directly to purchase
|| || || || ||
APMP Study Set questions with verified detailed answers
|| || || || || || ||
Action Captions - ✔✔good captions interpret, inform, and persuade
|| || || || || || || ||
Three parts of action captions - ✔✔figure number, title, and caption
|| || || || || || || || || ||
Annex - ✔✔section added to a document addendum - similar to an addendum
|| || || || || || || || || || || ||
Appendix - ✔✔Additional or supplemental material added at the end of a document,
|| || || || || || || || || || || ||
Tends to be self- contained document on a defined topic
|| || || || || || || || ||
Attachment - ✔✔Anything added or attached || || || || ||
Data additions to the proposal, such as company annual reports, marketing brochures, etc.
|| || || || || || || || || || || ||
BD-CMM - ✔✔Business Development Capability Maturity Model - a basis and framework
|| || || || || || || || || || || ||
for process design and improvement. This will increase your ability to effectively and
|| || || || || || || || || || || || ||
efficiently win new business using the model's defined criteria.
|| || || || || || || ||
Bid decisions - ✔✔are aimed at eliminating opportunities or sales leads that you have a low
|| || || || || || || || || || || || || || || ||
probability of winning, greater focus on opportunities that can be won.
|| || || || || || || || || ||
bid decisions - 3 milestones - ✔✔pursuit, bid and bid validation
|| || || || || || || || || ||
Capture planning - ✔✔the process of identifying opportunities, assesing the environment,
|| || || || || || || || || || ||
and implmeneting winning strategies oriented toward capturing a specific business
|| || || || || || || || || ||
opportunity. ||
, 2
Requires a written, action-oriented caption plan.
|| || || || ||
Choosing correct words - common word problems - ✔✔wordy phrases, incorrect words, and
|| || || || || || || || || || || ||
words with more than one meaning
|| || || || || ||
Cliches - ✔✔are worn-out phrases or words that are no longer effective. Avoid them.
|| || || || || || || || || || || || ||
compliance and responsiveness - ✔✔Compliance means strict adherence to the bid request,
|| || || || || || || || || || || ||
both in submittal instructions and requirements. (followed the requested format, answered
|| || || || || || || || || || ||
all questions, completed all forms and submitted to the right person)
|| || || || || || || || || ||
Compliance means the "question is answered." || || || || ||
Responsiveness means addressing the prospects underlying needs. Proposals can be || || || || || || || || || ||
compliant but not responsive. || || ||
Responsive means "they know what my issue is." || || || || || || ||
Cover Letters - 4 keys - ✔✔1. cite your key discriminator
|| || || || || || || || || ||
2. signed by highest ranking person who touched it
|| || || || || || || ||
3. include two or three reasons why they should select your offer
|| || || || || || || || || || ||
4. Close with paragraph that includes project name, rfp number, contact person and
|| || || || || || || || || || || || ||
number, cites terms - how long valid || || || || || ||
customer focus - ways to increase - ✔✔*especially important in the executive summary
|| || || || || || || || || || || ||
1. cite prospect's vision
|| || ||
2. link vision directly to purchase
|| || || || ||
