APMP Foundation Certification Exam with all Correct & 100%
Verified Answers |Latest Version |Already Graded A+
Market Identification ✔Correct Answer-The ongoing activity that defines and qualifies target
markets for pursuing business.
Opportunity Plan ✔Correct Answer-A documented plan that is developed during the
opportunity planning phase to identify actions and strategies to position your customer to be
the customer's preferred bidder.
Price-to-Win ✔Correct Answer-A process for analyzing competitive and customer data to
identify how to package and price a winning offer to a customer.
SWOT ✔Correct Answer-The analysis performed by organizations to address competitive
positioning and identify the outcomes needed to develop a compelling proposal response that
wins the business. It emphasizes the internal environment.
Benefit ✔Correct Answer-Results from a feature of an offer that resolves a customer issue and
demonstrates the value the customer can achieve from resolving the issue.
Clarification ✔Correct Answer-Communication to eliminate minor irregularities or apparent
clerical mistakes in an RFP or in a proposal.
Compliance Matrix ✔Correct Answer-A list of specific customer requirements, often splitting
complex, multi-part requirements into sub-requirements. It helps proposal managers and
internal reviewers verify that the proposal meets all the requirements.
Compliant versus Responsiveness ✔Correct Answer-Compliance is the act of meeting stated
requirements. Responsiveness goes beyond compliance and addresses customer goals,
underlying concerns, and key issues and values that might not be spelled out in the solicitation.
Customer Focus ✔Correct Answer-A customer-focused bid clearly addresses the problem the
customer has agreed they are trying to solve and demonstrates how your solution meets their
goals.
Customer Issues ✔Correct Answer-Customer concerns that the offer will resolve. Issues may
be the business outcomes the customer is trying to achieve.
Customer Requirements Feature ✔Correct Answer-The attributes and specifications of a
product or service as determined by the customer.
,Hot Buttons ✔Correct Answer-Singularly important issues or sets of issues that are likely to
drive decisions, usually associated with customer buying decisions. Hot button issues are items
that the customer repeatedly discusses and often are problems with a system, software,
process, or resources inhibiting the success of the customer's organization.
Non-Compliant Bids ✔Correct Answer-A bid or proposal that does not meet the customer's
requirements.
Protest ✔Correct Answer-Written objection by an interested party to a solicitation,
cancellation of a solicitation, contract award, or termination of a contract award.
Reponse Matrix ✔Correct Answer-A derivative of the compliance matrix. It is a roadmap for
evaluators, pointing to specific proposal response for each compliance item. The matrix may
also contain a summary response. It identifies where in the proposal you have addressed each
of the solicitation requirements.
Competitive Intelligence (CI) ✔Correct Answer-Objectively understanding the strengths,
weaknesses, and strategies of companies competing against your company for business. CI is a
well-defined business practice to understand the competitive forces and market dynamics that
affect your company's viability and long-term profitability.
Customer Intelligence ✔Correct Answer-An understanding of a customer's needs--spoken and
unspoken--and the capabilities desired of a vendor/contractor to support requirements. It is a
key element of the sales and opportunity development process that occurs well in advance of
responding to a bid or RFP.
Executive Summary ✔Correct Answer-A short abstract of the main points of the offer aimed
at the senior-level decision makers in the customer's organization. It is the section of a proposal
that provides an overview of the offer and highlights the key selling points for customer decision
makers.
Account Plan ✔Correct Answer-A sales plan that is specific to one customer and covers
multiple opportunities with that customer.
Action Caption ✔Correct Answer-A short, informative statement associated with a graphic
that provides additional information to help the reader understand what the graphic means.
Active/Passive Voice ✔Correct Answer-Sentences written in active voice have a clear subject
and verb. They make it clear who does what. Passive-voice sentences are considered weaker
because the subject receives the action instead of performing it. Passive sentences usually
contain a form of the verb "to be".
Advantage ✔Correct Answer-How, in the seller's opinion, a product or service may benefit the
customer. Advantages are potential benefits and are more powerful than features.
, Aesthetics ✔Correct Answer-A set of principles regarding the nature and appreciation of
beauty. The study of aesthetics increases the validity of many critical judgments concerning art.
After-Action Review ✔Correct Answer-A systematic process to extract the learning from an
event or activity. The process addresses the questions, What should have happened? What
actually happened? What can we learn and apply for the future?
Annotated Outline ✔Correct Answer-A simple writing or content plan. This is a structure for
the proposal that is usually derived from the customer requirements documentation. It
amplifies a topical outline and helps determine whether opportunity planning activities have
made it into the planned propels outline and placed you in a position to win.
Appendix ✔Correct Answer-Supplementary material included at the end of a proposal that
contain specialized, relevant information that facilitates the decision making process.
Assumptions ✔Correct Answer-Conditions that the bid team assume exist for the purpose of
providing a price or terms of service in a proposal.
Balance (Visual) ✔Correct Answer-Balance is achieved when the visual "weight" of both
halves of a graphic is similar, giving a sense of equilibrium. Unbalanced graphics convey a sense
of uneasiness.
Benchmarking ✔Correct Answer-A systematic process for comparing your processes with
those of other recognized leaders in your field or industry to identify and close gaps.
Best and Final Offer (BAFO) ✔Correct Answer-A customer request for a document that
describes your organization's final price. There may be more than one request for a BAFO. The
customer requests a BAFO after the proposal has been submitted to select the final companies
to negotiate with or go directly to award.
Bid Decisions (General) ✔Correct Answer-Bid decisions are aimed at eliminating opportunities
or sales leads with a low win probability, this permitting a stronger focus on opportunities with
a higher win probability.
Bid Decisions Tree ✔Correct Answer-A tool used to help you make an informed bid decision
based on positive and negative indicators. It results in a yes or no response leading to a qualified
pursuit decision.
Bid/No-Bid Decision ✔Correct Answer-A milestone after the opportunity plan is substantially
complete. It validates that you are properly positioned to win based on the opportunity plan.
Bid or Proposal Center ✔Correct Answer-A support organization dedicated to generating
proposals and other response documents for customers.
Verified Answers |Latest Version |Already Graded A+
Market Identification ✔Correct Answer-The ongoing activity that defines and qualifies target
markets for pursuing business.
Opportunity Plan ✔Correct Answer-A documented plan that is developed during the
opportunity planning phase to identify actions and strategies to position your customer to be
the customer's preferred bidder.
Price-to-Win ✔Correct Answer-A process for analyzing competitive and customer data to
identify how to package and price a winning offer to a customer.
SWOT ✔Correct Answer-The analysis performed by organizations to address competitive
positioning and identify the outcomes needed to develop a compelling proposal response that
wins the business. It emphasizes the internal environment.
Benefit ✔Correct Answer-Results from a feature of an offer that resolves a customer issue and
demonstrates the value the customer can achieve from resolving the issue.
Clarification ✔Correct Answer-Communication to eliminate minor irregularities or apparent
clerical mistakes in an RFP or in a proposal.
Compliance Matrix ✔Correct Answer-A list of specific customer requirements, often splitting
complex, multi-part requirements into sub-requirements. It helps proposal managers and
internal reviewers verify that the proposal meets all the requirements.
Compliant versus Responsiveness ✔Correct Answer-Compliance is the act of meeting stated
requirements. Responsiveness goes beyond compliance and addresses customer goals,
underlying concerns, and key issues and values that might not be spelled out in the solicitation.
Customer Focus ✔Correct Answer-A customer-focused bid clearly addresses the problem the
customer has agreed they are trying to solve and demonstrates how your solution meets their
goals.
Customer Issues ✔Correct Answer-Customer concerns that the offer will resolve. Issues may
be the business outcomes the customer is trying to achieve.
Customer Requirements Feature ✔Correct Answer-The attributes and specifications of a
product or service as determined by the customer.
,Hot Buttons ✔Correct Answer-Singularly important issues or sets of issues that are likely to
drive decisions, usually associated with customer buying decisions. Hot button issues are items
that the customer repeatedly discusses and often are problems with a system, software,
process, or resources inhibiting the success of the customer's organization.
Non-Compliant Bids ✔Correct Answer-A bid or proposal that does not meet the customer's
requirements.
Protest ✔Correct Answer-Written objection by an interested party to a solicitation,
cancellation of a solicitation, contract award, or termination of a contract award.
Reponse Matrix ✔Correct Answer-A derivative of the compliance matrix. It is a roadmap for
evaluators, pointing to specific proposal response for each compliance item. The matrix may
also contain a summary response. It identifies where in the proposal you have addressed each
of the solicitation requirements.
Competitive Intelligence (CI) ✔Correct Answer-Objectively understanding the strengths,
weaknesses, and strategies of companies competing against your company for business. CI is a
well-defined business practice to understand the competitive forces and market dynamics that
affect your company's viability and long-term profitability.
Customer Intelligence ✔Correct Answer-An understanding of a customer's needs--spoken and
unspoken--and the capabilities desired of a vendor/contractor to support requirements. It is a
key element of the sales and opportunity development process that occurs well in advance of
responding to a bid or RFP.
Executive Summary ✔Correct Answer-A short abstract of the main points of the offer aimed
at the senior-level decision makers in the customer's organization. It is the section of a proposal
that provides an overview of the offer and highlights the key selling points for customer decision
makers.
Account Plan ✔Correct Answer-A sales plan that is specific to one customer and covers
multiple opportunities with that customer.
Action Caption ✔Correct Answer-A short, informative statement associated with a graphic
that provides additional information to help the reader understand what the graphic means.
Active/Passive Voice ✔Correct Answer-Sentences written in active voice have a clear subject
and verb. They make it clear who does what. Passive-voice sentences are considered weaker
because the subject receives the action instead of performing it. Passive sentences usually
contain a form of the verb "to be".
Advantage ✔Correct Answer-How, in the seller's opinion, a product or service may benefit the
customer. Advantages are potential benefits and are more powerful than features.
, Aesthetics ✔Correct Answer-A set of principles regarding the nature and appreciation of
beauty. The study of aesthetics increases the validity of many critical judgments concerning art.
After-Action Review ✔Correct Answer-A systematic process to extract the learning from an
event or activity. The process addresses the questions, What should have happened? What
actually happened? What can we learn and apply for the future?
Annotated Outline ✔Correct Answer-A simple writing or content plan. This is a structure for
the proposal that is usually derived from the customer requirements documentation. It
amplifies a topical outline and helps determine whether opportunity planning activities have
made it into the planned propels outline and placed you in a position to win.
Appendix ✔Correct Answer-Supplementary material included at the end of a proposal that
contain specialized, relevant information that facilitates the decision making process.
Assumptions ✔Correct Answer-Conditions that the bid team assume exist for the purpose of
providing a price or terms of service in a proposal.
Balance (Visual) ✔Correct Answer-Balance is achieved when the visual "weight" of both
halves of a graphic is similar, giving a sense of equilibrium. Unbalanced graphics convey a sense
of uneasiness.
Benchmarking ✔Correct Answer-A systematic process for comparing your processes with
those of other recognized leaders in your field or industry to identify and close gaps.
Best and Final Offer (BAFO) ✔Correct Answer-A customer request for a document that
describes your organization's final price. There may be more than one request for a BAFO. The
customer requests a BAFO after the proposal has been submitted to select the final companies
to negotiate with or go directly to award.
Bid Decisions (General) ✔Correct Answer-Bid decisions are aimed at eliminating opportunities
or sales leads with a low win probability, this permitting a stronger focus on opportunities with
a higher win probability.
Bid Decisions Tree ✔Correct Answer-A tool used to help you make an informed bid decision
based on positive and negative indicators. It results in a yes or no response leading to a qualified
pursuit decision.
Bid/No-Bid Decision ✔Correct Answer-A milestone after the opportunity plan is substantially
complete. It validates that you are properly positioned to win based on the opportunity plan.
Bid or Proposal Center ✔Correct Answer-A support organization dedicated to generating
proposals and other response documents for customers.
