APMP EXAM 3 2026 PROJECT PLANNING AND
SCHEDULING PRACTICE SET ANSWERS FULL
SOLUTION
◉ Customer Requirements Feature.
Answer: The attributes and specifications of a product or service as
determined by the customer.
◉ Hot Buttons.
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.
Answer: A bid or proposal that does not meet the customer's
requirements.
◉ Protest.
Answer: Written objection by an interested party to a solicitation,
cancellation of a solicitation, contract award, or termination of a
contract award.
,◉ Reponse Matrix.
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).
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.
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.
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.
Answer: A sales plan that is specific to one customer and covers
multiple opportunities with that customer.
◉ Action Caption.
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.
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.
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.
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.
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.
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.
Answer: Supplementary material included at the end of a proposal
that contain specialized, relevant information that facilitates the
decision making process.
◉ Assumptions.
SCHEDULING PRACTICE SET ANSWERS FULL
SOLUTION
◉ Customer Requirements Feature.
Answer: The attributes and specifications of a product or service as
determined by the customer.
◉ Hot Buttons.
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.
Answer: A bid or proposal that does not meet the customer's
requirements.
◉ Protest.
Answer: Written objection by an interested party to a solicitation,
cancellation of a solicitation, contract award, or termination of a
contract award.
,◉ Reponse Matrix.
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).
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.
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.
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.
Answer: A sales plan that is specific to one customer and covers
multiple opportunities with that customer.
◉ Action Caption.
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.
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.
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.
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.
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.
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.
Answer: Supplementary material included at the end of a proposal
that contain specialized, relevant information that facilitates the
decision making process.
◉ Assumptions.
