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APMP Foundations Exam Glossary of Terms - Revised
Final Copy UPDATED ACTUAL Questions and
CORRECT Answers
Account Planning Account Planning is the second phase in the BD Lifecyle. The Account Plan is A
sales plan specific to one customer and covers multiple opportunities with that
customer. The timespan covered by the plan typically is two to five years. Drives
long term positioning strategies.
Equivalent Terms: Campaign Plan, Market Plan, Bullet Proofing, B2B Plan
Account Review: Quarterly assessment of sales plan for potential opps with
customer.
Action Caption A short, informative statement associated with a graphic that provides additional
information to help the reader understand what the graphic means. Contains:
Figure number, informative heading, complete sentence explaining graphic
relevant to evaluator, linking benefits to features
Active/Passive Voice Active voice: Agent of the action is subject and action is verb. "The Project
Manager will manage risks".
Passive-voice: "weaker," the subject receives the action. Usually contains a form of
the verb "to be." "Risks will be managed by the Project Manager." Passive only
better when needing consistent string of subjects across paragraphs.
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, Advantage How, in the seller's opinion, a product or service may benefit the customer.
Advantages are potential benefits and are more powerful than features. Solution
concepts discovered during initial customer collaboration that apply your features
to to potential customer need. Advantage becomes a benefit when customer
confirms need.
Aesthetics A set of principles regarding the nature and appreciation of beauty. The study of
aesthetics increases the validity of many critical judgements concerning art.
Established aesthetic principles create a shared vocabulary and understanding for
the objective evaluation of beauty. Color, Style, Consistency, Grid, Balance,
Shapes
After-Action Review (Lessons Learned Review) 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? Part of Lessons Learned
Management Process.
Annotated Outline Topical outline + instructions and details for contributors. This is a structure for the
proposal that is usually derived from the customer requirements documentation.
The outline may be annotated to show writing responsibilities, informative
headings, page-count estimates, graphics, boilerplate, proof points, customer
terminology (all are quality criteria). Can be an alternative to complex content
planning. It also is a tool to help determine/validate whether opp planning
activities made it into the planned proposal outline and placed you in a position
to win.
Appendix Supplementary material included at the end of a proposal. Appendices contain
specialized, relevant information that facilitates the decision making process.
(Equivalent terms: Attachment, Addendums)
Assumptions Conditions that the bid team assume exist for the purpose of providing a price or
terms of service in a proposal.
Balance (Visual) 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 A systematic process for comparing your processes with those of other
recognized leaders in your field or industry to identify and close gaps.
Benefit A benefit results from a feature of an offer that resolves a customer issue and
demonstrates the value the customer can achieve from resolving the issue. To
claim a benefit, there must be a feature of the offer that clearly allows the
customer to realize the benefit. Benefits answer the question, "so what? about
Features.
Customers are sold on BENEFITS not features.
Always show BENEFITS BEFORE FEATURES.
Quantify benefits with a measurable value proposition and proof of it.
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APMP Foundations Exam Glossary of Terms - Revised
Final Copy UPDATED ACTUAL Questions and
CORRECT Answers
Account Planning Account Planning is the second phase in the BD Lifecyle. The Account Plan is A
sales plan specific to one customer and covers multiple opportunities with that
customer. The timespan covered by the plan typically is two to five years. Drives
long term positioning strategies.
Equivalent Terms: Campaign Plan, Market Plan, Bullet Proofing, B2B Plan
Account Review: Quarterly assessment of sales plan for potential opps with
customer.
Action Caption A short, informative statement associated with a graphic that provides additional
information to help the reader understand what the graphic means. Contains:
Figure number, informative heading, complete sentence explaining graphic
relevant to evaluator, linking benefits to features
Active/Passive Voice Active voice: Agent of the action is subject and action is verb. "The Project
Manager will manage risks".
Passive-voice: "weaker," the subject receives the action. Usually contains a form of
the verb "to be." "Risks will be managed by the Project Manager." Passive only
better when needing consistent string of subjects across paragraphs.
\\
, Advantage How, in the seller's opinion, a product or service may benefit the customer.
Advantages are potential benefits and are more powerful than features. Solution
concepts discovered during initial customer collaboration that apply your features
to to potential customer need. Advantage becomes a benefit when customer
confirms need.
Aesthetics A set of principles regarding the nature and appreciation of beauty. The study of
aesthetics increases the validity of many critical judgements concerning art.
Established aesthetic principles create a shared vocabulary and understanding for
the objective evaluation of beauty. Color, Style, Consistency, Grid, Balance,
Shapes
After-Action Review (Lessons Learned Review) 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? Part of Lessons Learned
Management Process.
Annotated Outline Topical outline + instructions and details for contributors. This is a structure for the
proposal that is usually derived from the customer requirements documentation.
The outline may be annotated to show writing responsibilities, informative
headings, page-count estimates, graphics, boilerplate, proof points, customer
terminology (all are quality criteria). Can be an alternative to complex content
planning. It also is a tool to help determine/validate whether opp planning
activities made it into the planned proposal outline and placed you in a position
to win.
Appendix Supplementary material included at the end of a proposal. Appendices contain
specialized, relevant information that facilitates the decision making process.
(Equivalent terms: Attachment, Addendums)
Assumptions Conditions that the bid team assume exist for the purpose of providing a price or
terms of service in a proposal.
Balance (Visual) 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 A systematic process for comparing your processes with those of other
recognized leaders in your field or industry to identify and close gaps.
Benefit A benefit results from a feature of an offer that resolves a customer issue and
demonstrates the value the customer can achieve from resolving the issue. To
claim a benefit, there must be a feature of the offer that clearly allows the
customer to realize the benefit. Benefits answer the question, "so what? about
Features.
Customers are sold on BENEFITS not features.
Always show BENEFITS BEFORE FEATURES.
Quantify benefits with a measurable value proposition and proof of it.
