APMP FOUNDATION CERTIFICATION EXAM QUESTIONS
WITH COMPLETE SOLUTIONS
1) How much time should be held in reserve for contingency when planning the
proposal schedule?
A) 20%
B) 15%
C) 10%
D) 5 % -- Correct Answer ✔✔ C
2) Where should graphic captions be placed in a proposal?
A) In a legend
B) Below the graphic
C) Outside the graphic
D) Above the graphic -- Correct Answer ✔✔ B
3) Which of the following tools is used to analyze your capabilities relative to the
competition?
A) Statement of Work Breakdown
B) Scotsman Test
C) Strengths, Weaknesses, Opportunities, and Threats Analysis
D) Technical Specification -- Correct Answer ✔✔ C
4) Which of the following would you be most likely to use as a proposal writing
guideline?
A) Use one or two word headings
, B) Write formally using third person and collective pronouns
C) Include technical acronyms and references wherever possible
D) Remove redundancies and unnecessary words. -- Correct Answer ✔✔ D
5) Which one of the following accurately depicts the sequence of strategy and theme
development?
A) (1) Competitive assessment (2) Our strengths and weaknesses (3) Customer
issues (4) Our themes (5) Our strategies
B) (1) Our strengths and weaknesses (2) Competitive assessment (3) Customer
issues (4) Our strategies (5) Our themes
C) (1) Our strategies (2) Our themes (3) Our strengths and weaknesses (4)
Competitive assessment
D) (1) Customer issues (2) Competitive assessment (3) Our strengths and
weaknesses (4) Our strategies (5) Our themes -- Correct Answer ✔✔ D
6) What is the main purpose of a final document review?
A) To evaluate the proposal for customer focus, compliance, responsiveness, and
clear communication of your win strategy and solution
B) To validate your win strategy and verify compliance
C) To confirm that the offer in the proposal includes acceptable profit and risk
D) To achieve sign-off on the proposal -- Correct Answer ✔✔ A
7) Which of the following guidelines for developing the proposal outline would you be
least likely to follow?
A) Prepare a top-level, topical outline that follows the customer's organizational
priority
B) Allocate pages according to the relative importance of the topic to the
customer
C) Avoid annotating the proposal outline with response instructions
D) Extend the outline into a proposal responsibility matrix to help manage the
proposal -- Correct Answer ✔✔ C
8) What is the main purpose for developing proposal strategy?
, A) To drive proposal tactics and actions
B) To define the customer's issues
C) To provide the basis of the work breakdown structure
D) To guarantee a win -- Correct Answer ✔✔ A
9) Which of the following would best demonstrate a customer-focused proposal?
A) Compliance
B) Responsiveness
C) Compliance and responsiveness
D) Noncompliance and lack of responsiveness -- Correct Answer ✔✔ C
10) Which of these statements best describes a theme statement?
A) Theme statements link strategy and solution
B) Theme statements link advantages and benefits
C) Theme statements link discriminating features and benefits
D) Theme statements establish sales objectives -- Correct Answer ✔✔ C
11) Which is the best choice to convey realism and authenticity?
A) Drawing
B) Photograph
C) Bar chart
D) Clip art -- Correct Answer ✔✔ A
12) Which of the following is the most powerful to include whether or not pricing is
allowed in your Executive Summary?
A) Discriminators
B) Differentiators
C) Value proposition
D) Features -- Correct Answer ✔✔ A
13) During which activity might you use a mind map?
WITH COMPLETE SOLUTIONS
1) How much time should be held in reserve for contingency when planning the
proposal schedule?
A) 20%
B) 15%
C) 10%
D) 5 % -- Correct Answer ✔✔ C
2) Where should graphic captions be placed in a proposal?
A) In a legend
B) Below the graphic
C) Outside the graphic
D) Above the graphic -- Correct Answer ✔✔ B
3) Which of the following tools is used to analyze your capabilities relative to the
competition?
A) Statement of Work Breakdown
B) Scotsman Test
C) Strengths, Weaknesses, Opportunities, and Threats Analysis
D) Technical Specification -- Correct Answer ✔✔ C
4) Which of the following would you be most likely to use as a proposal writing
guideline?
A) Use one or two word headings
, B) Write formally using third person and collective pronouns
C) Include technical acronyms and references wherever possible
D) Remove redundancies and unnecessary words. -- Correct Answer ✔✔ D
5) Which one of the following accurately depicts the sequence of strategy and theme
development?
A) (1) Competitive assessment (2) Our strengths and weaknesses (3) Customer
issues (4) Our themes (5) Our strategies
B) (1) Our strengths and weaknesses (2) Competitive assessment (3) Customer
issues (4) Our strategies (5) Our themes
C) (1) Our strategies (2) Our themes (3) Our strengths and weaknesses (4)
Competitive assessment
D) (1) Customer issues (2) Competitive assessment (3) Our strengths and
weaknesses (4) Our strategies (5) Our themes -- Correct Answer ✔✔ D
6) What is the main purpose of a final document review?
A) To evaluate the proposal for customer focus, compliance, responsiveness, and
clear communication of your win strategy and solution
B) To validate your win strategy and verify compliance
C) To confirm that the offer in the proposal includes acceptable profit and risk
D) To achieve sign-off on the proposal -- Correct Answer ✔✔ A
7) Which of the following guidelines for developing the proposal outline would you be
least likely to follow?
A) Prepare a top-level, topical outline that follows the customer's organizational
priority
B) Allocate pages according to the relative importance of the topic to the
customer
C) Avoid annotating the proposal outline with response instructions
D) Extend the outline into a proposal responsibility matrix to help manage the
proposal -- Correct Answer ✔✔ C
8) What is the main purpose for developing proposal strategy?
, A) To drive proposal tactics and actions
B) To define the customer's issues
C) To provide the basis of the work breakdown structure
D) To guarantee a win -- Correct Answer ✔✔ A
9) Which of the following would best demonstrate a customer-focused proposal?
A) Compliance
B) Responsiveness
C) Compliance and responsiveness
D) Noncompliance and lack of responsiveness -- Correct Answer ✔✔ C
10) Which of these statements best describes a theme statement?
A) Theme statements link strategy and solution
B) Theme statements link advantages and benefits
C) Theme statements link discriminating features and benefits
D) Theme statements establish sales objectives -- Correct Answer ✔✔ C
11) Which is the best choice to convey realism and authenticity?
A) Drawing
B) Photograph
C) Bar chart
D) Clip art -- Correct Answer ✔✔ A
12) Which of the following is the most powerful to include whether or not pricing is
allowed in your Executive Summary?
A) Discriminators
B) Differentiators
C) Value proposition
D) Features -- Correct Answer ✔✔ A
13) During which activity might you use a mind map?
