APMP FOUNDATION CERTIFICATION EXAM
QUESTIONS AND CORRECT ANSWERS
Market Identification - ANS ... The ongoing activity that defines and qualifies target
markets for pursuing business.
Opportunity Plan - ANS ... 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 - ANS ... A process for analyzing competitive and customer data to
identify how to package and price a winning offer to a customer.
SWOT - ANS ... 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 - ANS ... 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 - ANS ... Communication to eliminate minor irregularities or apparent
clerical mistakes in an RFP or in a proposal.
Compliance Matrix - ANS ... 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 - ANS ... 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 - ANS ... 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 - ANS ... Customer concerns that the offer will resolve. Issues may be
the business outcomes the customer is trying to achieve.
Customer Requirements Feature - ANS ... The attributes and specifications of a
product or service as determined by the customer.
Hot Buttons - ANS ... 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 - ANS ... A bid or proposal that does not meet the customer's
requirements.
Protest - ANS ... Written objection by an interested party to a solicitation,
cancellation of a solicitation, contract award, or termination of a contract award.
Reponse Matrix - ANS ... 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) - ANS ... 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 - ANS ... 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 - ANS ... 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 - ANS ... A sales plan that is specific to one customer and covers
multiple opportunities with that customer.
Action Caption - ANS ... A short, informative statement associated with a graphic
that provides additional information to help the reader understand what the
graphic means.
Active/Passive Voice - ANS ... 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 - ANS ... How, in the seller's opinion, a product or service may benefit
the customer. Advantages are potential benefits and are more powerful than
features.
QUESTIONS AND CORRECT ANSWERS
Market Identification - ANS ... The ongoing activity that defines and qualifies target
markets for pursuing business.
Opportunity Plan - ANS ... 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 - ANS ... A process for analyzing competitive and customer data to
identify how to package and price a winning offer to a customer.
SWOT - ANS ... 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 - ANS ... 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 - ANS ... Communication to eliminate minor irregularities or apparent
clerical mistakes in an RFP or in a proposal.
Compliance Matrix - ANS ... 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 - ANS ... 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 - ANS ... 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 - ANS ... Customer concerns that the offer will resolve. Issues may be
the business outcomes the customer is trying to achieve.
Customer Requirements Feature - ANS ... The attributes and specifications of a
product or service as determined by the customer.
Hot Buttons - ANS ... 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 - ANS ... A bid or proposal that does not meet the customer's
requirements.
Protest - ANS ... Written objection by an interested party to a solicitation,
cancellation of a solicitation, contract award, or termination of a contract award.
Reponse Matrix - ANS ... 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) - ANS ... 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 - ANS ... 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 - ANS ... 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 - ANS ... A sales plan that is specific to one customer and covers
multiple opportunities with that customer.
Action Caption - ANS ... A short, informative statement associated with a graphic
that provides additional information to help the reader understand what the
graphic means.
Active/Passive Voice - ANS ... 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 - ANS ... How, in the seller's opinion, a product or service may benefit
the customer. Advantages are potential benefits and are more powerful than
features.
