APMP COMPREHENSIVE TEST QUESTIONS AND SOLUTIONS SET TWO
◉ 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, in contrast, 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. Established aesthetic principles
create a shared vocabulary and understanding for the objective
evaluation of beauty.
,◉ 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. The outline may be annotated to show
writing responsibilities, informative headings, page-count estimates, and
so on. The annotated outline amplifies a(...)
◉ Appendix . Answer: Supplementary material included at the end of a
proposal. Appendices contain specialized, relevant information that
facilitates the decisionmaking process.
◉ Assumptions . Answer: Conditions that the bid team assume exist for
the purpose of providing a price or terms of service in a proposal.
◉ Balance (Visual) . 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 . Answer: A systematic process for comparing your
processes with those of other recognized leaders in your field or industry
to identify and close gaps.
,◉ Benefit . Answer: 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 help customers(...)
◉ Best and Final Offer (BAFO) . 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 Decision Tree . 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 Decisions (General) . Answer: Bid decisions are aimed at
eliminating opportunities or sales leads with a low win probability, thus
permitting a stronger focus on opportunities with a higher win
probability. For large, complex pursuits, companies often use market
entry, opportunity qualification, bid pursuit, bid/no-bid,(...)
◉ Bid Manager . Answer: A Bid Manager is responsible for managing a
bid or proposal opportunity from qualification to contract award,
including: Early and ongoing strategy development Legal review
Solution development Winning price development Partner identification
Risk management Proposal(...)
, ◉ Bid or Proposal Center . Answer: A support organization dedicated to
generating proposals and other response documents for customers.
◉ Bid Pursuit Decision . Answer: Generally the first decision milestone
to verify that the opportunity fits your strategic direction and capability.
This decision often approves the funds to initiate early opportunity
planning activities. Sales may do an opportunity qualification
decisionbefore this decision gate.
◉ Bid Validation Decision . Answer: A decision milestone after the
customer releases an RFP to address obstacles to winning that were
identified in the opportunity plan.
◉ Bid/No-Bid Decision . Answer: A milestone after the opportunity
plan is substantially complete. It validates that you are properly
positioned to win based on the opportunity plan.
◉ Bidder Comparison Matrix (BCM) . Answer: A tool used to analyze
the customer's current perception of your solution compared to
competitors. It usually is a weighted score that indicates the customer's
confidence that you can meet their requirements.
◉ Black Hat . Answer: See Competitor Review.
◉ 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, in contrast, 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. Established aesthetic principles
create a shared vocabulary and understanding for the objective
evaluation of beauty.
,◉ 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. The outline may be annotated to show
writing responsibilities, informative headings, page-count estimates, and
so on. The annotated outline amplifies a(...)
◉ Appendix . Answer: Supplementary material included at the end of a
proposal. Appendices contain specialized, relevant information that
facilitates the decisionmaking process.
◉ Assumptions . Answer: Conditions that the bid team assume exist for
the purpose of providing a price or terms of service in a proposal.
◉ Balance (Visual) . 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 . Answer: A systematic process for comparing your
processes with those of other recognized leaders in your field or industry
to identify and close gaps.
,◉ Benefit . Answer: 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 help customers(...)
◉ Best and Final Offer (BAFO) . 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 Decision Tree . 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 Decisions (General) . Answer: Bid decisions are aimed at
eliminating opportunities or sales leads with a low win probability, thus
permitting a stronger focus on opportunities with a higher win
probability. For large, complex pursuits, companies often use market
entry, opportunity qualification, bid pursuit, bid/no-bid,(...)
◉ Bid Manager . Answer: A Bid Manager is responsible for managing a
bid or proposal opportunity from qualification to contract award,
including: Early and ongoing strategy development Legal review
Solution development Winning price development Partner identification
Risk management Proposal(...)
, ◉ Bid or Proposal Center . Answer: A support organization dedicated to
generating proposals and other response documents for customers.
◉ Bid Pursuit Decision . Answer: Generally the first decision milestone
to verify that the opportunity fits your strategic direction and capability.
This decision often approves the funds to initiate early opportunity
planning activities. Sales may do an opportunity qualification
decisionbefore this decision gate.
◉ Bid Validation Decision . Answer: A decision milestone after the
customer releases an RFP to address obstacles to winning that were
identified in the opportunity plan.
◉ Bid/No-Bid Decision . Answer: A milestone after the opportunity
plan is substantially complete. It validates that you are properly
positioned to win based on the opportunity plan.
◉ Bidder Comparison Matrix (BCM) . Answer: A tool used to analyze
the customer's current perception of your solution compared to
competitors. It usually is a weighted score that indicates the customer's
confidence that you can meet their requirements.
◉ Black Hat . Answer: See Competitor Review.
