APMP Foundations Exam Glossary of Terms Questions With Complete Solutions.

Account Plan - A sales plan that is specific to one customer and covers multiple opportunities with that customer. The timespan covered by the plan typically is two to five years. Equivalent Terms: Campaign Plan, Market Plan, Bullet Proofing, Business to Business (B2B) Plan Action Caption - A short, informative statement associated with a graphic that provides additional information to help the reader understand what the graphic means. Active/Passive Voice - 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." Here is an example: Passive: Risks will be managed by the Project Manager. Active: The Project Manager will manage risks. 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. 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. 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? Annotated Outline - 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 outlineamplifies a topical outline by further defining the content of various proposal sections. This technique can be an alternative to complex and time consuming content planning. It also is a tool to help determine and validate whether opportunity planning activities have 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.