APMP Foundation Certification Exam
Questions With Correct Answers
Market bIdentification b- bcorrect banswers✔✔The bongoing bactivity bthat bdefines band
bqualifies btarget bmarkets bfor bpursuing bbusiness.
Opportunity bPlan b- bcorrect banswers✔✔A bdocumented bplan bthat bis bdeveloped
bduring bthe bopportunity bplanning bphase bto bidentify bactions band bstrategies bto
bposition byour bcustomer bto bbe bthe bcustomer's bpreferred bbidder.
Price-to-Win b- bcorrect banswers✔✔A bprocess bfor banalyzing bcompetitive band
bcustomer bdata bto bidentify bhow bto bpackage band bprice ba bwinning boffer bto ba
bcustomer.
SWOT b- bcorrect banswers✔✔The banalysis bperformed bby borganizations bto baddress
bcompetitive bpositioning band bidentify bthe boutcomes bneeded bto bdevelop ba
bcompelling bproposal bresponse bthat bwins bthe bbusiness. bIt bemphasizes bthe binternal
benvironment.
Benefit b- bcorrect banswers✔✔Results bfrom ba bfeature bof ban boffer bthat bresolves ba
bcustomer bissue band bdemonstrates bthe bvalue bthe bcustomer bcan bachieve bfrom
bresolving bthe bissue.
Clarification b- bcorrect banswers✔✔Communication bto beliminate bminor birregularities
bor bapparent bclerical bmistakes bin ban bRFP bor bin ba bproposal.
Compliance bMatrix b- bcorrect banswers✔✔A blist bof bspecific bcustomer brequirements,
boften bsplitting bcomplex, bmulti-part brequirements binto bsub-requirements. bIt bhelps
bproposal bmanagers band binternal breviewers bverify bthat bthe bproposal bmeets ball bthe
brequirements.
Compliant bversus bResponsiveness b- bcorrect banswers✔✔Compliance bis bthe bact bof
bmeeting bstated brequirements. bResponsiveness bgoes bbeyond bcompliance band
baddresses bcustomer bgoals, bunderlying bconcerns, band bkey bissues band bvalues bthat
bmight bnot bbe bspelled bout bin bthe bsolicitation.
,Customer bFocus b- bcorrect banswers✔✔A bcustomer-focused bbid bclearly baddresses
bthe bproblem bthe bcustomer bhas bagreed bthey bare btrying bto bsolve band bdemonstrates
bhow byour bsolution bmeets btheir bgoals.
Customer bIssues b- bcorrect banswers✔✔Customer bconcerns bthat bthe boffer bwill
bresolve. bIssues bmay bbe bthe bbusiness boutcomes bthe bcustomer bis btrying bto
bachieve.
Customer bRequirements bFeature b- bcorrect banswers✔✔The battributes band
bspecifications bof ba bproduct bor bservice bas bdetermined bby bthe bcustomer.
Hot bButtons b- bcorrect banswers✔✔Singularly bimportant bissues bor bsets bof bissues
bthat bare blikely bto bdrive bdecisions, busually bassociated bwith bcustomer bbuying
bdecisions. bHot bbutton bissues bare bitems bthat bthe bcustomer brepeatedly bdiscusses
band boften bare bproblems bwith ba bsystem, bsoftware, bprocess, bor bresources binhibiting
bthe bsuccess bof bthe bcustomer's borganization.
Non-Compliant bBids b- bcorrect banswers✔✔A bbid bor bproposal bthat bdoes bnot bmeet
bthe bcustomer's brequirements.
Protest b- bcorrect banswers✔✔Written bobjection bby ban binterested bparty bto ba
bsolicitation, bcancellation bof ba bsolicitation, bcontract baward, bor btermination bof ba
bcontract baward.
Reponse bMatrix b- bcorrect banswers✔✔A bderivative bof bthe bcompliance bmatrix. bIt bis
ba broadmap bfor bevaluators, bpointing bto bspecific bproposal bresponse bfor beach
bcompliance bitem. bThe bmatrix bmay balso bcontain ba bsummary bresponse. bIt bidentifies
bwhere bin bthe bproposal byou bhave baddressed beach bof bthe bsolicitation brequirements.
Competitive bIntelligence b(CI) b- bcorrect banswers✔✔Objectively bunderstanding bthe
bstrengths, bweaknesses, band bstrategies bof bcompanies bcompeting bagainst byour
bcompany bfor bbusiness. bCI bis ba bwell-defined bbusiness bpractice bto bunderstand bthe
bcompetitive bforces band bmarket bdynamics bthat baffect byour bcompany's bviability band
blong-term bprofitability.
Customer bIntelligence b- bcorrect banswers✔✔An bunderstanding bof ba bcustomer's
bneeds--spoken band bunspoken--and bthe bcapabilities bdesired bof ba bvendor/contractor
bto bsupport brequirements. bIt bis ba bkey belement bof bthe bsales band bopportunity
bdevelopment bprocess bthat boccurs bwell bin badvance bof bresponding bto ba bbid bor
bRFP.
Executive bSummary b- bcorrect banswers✔✔A bshort babstract bof bthe bmain bpoints bof
bthe boffer baimed bat bthe bsenior-level bdecision bmakers bin bthe bcustomer's
borganization. bIt bis bthe bsection bof ba bproposal bthat bprovides ban boverview bof bthe
boffer band bhighlights bthe bkey bselling bpoints bfor bcustomer bdecision bmakers.
, Account bPlan b- bcorrect banswers✔✔A bsales bplan bthat bis bspecific bto bone bcustomer
band bcovers bmultiple bopportunities bwith bthat bcustomer.
Action bCaption b- bcorrect banswers✔✔A bshort, binformative bstatement bassociated
bwith ba bgraphic bthat bprovides badditional binformation bto bhelp bthe breader bunderstand
bwhat bthe bgraphic bmeans.
Active/Passive bVoice b- bcorrect banswers✔✔Sentences bwritten bin bactive bvoice bhave
ba bclear bsubject band bverb. bThey bmake bit bclear bwho bdoes bwhat. bPassive-voice
bsentences bare bconsidered bweaker bbecause bthe bsubject breceives bthe baction
binstead bof bperforming bit. bPassive bsentences busually bcontain ba bform bof bthe bverb
b"to bbe".
Advantage b- bcorrect banswers✔✔How, bin bthe bseller's bopinion, ba bproduct bor bservice
bmay bbenefit bthe bcustomer. bAdvantages bare bpotential bbenefits band bare bmore
bpowerful bthan bfeatures.
Aesthetics b- bcorrect banswers✔✔A bset bof bprinciples bregarding bthe bnature band
bappreciation bof bbeauty. bThe bstudy bof baesthetics bincreases bthe bvalidity bof bmany
bcritical bjudgments bconcerning bart.
After-Action bReview b- bcorrect banswers✔✔A bsystematic bprocess bto bextract bthe
blearning bfrom ban bevent bor bactivity. bThe bprocess baddresses bthe bquestions, bWhat
bshould bhave bhappened? bWhat bactually bhappened? bWhat bcan bwe blearn band bapply
bfor bthe bfuture?
Annotated bOutline b- bcorrect banswers✔✔A bsimple bwriting bor bcontent bplan. bThis bis
ba bstructure bfor bthe bproposal bthat bis busually bderived bfrom bthe bcustomer
brequirements bdocumentation. bIt bamplifies ba btopical boutline band bhelps bdetermine
bwhether bopportunity bplanning bactivities bhave bmade bit binto bthe bplanned bpropels
boutline band bplaced byou bin ba bposition bto bwin.
Appendix b- bcorrect banswers✔✔Supplementary bmaterial bincluded bat bthe bend bof ba
bproposal bthat bcontain bspecialized, brelevant binformation bthat bfacilitates bthe bdecision
bmaking bprocess.
Assumptions b- bcorrect banswers✔✔Conditions bthat bthe bbid bteam bassume bexist bfor
bthe bpurpose bof bproviding ba bprice bor bterms bof bservice bin ba bproposal.
Balance b(Visual) b- bcorrect banswers✔✔Balance bis bachieved bwhen bthe bvisual
b"weight" bof bboth bhalves bof ba bgraphic bis bsimilar, bgiving ba bsense bof bequilibrium.
bUnbalanced bgraphics bconvey ba bsense bof buneasiness.
Benchmarking b- bcorrect banswers✔✔A bsystematic bprocess bfor bcomparing byour
bprocesses bwith bthose bof bother brecognized bleaders bin byour bfield bor bindustry bto
bidentify band bclose bgaps.
Questions With Correct Answers
Market bIdentification b- bcorrect banswers✔✔The bongoing bactivity bthat bdefines band
bqualifies btarget bmarkets bfor bpursuing bbusiness.
Opportunity bPlan b- bcorrect banswers✔✔A bdocumented bplan bthat bis bdeveloped
bduring bthe bopportunity bplanning bphase bto bidentify bactions band bstrategies bto
bposition byour bcustomer bto bbe bthe bcustomer's bpreferred bbidder.
Price-to-Win b- bcorrect banswers✔✔A bprocess bfor banalyzing bcompetitive band
bcustomer bdata bto bidentify bhow bto bpackage band bprice ba bwinning boffer bto ba
bcustomer.
SWOT b- bcorrect banswers✔✔The banalysis bperformed bby borganizations bto baddress
bcompetitive bpositioning band bidentify bthe boutcomes bneeded bto bdevelop ba
bcompelling bproposal bresponse bthat bwins bthe bbusiness. bIt bemphasizes bthe binternal
benvironment.
Benefit b- bcorrect banswers✔✔Results bfrom ba bfeature bof ban boffer bthat bresolves ba
bcustomer bissue band bdemonstrates bthe bvalue bthe bcustomer bcan bachieve bfrom
bresolving bthe bissue.
Clarification b- bcorrect banswers✔✔Communication bto beliminate bminor birregularities
bor bapparent bclerical bmistakes bin ban bRFP bor bin ba bproposal.
Compliance bMatrix b- bcorrect banswers✔✔A blist bof bspecific bcustomer brequirements,
boften bsplitting bcomplex, bmulti-part brequirements binto bsub-requirements. bIt bhelps
bproposal bmanagers band binternal breviewers bverify bthat bthe bproposal bmeets ball bthe
brequirements.
Compliant bversus bResponsiveness b- bcorrect banswers✔✔Compliance bis bthe bact bof
bmeeting bstated brequirements. bResponsiveness bgoes bbeyond bcompliance band
baddresses bcustomer bgoals, bunderlying bconcerns, band bkey bissues band bvalues bthat
bmight bnot bbe bspelled bout bin bthe bsolicitation.
,Customer bFocus b- bcorrect banswers✔✔A bcustomer-focused bbid bclearly baddresses
bthe bproblem bthe bcustomer bhas bagreed bthey bare btrying bto bsolve band bdemonstrates
bhow byour bsolution bmeets btheir bgoals.
Customer bIssues b- bcorrect banswers✔✔Customer bconcerns bthat bthe boffer bwill
bresolve. bIssues bmay bbe bthe bbusiness boutcomes bthe bcustomer bis btrying bto
bachieve.
Customer bRequirements bFeature b- bcorrect banswers✔✔The battributes band
bspecifications bof ba bproduct bor bservice bas bdetermined bby bthe bcustomer.
Hot bButtons b- bcorrect banswers✔✔Singularly bimportant bissues bor bsets bof bissues
bthat bare blikely bto bdrive bdecisions, busually bassociated bwith bcustomer bbuying
bdecisions. bHot bbutton bissues bare bitems bthat bthe bcustomer brepeatedly bdiscusses
band boften bare bproblems bwith ba bsystem, bsoftware, bprocess, bor bresources binhibiting
bthe bsuccess bof bthe bcustomer's borganization.
Non-Compliant bBids b- bcorrect banswers✔✔A bbid bor bproposal bthat bdoes bnot bmeet
bthe bcustomer's brequirements.
Protest b- bcorrect banswers✔✔Written bobjection bby ban binterested bparty bto ba
bsolicitation, bcancellation bof ba bsolicitation, bcontract baward, bor btermination bof ba
bcontract baward.
Reponse bMatrix b- bcorrect banswers✔✔A bderivative bof bthe bcompliance bmatrix. bIt bis
ba broadmap bfor bevaluators, bpointing bto bspecific bproposal bresponse bfor beach
bcompliance bitem. bThe bmatrix bmay balso bcontain ba bsummary bresponse. bIt bidentifies
bwhere bin bthe bproposal byou bhave baddressed beach bof bthe bsolicitation brequirements.
Competitive bIntelligence b(CI) b- bcorrect banswers✔✔Objectively bunderstanding bthe
bstrengths, bweaknesses, band bstrategies bof bcompanies bcompeting bagainst byour
bcompany bfor bbusiness. bCI bis ba bwell-defined bbusiness bpractice bto bunderstand bthe
bcompetitive bforces band bmarket bdynamics bthat baffect byour bcompany's bviability band
blong-term bprofitability.
Customer bIntelligence b- bcorrect banswers✔✔An bunderstanding bof ba bcustomer's
bneeds--spoken band bunspoken--and bthe bcapabilities bdesired bof ba bvendor/contractor
bto bsupport brequirements. bIt bis ba bkey belement bof bthe bsales band bopportunity
bdevelopment bprocess bthat boccurs bwell bin badvance bof bresponding bto ba bbid bor
bRFP.
Executive bSummary b- bcorrect banswers✔✔A bshort babstract bof bthe bmain bpoints bof
bthe boffer baimed bat bthe bsenior-level bdecision bmakers bin bthe bcustomer's
borganization. bIt bis bthe bsection bof ba bproposal bthat bprovides ban boverview bof bthe
boffer band bhighlights bthe bkey bselling bpoints bfor bcustomer bdecision bmakers.
, Account bPlan b- bcorrect banswers✔✔A bsales bplan bthat bis bspecific bto bone bcustomer
band bcovers bmultiple bopportunities bwith bthat bcustomer.
Action bCaption b- bcorrect banswers✔✔A bshort, binformative bstatement bassociated
bwith ba bgraphic bthat bprovides badditional binformation bto bhelp bthe breader bunderstand
bwhat bthe bgraphic bmeans.
Active/Passive bVoice b- bcorrect banswers✔✔Sentences bwritten bin bactive bvoice bhave
ba bclear bsubject band bverb. bThey bmake bit bclear bwho bdoes bwhat. bPassive-voice
bsentences bare bconsidered bweaker bbecause bthe bsubject breceives bthe baction
binstead bof bperforming bit. bPassive bsentences busually bcontain ba bform bof bthe bverb
b"to bbe".
Advantage b- bcorrect banswers✔✔How, bin bthe bseller's bopinion, ba bproduct bor bservice
bmay bbenefit bthe bcustomer. bAdvantages bare bpotential bbenefits band bare bmore
bpowerful bthan bfeatures.
Aesthetics b- bcorrect banswers✔✔A bset bof bprinciples bregarding bthe bnature band
bappreciation bof bbeauty. bThe bstudy bof baesthetics bincreases bthe bvalidity bof bmany
bcritical bjudgments bconcerning bart.
After-Action bReview b- bcorrect banswers✔✔A bsystematic bprocess bto bextract bthe
blearning bfrom ban bevent bor bactivity. bThe bprocess baddresses bthe bquestions, bWhat
bshould bhave bhappened? bWhat bactually bhappened? bWhat bcan bwe blearn band bapply
bfor bthe bfuture?
Annotated bOutline b- bcorrect banswers✔✔A bsimple bwriting bor bcontent bplan. bThis bis
ba bstructure bfor bthe bproposal bthat bis busually bderived bfrom bthe bcustomer
brequirements bdocumentation. bIt bamplifies ba btopical boutline band bhelps bdetermine
bwhether bopportunity bplanning bactivities bhave bmade bit binto bthe bplanned bpropels
boutline band bplaced byou bin ba bposition bto bwin.
Appendix b- bcorrect banswers✔✔Supplementary bmaterial bincluded bat bthe bend bof ba
bproposal bthat bcontain bspecialized, brelevant binformation bthat bfacilitates bthe bdecision
bmaking bprocess.
Assumptions b- bcorrect banswers✔✔Conditions bthat bthe bbid bteam bassume bexist bfor
bthe bpurpose bof bproviding ba bprice bor bterms bof bservice bin ba bproposal.
Balance b(Visual) b- bcorrect banswers✔✔Balance bis bachieved bwhen bthe bvisual
b"weight" bof bboth bhalves bof ba bgraphic bis bsimilar, bgiving ba bsense bof bequilibrium.
bUnbalanced bgraphics bconvey ba bsense bof buneasiness.
Benchmarking b- bcorrect banswers✔✔A bsystematic bprocess bfor bcomparing byour
bprocesses bwith bthose bof bother brecognized bleaders bin byour bfield bor bindustry bto
bidentify band bclose bgaps.
