APMP Foundational Exam Questions with Guaranteed Pass Questions with
Correct Answers
Question 1:
When should the first draft of the executive summary be written?
Answer:
During the opportunity planning phase before kick off meeting
Question 2:
Who is typically responsible for writing the executive summary?
Answer:
Opportunity/Capture Manager or salesperson who has an established relationship with the
customer
Question 3:
Who should the executive summary be aimed towards?
Answer:
The customer's nontechnical, senior-level decisionmakers
Question 4:
Who typically reviews/approves the executive summary draft?
Answer:
The highest level person possible
Question 5:
Process for analyzing competitor and customer data to identify how to package and price a
winning offer to a customer
Answer:
Price-to-Win
Question 6:
When should the price to win process begin?
Answer:
Early in the opportunity stage
,Question 7:
What is price to win based on?
Answer:
Independent, comprehensive competitive analysis researchIndependent, comprehensive
competitive analysis research
Independent, comprehensive competitive analysis research
Independent, comprehensive competitive analysis research
Question 8:
Total range of expenses the offeror expects to spend to deliver the requirements
Answer:
Price to win cost
Question 9:
Monetary payment for the offeror to deliver the requirements
Answer:
Price to win price
Question 10:
What are the most useful tools for price to win analyses?
Answer:
Custom built spreadsheets
Question 11:
Uses customer's historical award and budget information to predict where they will likely make
awards and where competitors tend to receive them
Answer:
Top-down analysis
Question 12:
Develops pricing based on detailed evaluations of the competitor solution's cost and identified
strategies
Answer:
Bottom-up analysis
,Question 13:
When should top-down analyses be conducted?
Answer:
Early in the opportunity process before the RFP is released
Question 14:
When should bottom-up analyses be conducted?
Answer:
As soon as final customer requirements and evaluation processes are known; refined further
once final RFP is released
Question 15:
What are the best intelligence sources for obtaining customer intelligence in the PTW process?
Answer:
People, especially those in your own organization
Question 16:
Why is competitive analysis vital to determining a PTW range?
Answer:
It helps establish what your competitors' bid and actual award prices would be based on prior
similar contracts
Your historical cost data Your competitive position Your pricing differentiators
Question 17:
What information should be researched for consideration in the PTW?
Answer:
Your internal risk (top 2 or 3 areas)
Question 18:
What should pricing be focused on?
Answer:
Value to the customer--the benefits customers will gain for the price they pay
, Question 19:
How should pricing be written in the PTW for budget-limited customers?
Answer:
Remove nonessential features that add to the cost without adding equal value Compliance =
meeting requirements stated in the solicitation
Question 20:
Responsiveness = addressing customer goals/concerns/issues/values not addressed in the
solicitation
Answer:
Compliance vs ResponsivenessPrior to RFP release, early in the business development process
and continually through
Question 21:
When should you begin collecting customer intelligence to cultivate responsiveness?
Answer:
The best answer is determined by the key concept tested in the question.
Question 22:
Why are response matrices important to submit with a proposal?
Answer:
They identify where in a proposal you have addressed the solicitation requirements
Question 23:
Does an effective proposal present customer benefits before solution features or solution
features before customer benefits?
Answer:
Customer benefits before solution features; features are only effective if they offer a true
benefit to the customer
Question 24:
What part of the proposal process does customer and competitive intelligence gathering take
place?
Answer:
Sales/opportunity planning
Correct Answers
Question 1:
When should the first draft of the executive summary be written?
Answer:
During the opportunity planning phase before kick off meeting
Question 2:
Who is typically responsible for writing the executive summary?
Answer:
Opportunity/Capture Manager or salesperson who has an established relationship with the
customer
Question 3:
Who should the executive summary be aimed towards?
Answer:
The customer's nontechnical, senior-level decisionmakers
Question 4:
Who typically reviews/approves the executive summary draft?
Answer:
The highest level person possible
Question 5:
Process for analyzing competitor and customer data to identify how to package and price a
winning offer to a customer
Answer:
Price-to-Win
Question 6:
When should the price to win process begin?
Answer:
Early in the opportunity stage
,Question 7:
What is price to win based on?
Answer:
Independent, comprehensive competitive analysis researchIndependent, comprehensive
competitive analysis research
Independent, comprehensive competitive analysis research
Independent, comprehensive competitive analysis research
Question 8:
Total range of expenses the offeror expects to spend to deliver the requirements
Answer:
Price to win cost
Question 9:
Monetary payment for the offeror to deliver the requirements
Answer:
Price to win price
Question 10:
What are the most useful tools for price to win analyses?
Answer:
Custom built spreadsheets
Question 11:
Uses customer's historical award and budget information to predict where they will likely make
awards and where competitors tend to receive them
Answer:
Top-down analysis
Question 12:
Develops pricing based on detailed evaluations of the competitor solution's cost and identified
strategies
Answer:
Bottom-up analysis
,Question 13:
When should top-down analyses be conducted?
Answer:
Early in the opportunity process before the RFP is released
Question 14:
When should bottom-up analyses be conducted?
Answer:
As soon as final customer requirements and evaluation processes are known; refined further
once final RFP is released
Question 15:
What are the best intelligence sources for obtaining customer intelligence in the PTW process?
Answer:
People, especially those in your own organization
Question 16:
Why is competitive analysis vital to determining a PTW range?
Answer:
It helps establish what your competitors' bid and actual award prices would be based on prior
similar contracts
Your historical cost data Your competitive position Your pricing differentiators
Question 17:
What information should be researched for consideration in the PTW?
Answer:
Your internal risk (top 2 or 3 areas)
Question 18:
What should pricing be focused on?
Answer:
Value to the customer--the benefits customers will gain for the price they pay
, Question 19:
How should pricing be written in the PTW for budget-limited customers?
Answer:
Remove nonessential features that add to the cost without adding equal value Compliance =
meeting requirements stated in the solicitation
Question 20:
Responsiveness = addressing customer goals/concerns/issues/values not addressed in the
solicitation
Answer:
Compliance vs ResponsivenessPrior to RFP release, early in the business development process
and continually through
Question 21:
When should you begin collecting customer intelligence to cultivate responsiveness?
Answer:
The best answer is determined by the key concept tested in the question.
Question 22:
Why are response matrices important to submit with a proposal?
Answer:
They identify where in a proposal you have addressed the solicitation requirements
Question 23:
Does an effective proposal present customer benefits before solution features or solution
features before customer benefits?
Answer:
Customer benefits before solution features; features are only effective if they offer a true
benefit to the customer
Question 24:
What part of the proposal process does customer and competitive intelligence gathering take
place?
Answer:
Sales/opportunity planning
