APMP Foundation Certification Exam Questions with Guaranteed Pass
Questions with Correct Answers
Question 1:
Market Identification
Answer:
The ongoing activity that defines and qualifies target markets for pursuing business.
Question 2:
Opportunity Plan
Answer:
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.
Question 3:
A process for analyzing competitive and customer data to identify how to package and price a
winning offer to a customer.
Answer:
Price-to-Win
Question 4:
SWOT
Answer:
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.
Question 5:
Benefit
Answer:
Results from a feature of an offer that resolves a customer issue and demonstrates the value
the customer can achieve from resolving the issue.
,Question 6:
Clarification
Answer:
Communication to eliminate minor irregularities or apparent clerical mistakes in an RFP or in a
proposal.
Question 7:
Compliance Matrix
Answer:
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.
Question 8:
Compliant versus Responsiveness
Answer:
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.
Question 9:
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.
Answer:
Customer Focus
Question 10:
Customer Issues
Answer:
Customer concerns that the offer will resolve. Issues may be the business outcomes the
customer is trying to achieve.
Question 11:
Customer Requirements Feature
Answer:
The attributes and specifications of a product or service as determined by the customer.
,Question 12:
Hot Buttons
Answer:
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.
Question 13:
Non-Compliant Bids
Answer:
A bid or proposal that does not meet the customer's requirements.
Question 14:
Protest
Answer:
Written objection by an interested party to a solicitation, cancellation of a solicitation, contract
award, or termination of a contract award.
Question 15:
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.
Answer:
Reponse Matrix
Question 16:
Competitive Intelligence (CI)
Answer:
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.
, Question 17:
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
Answer:
Customer Intelligence
the sales and opportunity development process that occurs well in advance of responding to a
bid or RFP.
Question 18:
Executive Summary
Answer:
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
Question 19:
Account Plan
Answer:
A sales plan that is specific to one customer and covers multiple opportunities with that
customer.
Question 20:
A short, informative statement associated with a graphic that provides additional information
to help the reader understand what the graphic means.
Answer:
Action Caption
Question 21:
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".
Answer:
Active/Passive Voice
Question 22:
How, in the seller's opinion, a product or service may benefit the customer. Advantages are
potential benefits and are more powerful than features.
Answer:
Advantage
Questions with Correct Answers
Question 1:
Market Identification
Answer:
The ongoing activity that defines and qualifies target markets for pursuing business.
Question 2:
Opportunity Plan
Answer:
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.
Question 3:
A process for analyzing competitive and customer data to identify how to package and price a
winning offer to a customer.
Answer:
Price-to-Win
Question 4:
SWOT
Answer:
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.
Question 5:
Benefit
Answer:
Results from a feature of an offer that resolves a customer issue and demonstrates the value
the customer can achieve from resolving the issue.
,Question 6:
Clarification
Answer:
Communication to eliminate minor irregularities or apparent clerical mistakes in an RFP or in a
proposal.
Question 7:
Compliance Matrix
Answer:
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.
Question 8:
Compliant versus Responsiveness
Answer:
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.
Question 9:
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.
Answer:
Customer Focus
Question 10:
Customer Issues
Answer:
Customer concerns that the offer will resolve. Issues may be the business outcomes the
customer is trying to achieve.
Question 11:
Customer Requirements Feature
Answer:
The attributes and specifications of a product or service as determined by the customer.
,Question 12:
Hot Buttons
Answer:
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.
Question 13:
Non-Compliant Bids
Answer:
A bid or proposal that does not meet the customer's requirements.
Question 14:
Protest
Answer:
Written objection by an interested party to a solicitation, cancellation of a solicitation, contract
award, or termination of a contract award.
Question 15:
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.
Answer:
Reponse Matrix
Question 16:
Competitive Intelligence (CI)
Answer:
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.
, Question 17:
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
Answer:
Customer Intelligence
the sales and opportunity development process that occurs well in advance of responding to a
bid or RFP.
Question 18:
Executive Summary
Answer:
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
Question 19:
Account Plan
Answer:
A sales plan that is specific to one customer and covers multiple opportunities with that
customer.
Question 20:
A short, informative statement associated with a graphic that provides additional information
to help the reader understand what the graphic means.
Answer:
Action Caption
Question 21:
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".
Answer:
Active/Passive Voice
Question 22:
How, in the seller's opinion, a product or service may benefit the customer. Advantages are
potential benefits and are more powerful than features.
Answer:
Advantage
