APMP Foundation | UPDATED Questions with 100% Verified
Answers
Q1: ACCOUNT PLAN
A: An account plan is a sales plan that is specific to one particular customer and will cover multiple opportunities with
that customer. The time span is typically two to five years.
Q2: ACTION CAPTION
A: A short informative statement against a graphic which provides additional information about the content of the graphic
that will help the reader draw the right conclusion.
Q3: ADVANTAGE
A: is in the opinion of the seller, a benefit or possible benefit to the customer. They may arise when the customer's
issues are unclear to the seller and the seller makes assumptions about the customer issues.
Q4: BENEFIT
A: A benefit of an offer will resolve a customer issue. To claim a benefit, there must be a feature of the offer that clearly
allows the benefit to be realized.
Q5: BID CENTER
A: is a support organization dedicated to generating proposal and other response documents for customers during the
business acquisition cycle. also called Proposal Center.
Q6: BIDDER COMPARISON MATRIX
A: A tool used to compare a potential offer against possible competitor offers as judged by the customer.
Q7: BEST AND FINAL OFFER (BAFO)
A: A customer request for a document that describes your organizations final price. There must be more than one
request for a BAFO. The customer will request after the proposal has been submitted and to select the final
companies to negotiate with.
Q8: BLACK HAT REVIEWS
A: Review of competitors' likely strategies and solutions by people who are independent of the pursuit team and are
experts on the customer and competitors.
, Q9: BOILERPLATE
A: Text and graphics that is stored so that it is available for repeated use in multiple proposals.
Q10: BUSINESS CASE
A: The term business case may be used to describe an internal documented argument for bidding a particular
opportunity and will typically focus on the commercial aspects of the bid. The same term may also be applied to a
proposal section that is aimed at giving the customer commercial justification for making the purchase.
Q11: CAPTURE PLAN
A: Documented analysis, strategies, and actions initiated following the pursuit decision that details customer issues,
considerations relating to competitor and integral positioning, approaches to be implemented, and management tasks
to be implemented to guide the capture of a specific opportunity.
Q12: CAPTURE STRATEGY
A: A plan to win a specific defined opportunity. Same as Sales Strategy and Win Strategy
Q13: COMPLIANCE CHECKLIST
A: A list of specific customer requirements. This list is often generated by splitting complex questions into separate
requirements.
Q14: COMPLIANCE MATRIX
A: Also called a response matrix. The matrix is a road map that enables the evaluator to use a reference that points to
specific proposal responses for each compliance item. The matrix may also contain a summary response.
Q15: CUSTOMER PROFILE
A: A maintained record of the characteristics of a customer. The profile will be used from bid to bid and will provide
useful background information.
Q16: DISCRIMINATOR
A: A unique feature of an offer that supports a benefit. Commonly, a weak discriminator is where the feature is only
different to one other competitor rather than all competitors.
Q17: ELEVATOR SPEECH
A: A concise written set of reasons why the customer should choose your organization.
Answers
Q1: ACCOUNT PLAN
A: An account plan is a sales plan that is specific to one particular customer and will cover multiple opportunities with
that customer. The time span is typically two to five years.
Q2: ACTION CAPTION
A: A short informative statement against a graphic which provides additional information about the content of the graphic
that will help the reader draw the right conclusion.
Q3: ADVANTAGE
A: is in the opinion of the seller, a benefit or possible benefit to the customer. They may arise when the customer's
issues are unclear to the seller and the seller makes assumptions about the customer issues.
Q4: BENEFIT
A: A benefit of an offer will resolve a customer issue. To claim a benefit, there must be a feature of the offer that clearly
allows the benefit to be realized.
Q5: BID CENTER
A: is a support organization dedicated to generating proposal and other response documents for customers during the
business acquisition cycle. also called Proposal Center.
Q6: BIDDER COMPARISON MATRIX
A: A tool used to compare a potential offer against possible competitor offers as judged by the customer.
Q7: BEST AND FINAL OFFER (BAFO)
A: A customer request for a document that describes your organizations final price. There must be more than one
request for a BAFO. The customer will request after the proposal has been submitted and to select the final
companies to negotiate with.
Q8: BLACK HAT REVIEWS
A: Review of competitors' likely strategies and solutions by people who are independent of the pursuit team and are
experts on the customer and competitors.
, Q9: BOILERPLATE
A: Text and graphics that is stored so that it is available for repeated use in multiple proposals.
Q10: BUSINESS CASE
A: The term business case may be used to describe an internal documented argument for bidding a particular
opportunity and will typically focus on the commercial aspects of the bid. The same term may also be applied to a
proposal section that is aimed at giving the customer commercial justification for making the purchase.
Q11: CAPTURE PLAN
A: Documented analysis, strategies, and actions initiated following the pursuit decision that details customer issues,
considerations relating to competitor and integral positioning, approaches to be implemented, and management tasks
to be implemented to guide the capture of a specific opportunity.
Q12: CAPTURE STRATEGY
A: A plan to win a specific defined opportunity. Same as Sales Strategy and Win Strategy
Q13: COMPLIANCE CHECKLIST
A: A list of specific customer requirements. This list is often generated by splitting complex questions into separate
requirements.
Q14: COMPLIANCE MATRIX
A: Also called a response matrix. The matrix is a road map that enables the evaluator to use a reference that points to
specific proposal responses for each compliance item. The matrix may also contain a summary response.
Q15: CUSTOMER PROFILE
A: A maintained record of the characteristics of a customer. The profile will be used from bid to bid and will provide
useful background information.
Q16: DISCRIMINATOR
A: A unique feature of an offer that supports a benefit. Commonly, a weak discriminator is where the feature is only
different to one other competitor rather than all competitors.
Q17: ELEVATOR SPEECH
A: A concise written set of reasons why the customer should choose your organization.
