APMP Foundation Exam Questions And Accurate
Answers Latest Update
MANAGEMENT SUMMARY - ANSWER Alternate name to Executive Summary
MARKETING PLAN ANSWER A program directed to accomplish the desired marketing
objectives within targeted markets.
MOTIVATORS ANSWER A subset of problems which relate to the fundamental reasons
for the customer desiring to purchase. Sometimes referred to as motivators to buy.
PRO-ACTIVE PROPSAL A proposal which is created after an informal discussion with
the customer-usually after a sales call or phone call where the need of a customer is
identified. Same as Unsolicited Proposal
PROPOSAL MANAGER The person responsible for managing proposal development
including maintaining schedules, coordinating inputs, reviews, strategy implementation
and resolution of internal problems and providing process leadership.
PROPOSAL OUTLINE PLAN An outline for the proposal that is normally taken from the
client's needs document. The outline may be annotated to indicate writing
responsibilities, page count estimates and so forth.
PROPOSAL PROCESS A systematic series of expandable steps or actions aimed at
winning proposals.
PROPOSAL RESOURCE SCHEDULE - ANSWER An activity-based schedule that
identifies the time period for when effort is needed for each activity.
, PROPSAL RESPONSIBILITY MATRIX - ANSWER A matrix that identifies members of the
proposal team with specific proposal sections responsibility.
PROPOSAL STRATEGY - ANSWER A plan for writing a persuasive, winning proposal. A
proposal strategy is derived from the Capture Strategy.
RE-ACTIVE PROPOSAL - ANSWER A proposal which is generated in response to a
formal request from a customer. Same as Solicited Proposal.
RED TEAM REVIEW - ANSWER Review to assess the proposal regarding customer
focus, completeness and clarity of communication of the win strategy and solution by
people independent of the proposal team, with different perspectives, by experts
typically on the prospect, the prospect's industry, competitors, the organization,
technology, approach, and on preparing and presenting winning proposals.
REQUEST FOR INFORMATION (RFI) OR PQQ - ANSWER Customer document usually
utilise at an early state in procurement in order to create a list of bidders who will later
be invited to tender.
REQUIREMENTS CHECKLIST - ANSWER Similar to a compliance checklist, but can be
self-generated when there is no written customer requirement. Is often used as a tool to
monitor progress.
RESPONSE MATRIX - ANSWER Synonym for Compliance Catrix
SALES STRATEGY - ANSWER Same as Capture Strategy and Win Strategy
SOLICITED PROPOSAL - ANSWER A proposal that is compiled following a formal
request by the customer, whether or not there has been active contact previously with
the customer. Same as a Reactive Proposal
STORYBOARD - ANSWER Conceptual planning tool used to help writers plan each
section before drafting text; contains assignments, bid request requirements,
Answers Latest Update
MANAGEMENT SUMMARY - ANSWER Alternate name to Executive Summary
MARKETING PLAN ANSWER A program directed to accomplish the desired marketing
objectives within targeted markets.
MOTIVATORS ANSWER A subset of problems which relate to the fundamental reasons
for the customer desiring to purchase. Sometimes referred to as motivators to buy.
PRO-ACTIVE PROPSAL A proposal which is created after an informal discussion with
the customer-usually after a sales call or phone call where the need of a customer is
identified. Same as Unsolicited Proposal
PROPOSAL MANAGER The person responsible for managing proposal development
including maintaining schedules, coordinating inputs, reviews, strategy implementation
and resolution of internal problems and providing process leadership.
PROPOSAL OUTLINE PLAN An outline for the proposal that is normally taken from the
client's needs document. The outline may be annotated to indicate writing
responsibilities, page count estimates and so forth.
PROPOSAL PROCESS A systematic series of expandable steps or actions aimed at
winning proposals.
PROPOSAL RESOURCE SCHEDULE - ANSWER An activity-based schedule that
identifies the time period for when effort is needed for each activity.
, PROPSAL RESPONSIBILITY MATRIX - ANSWER A matrix that identifies members of the
proposal team with specific proposal sections responsibility.
PROPOSAL STRATEGY - ANSWER A plan for writing a persuasive, winning proposal. A
proposal strategy is derived from the Capture Strategy.
RE-ACTIVE PROPOSAL - ANSWER A proposal which is generated in response to a
formal request from a customer. Same as Solicited Proposal.
RED TEAM REVIEW - ANSWER Review to assess the proposal regarding customer
focus, completeness and clarity of communication of the win strategy and solution by
people independent of the proposal team, with different perspectives, by experts
typically on the prospect, the prospect's industry, competitors, the organization,
technology, approach, and on preparing and presenting winning proposals.
REQUEST FOR INFORMATION (RFI) OR PQQ - ANSWER Customer document usually
utilise at an early state in procurement in order to create a list of bidders who will later
be invited to tender.
REQUIREMENTS CHECKLIST - ANSWER Similar to a compliance checklist, but can be
self-generated when there is no written customer requirement. Is often used as a tool to
monitor progress.
RESPONSE MATRIX - ANSWER Synonym for Compliance Catrix
SALES STRATEGY - ANSWER Same as Capture Strategy and Win Strategy
SOLICITED PROPOSAL - ANSWER A proposal that is compiled following a formal
request by the customer, whether or not there has been active contact previously with
the customer. Same as a Reactive Proposal
STORYBOARD - ANSWER Conceptual planning tool used to help writers plan each
section before drafting text; contains assignments, bid request requirements,
