APMP Glossary UPDATED ACTUAL
Questions and CORRECT Answers
Account Plan - CORRECT ANSWER - A sales plan that is specific to one customer and
covers multiple opportunities with that customer. The timespan covered by the plan typically is
two to five years.
Action Caption - CORRECT ANSWER - A short, informative statement associated with a
graphic that provides additional information to help the reader understand what the graphic
means.
Active/Passive Voice - CORRECT ANSWER - Sentences written in active voice have a
clear subject and verb. They make it clear who does what. Passive-voice sentences, in contrast,
are considered "weaker," because the subject receives the action instead of performing it. Passive
sentences usually contain a form of the verb "to be."(...)
Advantage - CORRECT ANSWER - How, in the seller's opinion, a product or service may
benefit the customer. Advantages are potential benefits and are more powerful than features.
Aesthetics - CORRECT ANSWER - A set of principles regarding the nature and
appreciation of beauty. The study of aesthetics increases the validity of many critical judgments
concerning art. Established aesthetic principles create a shared vocabulary and understanding for
the objective evaluation of beauty.
After-Action Review - CORRECT ANSWER - A systematic process to extract the learning
from an event or activity. The process addresses the questions, What should have happened?
What actually happened? What can we learn and apply for the future?
Annotated Outline - CORRECT ANSWER - A simple writing or content plan. This is a
structure for the proposal that is usually derived from the customer requirements documentation.
The outline may be annotated to show writing responsibilities, informative headings, page-count
estimates, and so on. The annotated outline amplifies a(...)
,Appendix - CORRECT ANSWER - Supplementary material included at the end of a
proposal. Appendices contain specialized, relevant information that facilitates the
decisionmaking process.
Assumptions - CORRECT ANSWER - Conditions that the bid team assume exist for the
purpose of providing a price or terms of service in a proposal.
Balance (Visual) - CORRECT ANSWER - Balance is achieved when the visual "weight"
of both halves of a graphic is similar, giving a sense of equilibrium. Unbalanced graphics convey
a sense of uneasiness.
Benchmarking - CORRECT ANSWER - A systematic process for comparing your
processes with those of other recognized leaders in your field or industry to identify and close
gaps.
Benefit - CORRECT ANSWER - A benefit results from a feature of an offer that resolves a
customer issue and demonstrates the value the customer can achieve from resolving the issue. To
claim a benefit, there must be a feature of the offer that clearly allows the customer to realize the
benefit. Benefits help customers(...)
Best and Final Offer (BAFO) - CORRECT ANSWER - A customer request for a document
that describes your organization's final price. There may be more than one request for a BAFO.
The customer requests a BAFO after the proposal has been submitted to select the final
companies to negotiate with or go directly to award.
Bid Decision Tree - CORRECT ANSWER - A tool used to help you make an informed bid
decision based on positive and negative indicators. It results in a "yes" or "no" response leading
to a qualified pursuit decision.
Bid Decisions (General) - CORRECT ANSWER - Bid decisions are aimed at eliminating
opportunities or sales leads with a low win probability, thus permitting a stronger focus on
opportunities with a higher win probability. For large, complex pursuits, companies often use
market entry, opportunity qualification, bid pursuit, bid/no-bid,(...)
, Bid Manager - CORRECT ANSWER - A Bid Manager is responsible for managing a bid
or proposal opportunity from qualification to contract award, including: Early and ongoing
strategy development Legal review Solution development Winning price development Partner
identification Risk management Proposal(...)
Bid or Proposal Center - CORRECT ANSWER - A support organization dedicated to
generating proposals and other response documents for customers.
Bid Pursuit Decision - CORRECT ANSWER - Generally the first decision milestone to
verify that the opportunity fits your strategic direction and capability. This decision often
approves the funds to initiate early opportunity planning activities. Sales may do an opportunity
qualification decisionbefore this decision gate.
Bid Validation Decision - CORRECT ANSWER - A decision milestone after the customer
releases an RFP to address obstacles to winning that were identified in the opportunity plan.
Bid/No-Bid Decision - CORRECT ANSWER - A milestone after the opportunity plan is
substantially complete. It validates that you are properly positioned to win based on the
opportunity plan.
Bidder Comparison Matrix (BCM) - CORRECT ANSWER - A tool used to analyze the
customer's current perception of your solution compared to competitors. It usually is a weighted
score that indicates the customer's confidence that you can meet their requirements.
Black Hat - CORRECT ANSWER - See Competitor Review.
Blue Team - CORRECT ANSWER - See Opportunity Plan Review
Boilerplate - CORRECT ANSWER - Stored text and graphics that are available for
potential reuse in future proposals. Boilerplate is information that is harvested from existing
documentation to be repurposed in other proposals. It may include text and graphics, technical
specifications, company procedures, and advertising and(...)
Questions and CORRECT Answers
Account Plan - CORRECT ANSWER - A sales plan that is specific to one customer and
covers multiple opportunities with that customer. The timespan covered by the plan typically is
two to five years.
Action Caption - CORRECT ANSWER - A short, informative statement associated with a
graphic that provides additional information to help the reader understand what the graphic
means.
Active/Passive Voice - CORRECT ANSWER - Sentences written in active voice have a
clear subject and verb. They make it clear who does what. Passive-voice sentences, in contrast,
are considered "weaker," because the subject receives the action instead of performing it. Passive
sentences usually contain a form of the verb "to be."(...)
Advantage - CORRECT ANSWER - How, in the seller's opinion, a product or service may
benefit the customer. Advantages are potential benefits and are more powerful than features.
Aesthetics - CORRECT ANSWER - A set of principles regarding the nature and
appreciation of beauty. The study of aesthetics increases the validity of many critical judgments
concerning art. Established aesthetic principles create a shared vocabulary and understanding for
the objective evaluation of beauty.
After-Action Review - CORRECT ANSWER - A systematic process to extract the learning
from an event or activity. The process addresses the questions, What should have happened?
What actually happened? What can we learn and apply for the future?
Annotated Outline - CORRECT ANSWER - A simple writing or content plan. This is a
structure for the proposal that is usually derived from the customer requirements documentation.
The outline may be annotated to show writing responsibilities, informative headings, page-count
estimates, and so on. The annotated outline amplifies a(...)
,Appendix - CORRECT ANSWER - Supplementary material included at the end of a
proposal. Appendices contain specialized, relevant information that facilitates the
decisionmaking process.
Assumptions - CORRECT ANSWER - Conditions that the bid team assume exist for the
purpose of providing a price or terms of service in a proposal.
Balance (Visual) - CORRECT ANSWER - Balance is achieved when the visual "weight"
of both halves of a graphic is similar, giving a sense of equilibrium. Unbalanced graphics convey
a sense of uneasiness.
Benchmarking - CORRECT ANSWER - A systematic process for comparing your
processes with those of other recognized leaders in your field or industry to identify and close
gaps.
Benefit - CORRECT ANSWER - A benefit results from a feature of an offer that resolves a
customer issue and demonstrates the value the customer can achieve from resolving the issue. To
claim a benefit, there must be a feature of the offer that clearly allows the customer to realize the
benefit. Benefits help customers(...)
Best and Final Offer (BAFO) - CORRECT ANSWER - A customer request for a document
that describes your organization's final price. There may be more than one request for a BAFO.
The customer requests a BAFO after the proposal has been submitted to select the final
companies to negotiate with or go directly to award.
Bid Decision Tree - CORRECT ANSWER - A tool used to help you make an informed bid
decision based on positive and negative indicators. It results in a "yes" or "no" response leading
to a qualified pursuit decision.
Bid Decisions (General) - CORRECT ANSWER - Bid decisions are aimed at eliminating
opportunities or sales leads with a low win probability, thus permitting a stronger focus on
opportunities with a higher win probability. For large, complex pursuits, companies often use
market entry, opportunity qualification, bid pursuit, bid/no-bid,(...)
, Bid Manager - CORRECT ANSWER - A Bid Manager is responsible for managing a bid
or proposal opportunity from qualification to contract award, including: Early and ongoing
strategy development Legal review Solution development Winning price development Partner
identification Risk management Proposal(...)
Bid or Proposal Center - CORRECT ANSWER - A support organization dedicated to
generating proposals and other response documents for customers.
Bid Pursuit Decision - CORRECT ANSWER - Generally the first decision milestone to
verify that the opportunity fits your strategic direction and capability. This decision often
approves the funds to initiate early opportunity planning activities. Sales may do an opportunity
qualification decisionbefore this decision gate.
Bid Validation Decision - CORRECT ANSWER - A decision milestone after the customer
releases an RFP to address obstacles to winning that were identified in the opportunity plan.
Bid/No-Bid Decision - CORRECT ANSWER - A milestone after the opportunity plan is
substantially complete. It validates that you are properly positioned to win based on the
opportunity plan.
Bidder Comparison Matrix (BCM) - CORRECT ANSWER - A tool used to analyze the
customer's current perception of your solution compared to competitors. It usually is a weighted
score that indicates the customer's confidence that you can meet their requirements.
Black Hat - CORRECT ANSWER - See Competitor Review.
Blue Team - CORRECT ANSWER - See Opportunity Plan Review
Boilerplate - CORRECT ANSWER - Stored text and graphics that are available for
potential reuse in future proposals. Boilerplate is information that is harvested from existing
documentation to be repurposed in other proposals. It may include text and graphics, technical
specifications, company procedures, and advertising and(...)
