APMP Foundation Certification Exam
Questions With All Correct & Verified
Answers
1. Market
The ongoing activity that defines and qualifies target markets for
Identifi-
pursuing busi- ness.
cation
2. Opportunity Plan 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.
3. Price-to-Win A process for analyzing competitive and customer data to identify how
to package and price a winning otter to a customer.
4. SWOT 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.
5. Benefit Results from a feature of an otter that resolves a customer issue and
demonstrates the value the customer can achieve from resolving the
issue.
6. Clarification Communication to eliminate minor irregularities or apparent clerical
mistakes in an RFP or in a proposal.
7. Compliance A list of specific customer requirements, often splitting complex,
Ma- trix multi-part re- quirements into sub-requirements. It helps proposal
managers and internal reviewers verify that the proposal meets all
the requirements.
8. Compliant versus Compliance is the act of meeting stated requirements. Responsivene
goes
Responsiveness beyond compliance and addresses customer goals, underlying concerns,
and key issues and values that might not be spelled out in the
solicitation.
9. Customer Focus A customer-focused bid clearly addresses the problem the customer
1/
48
, APMP Foundation Certification Exam
Questions With All Correct & Verified
Answers has agreed they are trying to solve and demonstrates how your
solution meets their goals.
10. Customer Issues Customer concerns that the otter will resolve. Issues may be the
business out-
comes the customer is trying to achieve.
2/
48
, APMP Foundation Certification Exam
Questions With All Correct & Verified
11. Answers
Customer Re- The attributes and specifications of a product or service as
quirements determined by the customer.
Fea- ture
12. Hot Buttons 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 organi- zation.
13. Non- A bid or proposal that does not meet the customer's requirements.
Compliant
Bids
14. Protest Written objection by an interested party to a solicitation, cancellation o
solici-
tation, contract award, or termination of a contract award.
15. Reponse Matrix A derivative of the compliance matrix. It is a roadmap for evaluato
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.
16. Competitive
In- telligence 18. Executive Sum- mary
(CI)
17. Customer
Intelli- gence
3/
48
, APMP Foundation Certification Exam
Questions With All Correct & Verified
Answers
Objectively understanding
the strengths, weaknesses,
and strategies of compa-
nies competing against
your company for business.
CI is a well-defined business
practice to understand the
competitive forces and
market dynamics that
attect your company's
viability and long-term
profitability.
An understanding of a
customer's needs--
spoken and unspoken--
and the capa- bilities
desired of a
vendor/contractor to
support requirements. It is
a key element of the sales
and opportunity
development process that
occurs well in advance of
responding to a bid or
RFP.
A short abstract of the
main points of the otter
aimed at the senior-level
decision makers in the
customer's organization.
It is the section of a
proposal that provides
4/
48
Questions With All Correct & Verified
Answers
1. Market
The ongoing activity that defines and qualifies target markets for
Identifi-
pursuing busi- ness.
cation
2. Opportunity Plan 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.
3. Price-to-Win A process for analyzing competitive and customer data to identify how
to package and price a winning otter to a customer.
4. SWOT 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.
5. Benefit Results from a feature of an otter that resolves a customer issue and
demonstrates the value the customer can achieve from resolving the
issue.
6. Clarification Communication to eliminate minor irregularities or apparent clerical
mistakes in an RFP or in a proposal.
7. Compliance A list of specific customer requirements, often splitting complex,
Ma- trix multi-part re- quirements into sub-requirements. It helps proposal
managers and internal reviewers verify that the proposal meets all
the requirements.
8. Compliant versus Compliance is the act of meeting stated requirements. Responsivene
goes
Responsiveness beyond compliance and addresses customer goals, underlying concerns,
and key issues and values that might not be spelled out in the
solicitation.
9. Customer Focus A customer-focused bid clearly addresses the problem the customer
1/
48
, APMP Foundation Certification Exam
Questions With All Correct & Verified
Answers has agreed they are trying to solve and demonstrates how your
solution meets their goals.
10. Customer Issues Customer concerns that the otter will resolve. Issues may be the
business out-
comes the customer is trying to achieve.
2/
48
, APMP Foundation Certification Exam
Questions With All Correct & Verified
11. Answers
Customer Re- The attributes and specifications of a product or service as
quirements determined by the customer.
Fea- ture
12. Hot Buttons 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 organi- zation.
13. Non- A bid or proposal that does not meet the customer's requirements.
Compliant
Bids
14. Protest Written objection by an interested party to a solicitation, cancellation o
solici-
tation, contract award, or termination of a contract award.
15. Reponse Matrix A derivative of the compliance matrix. It is a roadmap for evaluato
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.
16. Competitive
In- telligence 18. Executive Sum- mary
(CI)
17. Customer
Intelli- gence
3/
48
, APMP Foundation Certification Exam
Questions With All Correct & Verified
Answers
Objectively understanding
the strengths, weaknesses,
and strategies of compa-
nies competing against
your company for business.
CI is a well-defined business
practice to understand the
competitive forces and
market dynamics that
attect your company's
viability and long-term
profitability.
An understanding of a
customer's needs--
spoken and unspoken--
and the capa- bilities
desired of a
vendor/contractor to
support requirements. It is
a key element of the sales
and opportunity
development process that
occurs well in advance of
responding to a bid or
RFP.
A short abstract of the
main points of the otter
aimed at the senior-level
decision makers in the
customer's organization.
It is the section of a
proposal that provides
4/
48
