CON 1200V - Unit 5: Executing A Sales
Plan: Business Development and
Capture (Industry) fully solved
The most important aspect of corporate growth is developing a ________ ____ and _____
_______. - correct answer ✔✔ target market; sales strategy
Which of the following is successful business development not impacted by:
a. Sales
b. Marketing
c. Human Resources
d. Resource Analysis
e. Accounting
f. Finance
g. Product development
h. Contracts - correct answer ✔✔ d. Resource Analysis
[True or False]: A bid and proposal are developed early in the procurement process, and the
resulting proposal is checked by the contracting officer. Developing a bid and proposal occurs
prior to the establishment of a contract vehicle, implying that government contractors
undertake the costly tasks of business development, capture, proposal-writing, and cost
estimation before being awarded a contract. - correct answer ✔✔ True
Define Business development. - correct answer ✔✔ A government contractor's overall strategy
to win federal business including a set of tasks and processes meant to develop and implement
growth opportunities within (and between) a corporation in a sustainable and profitable way.
, Define Pursuit management. - correct answer ✔✔ An institutionalize and disciplined approach
for identifying, qualifying, and winning new business.
Define proposal management including price to win. - correct answer ✔✔ The process of
supervising and facilitating the completion of a proposal is known as proposal management. It
includes everything from planning the timeline to writing, theming, and sending the final
proposal submission.
What are the three-phases a government contractor uses to pursue an opportunity? - correct
answer ✔✔ Business development, pursuit management, and proposal management including
price to win.
A structured pursuit process streamlines pursuit operations to exceed corporate growth goals.
To achieve this, corporations use what methods? - correct answer ✔✔ Disciplined pursuit
process, dedicated resources, guidance on pursuit strategies, and communications and
marketing.
What are the stages of the pursuit management process or the federal acquisition life cycle? -
correct answer ✔✔ Identify opportunity, qualify opportunity, develop capture strategy, develop
solution and draft proposal, develop final proposal, and post-submittal
Define bid. - correct answer ✔✔ A firm's proposed cost for fulfilling the conditions outlined in a
request for quotation (RFQ).
Define identification. - correct answer ✔✔ A potential customer is interested in our services and
provides contact information. Identification of a lead is not a qualified lead. These opportunities
are considered to be decided.
Define qualification. - correct answer ✔✔ A potential customer has expressed interest has
expressed interest in buying our services, has described a set of requirements, and possesses
the money, authority, and need.
Plan: Business Development and
Capture (Industry) fully solved
The most important aspect of corporate growth is developing a ________ ____ and _____
_______. - correct answer ✔✔ target market; sales strategy
Which of the following is successful business development not impacted by:
a. Sales
b. Marketing
c. Human Resources
d. Resource Analysis
e. Accounting
f. Finance
g. Product development
h. Contracts - correct answer ✔✔ d. Resource Analysis
[True or False]: A bid and proposal are developed early in the procurement process, and the
resulting proposal is checked by the contracting officer. Developing a bid and proposal occurs
prior to the establishment of a contract vehicle, implying that government contractors
undertake the costly tasks of business development, capture, proposal-writing, and cost
estimation before being awarded a contract. - correct answer ✔✔ True
Define Business development. - correct answer ✔✔ A government contractor's overall strategy
to win federal business including a set of tasks and processes meant to develop and implement
growth opportunities within (and between) a corporation in a sustainable and profitable way.
, Define Pursuit management. - correct answer ✔✔ An institutionalize and disciplined approach
for identifying, qualifying, and winning new business.
Define proposal management including price to win. - correct answer ✔✔ The process of
supervising and facilitating the completion of a proposal is known as proposal management. It
includes everything from planning the timeline to writing, theming, and sending the final
proposal submission.
What are the three-phases a government contractor uses to pursue an opportunity? - correct
answer ✔✔ Business development, pursuit management, and proposal management including
price to win.
A structured pursuit process streamlines pursuit operations to exceed corporate growth goals.
To achieve this, corporations use what methods? - correct answer ✔✔ Disciplined pursuit
process, dedicated resources, guidance on pursuit strategies, and communications and
marketing.
What are the stages of the pursuit management process or the federal acquisition life cycle? -
correct answer ✔✔ Identify opportunity, qualify opportunity, develop capture strategy, develop
solution and draft proposal, develop final proposal, and post-submittal
Define bid. - correct answer ✔✔ A firm's proposed cost for fulfilling the conditions outlined in a
request for quotation (RFQ).
Define identification. - correct answer ✔✔ A potential customer is interested in our services and
provides contact information. Identification of a lead is not a qualified lead. These opportunities
are considered to be decided.
Define qualification. - correct answer ✔✔ A potential customer has expressed interest has
expressed interest in buying our services, has described a set of requirements, and possesses
the money, authority, and need.
