APMP EXAM QUESTIONS & DETAILED CORRECT
ANSWERS PASSED ALREADY GRADED A+
1. Business Development Lifecycle Opportunity > Market Identification
Account Plan-
ning> Opportunity Assessment >
Opportunity Plan- ning (Capture/ Win) >
Proposal Planning > Propos- al Development
> Submittal> Negotiation> Delivery (Ongoing
Customer Relationship
2. Market Identification (Business Deciding factor for markets that organizations
De- velopment Life Cycle) intend to penetrate or pursue. This phase
helps organiza- tions ensure that they are
spending their budgets on resources on the
most profitable business opportu- nities.
3. Market Risk Assessment Tool for organizations to assess rick and
investment
tolerance for selling to new or existing markets
with new or existing products or services.
4. Highest Market Risk Opportunities with new customers and new
products
5. Lowest Market Risk Opportunities with existing customers and produ
6. Accounting Planning and Position- ing (Business
,APMP EXAM QUESTIONS & DETAILED CORRECT
ANSWERS PASSED ALREADY GRADED A+
Development Life Cy- cle) An account can be a prospective customer, an
existing customer, an entire organization, or a
single buying unit within a large company. In
the planning stage BD will assess current and
future business opportunities
,APMP EXAM QUESTIONS & DETAILED CORRECT
ANSWERS PASSED ALREADY GRADED A+
with accounts in order to make unbiased
decisions on bidding. This data can be
tracked in a CRM.
7. Customer Relationship
Manage- ment (CRM) Organizations store account planning data in a
System cus- tomer relationship management (CRM)
system and keep data up to date
8. Opportunity Assessment Ability to evaluate the content structure of
(Business Development Life opportuni- ties to accurately determine if they
Cycle) are worth bidding on
• Is there an incumbent on this opportunity?
9. Questions to consider in the • What is the incumbent's performance?
Oppor- tunity Assessment
• Who are known competitors?
phase (Business Development
• Are there possible unknown competitors?
Life Cycle)
• Can we win? Can we deliver profitably?
• Do we need to team with another
organization?
• What will it cost us to bid?
• Will bidding this opportunity better
position us for future opportunities?
• Does this opportunity fit within our
strategic plan and vision?
10. What is the result of slow -Over spending of marketing and sales budget
deci- sions on qualifying -Low win rate; qualifying too many opportunities
opportunities in the
Opportunity Assessment Phase
(Business Development Life
Cycle)
,APMP EXAM QUESTIONS & DETAILED CORRECT
ANSWERS PASSED ALREADY GRADED A+
11. Opportunity Planning (Capture/Win) This planning involves customer interaction
and ef-
(Business Development Life fective sales to understand customer needs and is-
Cycle) sues. Critical aspects of opportunity planning
include knowledge of portfolio management
and the 4Cs:
ANSWERS PASSED ALREADY GRADED A+
1. Business Development Lifecycle Opportunity > Market Identification
Account Plan-
ning> Opportunity Assessment >
Opportunity Plan- ning (Capture/ Win) >
Proposal Planning > Propos- al Development
> Submittal> Negotiation> Delivery (Ongoing
Customer Relationship
2. Market Identification (Business Deciding factor for markets that organizations
De- velopment Life Cycle) intend to penetrate or pursue. This phase
helps organiza- tions ensure that they are
spending their budgets on resources on the
most profitable business opportu- nities.
3. Market Risk Assessment Tool for organizations to assess rick and
investment
tolerance for selling to new or existing markets
with new or existing products or services.
4. Highest Market Risk Opportunities with new customers and new
products
5. Lowest Market Risk Opportunities with existing customers and produ
6. Accounting Planning and Position- ing (Business
,APMP EXAM QUESTIONS & DETAILED CORRECT
ANSWERS PASSED ALREADY GRADED A+
Development Life Cy- cle) An account can be a prospective customer, an
existing customer, an entire organization, or a
single buying unit within a large company. In
the planning stage BD will assess current and
future business opportunities
,APMP EXAM QUESTIONS & DETAILED CORRECT
ANSWERS PASSED ALREADY GRADED A+
with accounts in order to make unbiased
decisions on bidding. This data can be
tracked in a CRM.
7. Customer Relationship
Manage- ment (CRM) Organizations store account planning data in a
System cus- tomer relationship management (CRM)
system and keep data up to date
8. Opportunity Assessment Ability to evaluate the content structure of
(Business Development Life opportuni- ties to accurately determine if they
Cycle) are worth bidding on
• Is there an incumbent on this opportunity?
9. Questions to consider in the • What is the incumbent's performance?
Oppor- tunity Assessment
• Who are known competitors?
phase (Business Development
• Are there possible unknown competitors?
Life Cycle)
• Can we win? Can we deliver profitably?
• Do we need to team with another
organization?
• What will it cost us to bid?
• Will bidding this opportunity better
position us for future opportunities?
• Does this opportunity fit within our
strategic plan and vision?
10. What is the result of slow -Over spending of marketing and sales budget
deci- sions on qualifying -Low win rate; qualifying too many opportunities
opportunities in the
Opportunity Assessment Phase
(Business Development Life
Cycle)
,APMP EXAM QUESTIONS & DETAILED CORRECT
ANSWERS PASSED ALREADY GRADED A+
11. Opportunity Planning (Capture/Win) This planning involves customer interaction
and ef-
(Business Development Life fective sales to understand customer needs and is-
Cycle) sues. Critical aspects of opportunity planning
include knowledge of portfolio management
and the 4Cs:
