APMP Study Set UPDATED ACTUAL
Questions and CORRECT Answers
Action Captions - CORRECT ANSWER - good captions interpret, inform, and persuade
Three parts of action captions - CORRECT ANSWER - figure number, title, and caption
Annex - CORRECT ANSWER - section added to a document addendum - similar to an
addendum
Appendix - CORRECT ANSWER - Additional or supplemental material added at the end
of a document,
Tends to be self- contained document on a defined topic
Attachment - CORRECT ANSWER - Anything added or attached
Data additions to the proposal, such as company annual reports, marketing brochures, etc.
BD-CMM - CORRECT ANSWER - Business Development Capability Maturity Model - a
basis and framework for process design and improvement. This will increase your ability to
effectively and efficiently win new business using the model's defined criteria.
Bid decisions - CORRECT ANSWER - are aimed at eliminating opportunities or sales
leads that you have a low probability of winning, greater focus on opportunities that can be won.
bid decisions - 3 milestones - CORRECT ANSWER - pursuit, bid and bid validation
Capture planning - CORRECT ANSWER - the process of identifying opportunities,
assesing the environment, and implmeneting winning strategies oriented toward capturing a
specific business opportunity.
, Requires a written, action-oriented caption plan.
Choosing correct words - common word problems - CORRECT ANSWER - wordy
phrases, incorrect words, and words with more than one meaning
Cliches - CORRECT ANSWER - are worn-out phrases or words that are no longer
effective. Avoid them.
compliance and responsiveness - CORRECT ANSWER - Compliance means strict
adherence to the bid request, both in submittal instructions and requirements. (followed the
requested format, answered all questions, completed all forms and submitted to the right person)
Compliance means the "question is answered."
Responsiveness means addressing the prospects underlying needs. Proposals can be compliant
but not responsive.
Responsive means "they know what my issue is."
Cover Letters - 4 keys - CORRECT ANSWER - 1. cite your key discriminator
2. signed by highest ranking person who touched it
3. include two or three reasons why they should select your offer
4. Close with paragraph that includes project name, rfp number, contact person and number, cites
terms - how long valid
customer focus - ways to increase - CORRECT ANSWER - *especially important in the
executive summary
1. cite prospect's vision
2. link vision directly to purchase
3. cite prospect's hot buttons
Questions and CORRECT Answers
Action Captions - CORRECT ANSWER - good captions interpret, inform, and persuade
Three parts of action captions - CORRECT ANSWER - figure number, title, and caption
Annex - CORRECT ANSWER - section added to a document addendum - similar to an
addendum
Appendix - CORRECT ANSWER - Additional or supplemental material added at the end
of a document,
Tends to be self- contained document on a defined topic
Attachment - CORRECT ANSWER - Anything added or attached
Data additions to the proposal, such as company annual reports, marketing brochures, etc.
BD-CMM - CORRECT ANSWER - Business Development Capability Maturity Model - a
basis and framework for process design and improvement. This will increase your ability to
effectively and efficiently win new business using the model's defined criteria.
Bid decisions - CORRECT ANSWER - are aimed at eliminating opportunities or sales
leads that you have a low probability of winning, greater focus on opportunities that can be won.
bid decisions - 3 milestones - CORRECT ANSWER - pursuit, bid and bid validation
Capture planning - CORRECT ANSWER - the process of identifying opportunities,
assesing the environment, and implmeneting winning strategies oriented toward capturing a
specific business opportunity.
, Requires a written, action-oriented caption plan.
Choosing correct words - common word problems - CORRECT ANSWER - wordy
phrases, incorrect words, and words with more than one meaning
Cliches - CORRECT ANSWER - are worn-out phrases or words that are no longer
effective. Avoid them.
compliance and responsiveness - CORRECT ANSWER - Compliance means strict
adherence to the bid request, both in submittal instructions and requirements. (followed the
requested format, answered all questions, completed all forms and submitted to the right person)
Compliance means the "question is answered."
Responsiveness means addressing the prospects underlying needs. Proposals can be compliant
but not responsive.
Responsive means "they know what my issue is."
Cover Letters - 4 keys - CORRECT ANSWER - 1. cite your key discriminator
2. signed by highest ranking person who touched it
3. include two or three reasons why they should select your offer
4. Close with paragraph that includes project name, rfp number, contact person and number, cites
terms - how long valid
customer focus - ways to increase - CORRECT ANSWER - *especially important in the
executive summary
1. cite prospect's vision
2. link vision directly to purchase
3. cite prospect's hot buttons
