APMP FOUNDATION CERTIFICATION
TERMINAL EVALUATION COMPLETE
QUESTIONS WITH FULL SOLUTION
ALREADY PASSED
⩥ Bottom-up basis of estimates/pricing.
Answer: Rolling up time and material costs plus appropriate
overhead
⩥ Top-down pricing.
Answer: Begins with the customer's budget and perception of
value, working down to a suitable price
⩥ Are accurate and complete cost data best estimated with a
bottom-up or top-down approach?.
Answer: Bottom-up
⩥ Proactive proposal.
Answer: a proposal generated after an informal discussion with
a customer (e.g., a sales visit or phone call) in which an unmet
,customer requirement is discovered; they are submitted without
a formal customer request
⩥ Main objective of submitting proactive proposals.
Answer: To advance a sale
⩥ Other potential objectives of a proactive proposal.
Answer: - To convince the customer to agree to a subsequent
meeting
- To influence a customer's purchasing process
- To enter negotiations without further competition
- To issue a purchase order
⩥ What should the focus of a proactive proposal be if your
objective is persuade a customer to forgo competitive bidding?.
Answer: the opportunity cost of a delayed implementation
⩥ If the customer does not request a particular organization of a
proactive proposal, structure it in these four parts:.
Answer: 1. Summarize the proposal, beginning with a summary
theme statement then linking your objective to the benefit to the
, customer and your solution's most important discriminating
features
2. Preview the proposal's organization (order by importance of
hot buttons and motivators)
3. Explain your solution in the body of your proposal (align each
major element of your solution to a hot button issue)
4. Close with a summary (and suggest the next realistically
achievable step)
⩥ What should the information included in a proactive proposal
be limited to?.
Answer: Only the content necessary to advance a particular sale
⩥ 8 general BD phases.
Answer: 1. Market identification
2. Account planning
3. Opportunity assessment
4. Opportunity planning
5. Proposal planning
6. Proposal development
7. Negotiation
TERMINAL EVALUATION COMPLETE
QUESTIONS WITH FULL SOLUTION
ALREADY PASSED
⩥ Bottom-up basis of estimates/pricing.
Answer: Rolling up time and material costs plus appropriate
overhead
⩥ Top-down pricing.
Answer: Begins with the customer's budget and perception of
value, working down to a suitable price
⩥ Are accurate and complete cost data best estimated with a
bottom-up or top-down approach?.
Answer: Bottom-up
⩥ Proactive proposal.
Answer: a proposal generated after an informal discussion with
a customer (e.g., a sales visit or phone call) in which an unmet
,customer requirement is discovered; they are submitted without
a formal customer request
⩥ Main objective of submitting proactive proposals.
Answer: To advance a sale
⩥ Other potential objectives of a proactive proposal.
Answer: - To convince the customer to agree to a subsequent
meeting
- To influence a customer's purchasing process
- To enter negotiations without further competition
- To issue a purchase order
⩥ What should the focus of a proactive proposal be if your
objective is persuade a customer to forgo competitive bidding?.
Answer: the opportunity cost of a delayed implementation
⩥ If the customer does not request a particular organization of a
proactive proposal, structure it in these four parts:.
Answer: 1. Summarize the proposal, beginning with a summary
theme statement then linking your objective to the benefit to the
, customer and your solution's most important discriminating
features
2. Preview the proposal's organization (order by importance of
hot buttons and motivators)
3. Explain your solution in the body of your proposal (align each
major element of your solution to a hot button issue)
4. Close with a summary (and suggest the next realistically
achievable step)
⩥ What should the information included in a proactive proposal
be limited to?.
Answer: Only the content necessary to advance a particular sale
⩥ 8 general BD phases.
Answer: 1. Market identification
2. Account planning
3. Opportunity assessment
4. Opportunity planning
5. Proposal planning
6. Proposal development
7. Negotiation
