APMP FOUNDATION UPDATED TEST PAPER
QUESTIONS AND ANSWERS SURE A+
✔✔Who is the BEST author for the first draft of the executive summary?
A. The most senior person in the seller's organization
B. The proposal manager
C. The marketing manager
D. The salesperson or opportunity/capture manager - ✔✔D. The salesperson or
opportunity/capture manager
✔✔On a large, complex proposal, when should the review of completed content plans
take place?
A. After the executive summary is written but before the kickoff meeting
B. After the kickoff meeting but before section writing begins
C. After the proposal resource schedule has been published but before the kickoff
meeting
D. After the kickoff meeting but before the compliance checklist is finalized - ✔✔B. After
the kickoff meeting but before section writing begins
✔✔Which of the following sources would you use to identify customer requirements?
, A. The customer's RFP
B. The opportunity/capture plan
C. Notes from your meetings with the customer
D. All of the above - ✔✔D. All of the above
✔✔If an RFP states, "The remote module shall be designed to meet current ISO
standards," and the proposal response reads, "The remote module will meet and
exceed ISO standards by the time it is implemented," which of the following describes
the response?
A. Compliant
B. Responsive
C. Compliant and responsive
D. Neither compliant nor responsive - ✔✔A. Compliant
✔✔At what point in the response timeframe should the kickoff be planned?
A. Immediately— get all the team members engaged as quickly as possible, giving them
the maximum time to work on their sections
B. About 15 percent into the effort to allow document preparation and planning to occur
C. About 25 percent into the effort allowing complete planning and logistics to be put in
place
D. Kickoff meetings are optional depending on the effort If they can be planned, great,
but they are not mandatory - ✔✔B. About 15 percent into the effort to allow document
preparation and planning to occur
✔✔Which of the following is the primary consideration when arranging a final document
review team?
A. Invite reviewers who understand the solution and are available
B. Simulate how the customer will evaluate
C. Develop detailed editing instructions for the reviewers.
D. Request that the review team develop the theme statements - ✔✔B. Simulate how
the customer will evaluate
✔✔Which option BEST summarizes the use of boilerplate in the proposal process?
A. Boilerplate is unnecessary and should not be used
B. Boilerplate saves time and effort that can be applied to all aspects of the bid
C. Tailored boilerplate can always be used within proposals, but should be carefully
reviewed to be sure it fits the customer
D. All proposals are different, so scope for boilerplate is limited - ✔✔C. Tailored
boilerplate can always be used within proposals, but should be carefully reviewed to be
sure it fits the customer
QUESTIONS AND ANSWERS SURE A+
✔✔Who is the BEST author for the first draft of the executive summary?
A. The most senior person in the seller's organization
B. The proposal manager
C. The marketing manager
D. The salesperson or opportunity/capture manager - ✔✔D. The salesperson or
opportunity/capture manager
✔✔On a large, complex proposal, when should the review of completed content plans
take place?
A. After the executive summary is written but before the kickoff meeting
B. After the kickoff meeting but before section writing begins
C. After the proposal resource schedule has been published but before the kickoff
meeting
D. After the kickoff meeting but before the compliance checklist is finalized - ✔✔B. After
the kickoff meeting but before section writing begins
✔✔Which of the following sources would you use to identify customer requirements?
, A. The customer's RFP
B. The opportunity/capture plan
C. Notes from your meetings with the customer
D. All of the above - ✔✔D. All of the above
✔✔If an RFP states, "The remote module shall be designed to meet current ISO
standards," and the proposal response reads, "The remote module will meet and
exceed ISO standards by the time it is implemented," which of the following describes
the response?
A. Compliant
B. Responsive
C. Compliant and responsive
D. Neither compliant nor responsive - ✔✔A. Compliant
✔✔At what point in the response timeframe should the kickoff be planned?
A. Immediately— get all the team members engaged as quickly as possible, giving them
the maximum time to work on their sections
B. About 15 percent into the effort to allow document preparation and planning to occur
C. About 25 percent into the effort allowing complete planning and logistics to be put in
place
D. Kickoff meetings are optional depending on the effort If they can be planned, great,
but they are not mandatory - ✔✔B. About 15 percent into the effort to allow document
preparation and planning to occur
✔✔Which of the following is the primary consideration when arranging a final document
review team?
A. Invite reviewers who understand the solution and are available
B. Simulate how the customer will evaluate
C. Develop detailed editing instructions for the reviewers.
D. Request that the review team develop the theme statements - ✔✔B. Simulate how
the customer will evaluate
✔✔Which option BEST summarizes the use of boilerplate in the proposal process?
A. Boilerplate is unnecessary and should not be used
B. Boilerplate saves time and effort that can be applied to all aspects of the bid
C. Tailored boilerplate can always be used within proposals, but should be carefully
reviewed to be sure it fits the customer
D. All proposals are different, so scope for boilerplate is limited - ✔✔C. Tailored
boilerplate can always be used within proposals, but should be carefully reviewed to be
sure it fits the customer
