APMP Foundation Certification Exam | UPDATED Questions
with 100% Verified Answers
Q1: Market Identification
A: The ongoing activity that defines and qualifies target markets for pursuing business.
Q2: Opportunity Plan
A: A documented plan that is developed during the opportunity planning phase to identify actions and strategies to
position your customer to be the customer's preferred bidder.
Q3: Price-to-Win
A: A process for analyzing competitive and customer data to identify how to package and price a winning offer to a
customer.
Q4: SWOT
A: The analysis performed by organizations to address competitive positioning and identify the outcomes needed to
develop a compelling proposal response that wins the business. It emphasizes the internal environment.
Q5: Benefit
A: Results from a feature of an offer that resolves a customer issue and demonstrates the value the customer can
achieve from resolving the issue.
Q6: Clarification
A: Communication to eliminate minor irregularities or apparent clerical mistakes in an RFP or in a proposal.
Q7: Compliance Matrix
A: A list of specific customer requirements, often splitting complex, multi-part requirements into sub-requirements. It
helps proposal managers and internal reviewers verify that the proposal meets all the requirements.
Q8: Compliant versus Responsiveness
A: Compliance is the act of meeting stated requirements. Responsiveness goes beyond compliance and addresses
customer goals, underlying concerns, and key issues and values that might not be spelled out in the solicitation.
Q9: Customer Focus
A: A customer-focused bid clearly addresses the problem the customer has agreed they are trying to solve and
demonstrates how your solution meets their goals.
,Q10: Customer Issues
A: Customer concerns that the offer will resolve. Issues may be the business outcomes the customer is trying to
achieve.
Q11: Customer Requirements Feature
A: The attributes and specifications of a product or service as determined by the customer.
Q12: Hot Buttons
A: Singularly important issues or sets of issues that are likely to drive decisions, usually associated with customer
buying decisions. Hot button issues are items that the customer repeatedly discusses and often are problems with a
system, software, process, or resources inhibiting the success of the customer's organization.
Q13: Non-Compliant Bids
A: A bid or proposal that does not meet the customer's requirements.
Q14: Protest
A: Written objection by an interested party to a solicitation, cancellation of a solicitation, contract award, or termination of
a contract award.
Q15: Reponse Matrix
A: A derivative of the compliance matrix. It is a roadmap for evaluators, pointing to specific proposal response for each
compliance item. The matrix may also contain a summary response. It identifies where in the proposal you have
addressed each of the solicitation requirements.
Q16: Competitive Intelligence (CI)
A: Objectively understanding the strengths, weaknesses, and strategies of companies competing against your company
for business. CI is a well-defined business practice to understand the competitive forces and market dynamics that
affect your company's viability and long-term profitability.
Q17: Customer Intelligence
A: An understanding of a customer's needs--spoken and unspoken--and the capabilities desired of a vendor/contractor
to support requirements. It is a key element of the sales and opportunity development process that occurs well in
advance of responding to a bid or RFP.
Q18: Executive Summary
A: A short abstract of the main points of the offer aimed at the senior-level decision makers in the customer's
organization. It is the section of a proposal that provides an overview of the offer and highlights the key selling points
for customer decision makers.
, Q19: Account Plan
A: A sales plan that is specific to one customer and covers multiple opportunities with that customer.
Q20: Action Caption
A: A short, informative statement associated with a graphic that provides additional information to help the reader
understand what the graphic means.
Q21: Active/Passive Voice
A: Sentences written in active voice have a clear subject and verb. They make it clear who does what. Passive-voice
sentences are considered weaker because the subject receives the action instead of performing it. Passive
sentences usually contain a form of the verb "to be".
Q22: Advantage
A: How, in the seller's opinion, a product or service may benefit the customer. Advantages are potential benefits and are
more powerful than features.
Q23: Aesthetics
A: A set of principles regarding the nature and appreciation of beauty. The study of aesthetics increases the validity of
many critical judgments concerning art.
Q24: After-Action Review
A: A systematic process to extract the learning from an event or activity. The process addresses the questions, What
should have happened? What actually happened? What can we learn and apply for the future?
Q25: Annotated Outline
A: A simple writing or content plan. This is a structure for the proposal that is usually derived from the customer
requirements documentation. It amplifies a topical outline and helps determine whether opportunity planning activities
have made it into the planned propels outline and placed you in a position to win.
Q26: Appendix
A: Supplementary material included at the end of a proposal that contain specialized, relevant information that facilitates
the decision making process.
Q27: Assumptions
A: Conditions that the bid team assume exist for the purpose of providing a price or terms of service in a proposal.
with 100% Verified Answers
Q1: Market Identification
A: The ongoing activity that defines and qualifies target markets for pursuing business.
Q2: Opportunity Plan
A: A documented plan that is developed during the opportunity planning phase to identify actions and strategies to
position your customer to be the customer's preferred bidder.
Q3: Price-to-Win
A: A process for analyzing competitive and customer data to identify how to package and price a winning offer to a
customer.
Q4: SWOT
A: The analysis performed by organizations to address competitive positioning and identify the outcomes needed to
develop a compelling proposal response that wins the business. It emphasizes the internal environment.
Q5: Benefit
A: Results from a feature of an offer that resolves a customer issue and demonstrates the value the customer can
achieve from resolving the issue.
Q6: Clarification
A: Communication to eliminate minor irregularities or apparent clerical mistakes in an RFP or in a proposal.
Q7: Compliance Matrix
A: A list of specific customer requirements, often splitting complex, multi-part requirements into sub-requirements. It
helps proposal managers and internal reviewers verify that the proposal meets all the requirements.
Q8: Compliant versus Responsiveness
A: Compliance is the act of meeting stated requirements. Responsiveness goes beyond compliance and addresses
customer goals, underlying concerns, and key issues and values that might not be spelled out in the solicitation.
Q9: Customer Focus
A: A customer-focused bid clearly addresses the problem the customer has agreed they are trying to solve and
demonstrates how your solution meets their goals.
,Q10: Customer Issues
A: Customer concerns that the offer will resolve. Issues may be the business outcomes the customer is trying to
achieve.
Q11: Customer Requirements Feature
A: The attributes and specifications of a product or service as determined by the customer.
Q12: Hot Buttons
A: Singularly important issues or sets of issues that are likely to drive decisions, usually associated with customer
buying decisions. Hot button issues are items that the customer repeatedly discusses and often are problems with a
system, software, process, or resources inhibiting the success of the customer's organization.
Q13: Non-Compliant Bids
A: A bid or proposal that does not meet the customer's requirements.
Q14: Protest
A: Written objection by an interested party to a solicitation, cancellation of a solicitation, contract award, or termination of
a contract award.
Q15: Reponse Matrix
A: A derivative of the compliance matrix. It is a roadmap for evaluators, pointing to specific proposal response for each
compliance item. The matrix may also contain a summary response. It identifies where in the proposal you have
addressed each of the solicitation requirements.
Q16: Competitive Intelligence (CI)
A: Objectively understanding the strengths, weaknesses, and strategies of companies competing against your company
for business. CI is a well-defined business practice to understand the competitive forces and market dynamics that
affect your company's viability and long-term profitability.
Q17: Customer Intelligence
A: An understanding of a customer's needs--spoken and unspoken--and the capabilities desired of a vendor/contractor
to support requirements. It is a key element of the sales and opportunity development process that occurs well in
advance of responding to a bid or RFP.
Q18: Executive Summary
A: A short abstract of the main points of the offer aimed at the senior-level decision makers in the customer's
organization. It is the section of a proposal that provides an overview of the offer and highlights the key selling points
for customer decision makers.
, Q19: Account Plan
A: A sales plan that is specific to one customer and covers multiple opportunities with that customer.
Q20: Action Caption
A: A short, informative statement associated with a graphic that provides additional information to help the reader
understand what the graphic means.
Q21: Active/Passive Voice
A: Sentences written in active voice have a clear subject and verb. They make it clear who does what. Passive-voice
sentences are considered weaker because the subject receives the action instead of performing it. Passive
sentences usually contain a form of the verb "to be".
Q22: Advantage
A: How, in the seller's opinion, a product or service may benefit the customer. Advantages are potential benefits and are
more powerful than features.
Q23: Aesthetics
A: A set of principles regarding the nature and appreciation of beauty. The study of aesthetics increases the validity of
many critical judgments concerning art.
Q24: After-Action Review
A: A systematic process to extract the learning from an event or activity. The process addresses the questions, What
should have happened? What actually happened? What can we learn and apply for the future?
Q25: Annotated Outline
A: A simple writing or content plan. This is a structure for the proposal that is usually derived from the customer
requirements documentation. It amplifies a topical outline and helps determine whether opportunity planning activities
have made it into the planned propels outline and placed you in a position to win.
Q26: Appendix
A: Supplementary material included at the end of a proposal that contain specialized, relevant information that facilitates
the decision making process.
Q27: Assumptions
A: Conditions that the bid team assume exist for the purpose of providing a price or terms of service in a proposal.
