APMP Foundation Level Glossary of Terms | UPDATED
Questions with 100% Verified Answers
Q1: Account Plan
A: a sales plan that is specific to one particular customer and will cover multiple opportunities with that customer. The
time span is typically two to five years
Q2: Action Caption
A: a short informative statement against a graphic which provides additional information about the content of the graphic
that will help the reader draw the right conclusion
Q3: Advantage
A: the opinion of the seller, a benefit or possible benefit to the customer. They may arise when the customer's issues are
unclear to the seller and the seller makes assumptions about customer issues
Q4: Benefit
A: will resolve a customer issue; there must be feature of the offer that will clearly allow it to be realized
Q5: Bid Center
A: support organization dedicated to generating proposal and other response documents for customers during the
business acquisition cycle. Also called proposal center
Q6: Bidder Comparison Matrix
A: tool used to compare a potential offer against possible competitor offers as judged. by the customer
Q7: Best and Final Offer (BAFO)
A: customer request for a document that describes your organizations final price; customer will request after proposal
has been submitted and to select final companies to negotiation with. There may be more than one request.
Q8: Black Hat Reviews
A: review of competitors likely strategies and solutions by people who are independent of the pursuit team and are
experts on the customer and competitors
Q9: Boilerplate
A: text and graphics stored so that they are available for repeated use in multiple proposals
, Q10: Business Case
A: may be used to describe an internal documented argument for bidding a particular opportunity and will typically focus
on the commercial aspects of the bid. The same term may also be applied to a proposal section that is aimed at
giving the customer commercial justification for making the purchase
Q11: Capture Plan
A: documented analysis, strategies, and actions initiated following the pursuit decisions that details customer issues,
considerations relating to competitor and internal positioning, approaches to be implemented, and management tasks
to be implemented to guide the capture of a specific opportunity
Q12: Capture Strategy
A: plan to win a specific defined opportunity. Same as sales strategy and win strategy
Q13: Compliance Checklist
A: A list of specific customer requirements. The list is often generated by splitting complex questions into separate
requirements
Q14: Compliance Matrix
A: Also called a response matrix. The matrix is a road map that enables the evaluator to use a reference that points to
specific proposal responses for each compliance team. The matrix may also contain a summary response.
Q15: Customer Profile
A: A maintained record of the characteristics of the customer. The profile will be used from a bid to bid and will provide
useful background information.
Q16: Discriminator
A: A unique feature of an offer that supports a benefit. Commonly, a weak discriminator is where the feature is only
different to one other competitor rather than all competitors.
Q17: Elevator Speech
A: A concise written set of reasons why the customer should choose your organization
Q18: Executive Summary
A: a short summary of the main points of the offer aimed at senior level decision makers in the customer's organization
Questions with 100% Verified Answers
Q1: Account Plan
A: a sales plan that is specific to one particular customer and will cover multiple opportunities with that customer. The
time span is typically two to five years
Q2: Action Caption
A: a short informative statement against a graphic which provides additional information about the content of the graphic
that will help the reader draw the right conclusion
Q3: Advantage
A: the opinion of the seller, a benefit or possible benefit to the customer. They may arise when the customer's issues are
unclear to the seller and the seller makes assumptions about customer issues
Q4: Benefit
A: will resolve a customer issue; there must be feature of the offer that will clearly allow it to be realized
Q5: Bid Center
A: support organization dedicated to generating proposal and other response documents for customers during the
business acquisition cycle. Also called proposal center
Q6: Bidder Comparison Matrix
A: tool used to compare a potential offer against possible competitor offers as judged. by the customer
Q7: Best and Final Offer (BAFO)
A: customer request for a document that describes your organizations final price; customer will request after proposal
has been submitted and to select final companies to negotiation with. There may be more than one request.
Q8: Black Hat Reviews
A: review of competitors likely strategies and solutions by people who are independent of the pursuit team and are
experts on the customer and competitors
Q9: Boilerplate
A: text and graphics stored so that they are available for repeated use in multiple proposals
, Q10: Business Case
A: may be used to describe an internal documented argument for bidding a particular opportunity and will typically focus
on the commercial aspects of the bid. The same term may also be applied to a proposal section that is aimed at
giving the customer commercial justification for making the purchase
Q11: Capture Plan
A: documented analysis, strategies, and actions initiated following the pursuit decisions that details customer issues,
considerations relating to competitor and internal positioning, approaches to be implemented, and management tasks
to be implemented to guide the capture of a specific opportunity
Q12: Capture Strategy
A: plan to win a specific defined opportunity. Same as sales strategy and win strategy
Q13: Compliance Checklist
A: A list of specific customer requirements. The list is often generated by splitting complex questions into separate
requirements
Q14: Compliance Matrix
A: Also called a response matrix. The matrix is a road map that enables the evaluator to use a reference that points to
specific proposal responses for each compliance team. The matrix may also contain a summary response.
Q15: Customer Profile
A: A maintained record of the characteristics of the customer. The profile will be used from a bid to bid and will provide
useful background information.
Q16: Discriminator
A: A unique feature of an offer that supports a benefit. Commonly, a weak discriminator is where the feature is only
different to one other competitor rather than all competitors.
Q17: Elevator Speech
A: A concise written set of reasons why the customer should choose your organization
Q18: Executive Summary
A: a short summary of the main points of the offer aimed at senior level decision makers in the customer's organization
