APMP FOUNDATION
CERTIFICATION EXAM WITH
GUARANTEED ACCURATE
ANSWERS
Market Identification - Accurate Answers✔✔The ongoing activity that
defines and qualifies target markets for pursuing business.
Opportunity Plan - Accurate Answers✔✔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.
Price-to-Win - Accurate Answers✔✔A process for analyzing
competitive and customer data to identify how to package and price a
winning offer to a customer.
SWOT - Accurate Answers✔✔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.
Benefit - Accurate Answers✔✔Results from a feature of an offer that
resolves a customer issue and demonstrates the value the customer can
achieve from resolving the issue.
,Clarification - Accurate Answers✔✔Communication to eliminate minor
irregularities or apparent clerical mistakes in an RFP or in a proposal.
Compliance Matrix - Accurate Answers✔✔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.
Compliant versus Responsiveness - Accurate Answers✔✔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.
Customer Focus - Accurate Answers✔✔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.
Customer Issues - Accurate Answers✔✔Customer concerns that the
offer will resolve. Issues may be the business outcomes the customer is
trying to achieve.
Customer Requirements Feature - Accurate Answers✔✔The attributes
and specifications of a product or service as determined by the customer.
Hot Buttons - Accurate Answers✔✔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.
Non-Compliant Bids - Accurate Answers✔✔A bid or proposal that does
not meet the customer's requirements.
Protest - Accurate Answers✔✔Written objection by an interested party
to a solicitation, cancellation of a solicitation, contract award, or
termination of a contract award.
Reponse Matrix - Accurate Answers✔✔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.
Competitive Intelligence (CI) - Accurate Answers✔✔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.
Customer Intelligence - Accurate Answers✔✔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.
Executive Summary - Accurate Answers✔✔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.
Account Plan - Accurate Answers✔✔A sales plan that is specific to one
customer and covers multiple opportunities with that customer.
Action Caption - Accurate Answers✔✔A short, informative statement
associated with a graphic that provides additional information to help the
reader understand what the graphic means.
Active/Passive Voice - Accurate Answers✔✔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".
Advantage - Accurate Answers✔✔How, in the seller's opinion, a
product or service may benefit the customer. Advantages are potential
benefits and are more powerful than features.
CERTIFICATION EXAM WITH
GUARANTEED ACCURATE
ANSWERS
Market Identification - Accurate Answers✔✔The ongoing activity that
defines and qualifies target markets for pursuing business.
Opportunity Plan - Accurate Answers✔✔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.
Price-to-Win - Accurate Answers✔✔A process for analyzing
competitive and customer data to identify how to package and price a
winning offer to a customer.
SWOT - Accurate Answers✔✔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.
Benefit - Accurate Answers✔✔Results from a feature of an offer that
resolves a customer issue and demonstrates the value the customer can
achieve from resolving the issue.
,Clarification - Accurate Answers✔✔Communication to eliminate minor
irregularities or apparent clerical mistakes in an RFP or in a proposal.
Compliance Matrix - Accurate Answers✔✔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.
Compliant versus Responsiveness - Accurate Answers✔✔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.
Customer Focus - Accurate Answers✔✔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.
Customer Issues - Accurate Answers✔✔Customer concerns that the
offer will resolve. Issues may be the business outcomes the customer is
trying to achieve.
Customer Requirements Feature - Accurate Answers✔✔The attributes
and specifications of a product or service as determined by the customer.
Hot Buttons - Accurate Answers✔✔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.
Non-Compliant Bids - Accurate Answers✔✔A bid or proposal that does
not meet the customer's requirements.
Protest - Accurate Answers✔✔Written objection by an interested party
to a solicitation, cancellation of a solicitation, contract award, or
termination of a contract award.
Reponse Matrix - Accurate Answers✔✔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.
Competitive Intelligence (CI) - Accurate Answers✔✔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.
Customer Intelligence - Accurate Answers✔✔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.
Executive Summary - Accurate Answers✔✔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.
Account Plan - Accurate Answers✔✔A sales plan that is specific to one
customer and covers multiple opportunities with that customer.
Action Caption - Accurate Answers✔✔A short, informative statement
associated with a graphic that provides additional information to help the
reader understand what the graphic means.
Active/Passive Voice - Accurate Answers✔✔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".
Advantage - Accurate Answers✔✔How, in the seller's opinion, a
product or service may benefit the customer. Advantages are potential
benefits and are more powerful than features.
