APMP Foundation Certification Exam
Practice Questions and Answers
Market Identification - Answer✔️✔️-The ongoing activity that defines and
qualifies target markets for pursuing business.
Opportunity Plan - Answer✔️✔️-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 - Answer✔️✔️-A process for analyzing competitive and
customer data to identify how to package and price a winning offer to a
customer.
SWOT - Answer✔️✔️-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 - Answer✔️✔️-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 - Answer✔️✔️-Communication to eliminate minor irregularities
or apparent clerical mistakes in an RFP or in a proposal.
Compliance Matrix - Answer✔️✔️-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 - Answer✔️✔️-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 - Answer✔️✔️-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 - Answer✔️✔️-Customer concerns that the offer will
resolve. Issues may be the business outcomes the customer is trying to
achieve.
Customer Requirements Feature - Answer✔️✔️-The attributes and
specifications of a product or service as determined by the customer.
Hot Buttons - Answer✔️✔️-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 - Answer✔️✔️-A bid or proposal that does not meet the
customer's requirements.
Protest - Answer✔️✔️-Written objection by an interested party to a
solicitation, cancellation of a solicitation, contract award, or termination of
a contract award.
Reponse Matrix - Answer✔️✔️-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) - Answer✔️✔️-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 - Answer✔️✔️-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 - Answer✔️✔️-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 - Answer✔️✔️-A sales plan that is specific to one customer and
covers multiple opportunities with that customer.
Action Caption - Answer✔️✔️-A short, informative statement associated
with a graphic that provides additional information to help the reader
understand what the graphic means.
Active/Passive Voice - Answer✔️✔️-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 - Answer✔️✔️-How, in the seller's opinion, a product or service
may benefit the customer. Advantages are potential benefits and are more
powerful than features.
Aesthetics - Answer✔️✔️-A set of principles regarding the nature and
appreciation of beauty. The study of aesthetics increases the validity of
many critical judgments concerning art.
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