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APMP Foundation Questions and answers latest update
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APMP Foundation Questions and answers latest update
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APMP Foundation ACCOUNT TERM - correct answer An account plan is 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. ACTION CAPTION - correct answer 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. ADVANTAGE - correct answer is in 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 the customer issues. BENEFIT - correct answer A benefit of an offer will resolve a customer issue. To claim a benefit, there must be a feature of the offer that clearly allows the benefit to be realized. BID CENTER - correct answer is a support organization dedicated to generating proposal and other response documents for customers during the business acquisition cycle. also called Proposal Center. BIDDER COMPARISON MATRIX - correct answer A tool used to compare a potential offer against possible competitor offers as judged by the customer. BEST AND FINAL OFFER (BAFO) - correct answer A customer request for a document that describes your organizations final price. There must be more than one request for a BAFO. The customer will request after the proposal has been submitted and to select the final companies to negotiate with. BLACK HAT REVIEWS - correct answer Review of competitors' likely strategies and solutions by people who are independent of the pursuit team and are experts on the customer and competitors. BOILERPLATE - correct answer Text and graphics that is stored so that it is available for repeated use in multiple proposals. BUSINESS CASE - correct answer The term business case 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 proposa l section that is aimed at giving the customer commercial justification for making the purchase. CAPTURE PLAN - correct answer Documented analysis, strategies, and actions initiated following the pursuit decision that details customer issues, considerations relating to competitor and integral positioning, approaches to be implemented, and management t asks to be implemented to guide the capture of a specific opportunity. CAPTURE STRATEGY - correct answer A plan to win a specific defined opportunity. Same as Sales Strategy and Win Strategy COMPLIANCE CHECKLIST - correct answer A list of specific customer requirements. This list is often generated by splitting complex questions into separate requirements. COMPLIANCE MATRIX - correct answer 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 item. The matrix may also contain a summary response. CUSTOMER PROFILE - correct answer A maintained record of the characteristics of a customer. The profile will be used from bid to bid and will provide useful background information. DISCRIMINATOR - correct answer 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. ELEVATOR SPEECH - correct answer A concise written set of reasons why the customer should choose your organization. EXECUTIVE SUMMARY - correct answer A short summary of the main points of the offer aimed at the senior level decision makers in the customer's organization. FEATURE - correct answer Are tangible aspects of the offer. They are normally measurable and demonstrable.The benefits of buying summaries with Stuvia:
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