Exam (elaborations)
APMP Foundation Questions and answers latest update
- Course
- Institution
APMP Foundation Questions and answers latest update
[Show more]
Content preview
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:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller Schoolflix. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $13.99. You're not tied to anything after your purchase.
Can Stuvia be trusted?
4.6 stars on Google & Trustpilot (+1000 reviews)
67096 documents were sold in the last 30 days
Founded in 2010, the go-to place to buy study notes for 14 years now