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APMP Foundations Cert Exam Questions and Answers
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APMP Foundations Cert Exam Questions and Answers
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APMP Foundations Cert Exam Questions and AnswersSWOT - 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. SWOT emphasizes the internal environment. TOWS emphasizes the external environment. Synonyms: Opportunities,Strengths (TOWS),Threats,Weaknesses
Market Identification - Answer -The ongoing activity that defines and qualifies target markets for pursuing business. Synonyms: Market Segmentation
Opportunity/Capture Plan - Answer -A documented plan that is developed during the opportunity planning phase. It is specific to the opportunity and identifies actions and strategies to position your organization to be the customer's preferred bidder. It generally contains customer and competitive information, analysis, strategies, and actions. It is initiated for completion after a pursuit decision. The opportunity plan is also the customer approach developed by the opportunity team that documents customer mission/vision, customer hot buttons, competitive assessment, win strategies, win themes, discriminators, and actions necessary to win. Synonyms: Pursuit Plan, Sales Plan for Specific Opportunity, Capture Plan
Price-to-Win - Answer -Competitive Price To Win is the process for assessing how competitors will offer solutions to meet customer requirements. It relies on customer and
competitor intelligence to identify both what customers value and the solutions competitors are likely to offer to achieve it. Competitive Price To Win results are never just a number. They demonstrate the tradeoff between capabilities and costs offered by competitors as evaluated by the buying customer. These results help the team you support develop an integrated solution that increases the win probability and meets their
business goals.
Benefit - Answer -A benefit results from a feature of an offer that resolves a customer issue and demonstrates the value the customer can achieve from resolving the issue. To claim a benefit, there must be a feature of the offer that clearly allows the customer to realize the benefit. Benefits help customers achieve business goals. They answer the
question, "so what?"
Clarification - Answer -Communication to eliminate minor irregularities or apparent clerical mistakes in a request for proposal (RFP) or in a proposal. In government
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