New 30 Minute Sample Paper 1

By David Warley
David Warley, Project management
David is a Certified APMP (Association of Proposal Management Professionals) Professional and trainer, bringing expertise in proposal management and training to help professionals enhance their skills in the field.
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, Project management
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New 30 Minute Sample Paper 1 - Quiz

APMP Foundation Questions: Half Hour Sample Paper
40 questions
30 minutes


Questions and Answers
  • 1. 

    The recommended format and position for an action caption is:

    • A.

      A) Numbered and placed above the graphic to which it refers

    • B.

      B) Numbered and placed below the graphic to which it refers

    • C.

      C) Unnumbered and placed below the graphic to which it refers

    • D.

      D) A graphic does not have to have a caption

    Correct Answer
    B. B) Numbered and placed below the graphic to which it refers
    Explanation
    p 8

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  • 2. 

    Capture planning should start:

    • A.

      A) Before the pursuit decision

    • B.

      B) After the pursuit decision

    • C.

      C) After the RFP is issued

    • D.

      D) After the bid is qualified in

    Correct Answer
    B. B) After the pursuit decision
    Explanation
    p22 See also Bid Decisions and Process p 188

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  • 3. 

    Which one of the following is correct?

    • A.

      A) The stationery car was hit from behind

    • B.

      B) The stationery order included paperclips

    • C.

      C) The principal should be to qualify all bids

    • D.

      D) The principle issue is the specification

    Correct Answer
    B. B) The stationery order included paperclips
    Explanation
    p 29 Choosing correct words.
    Spellos, grammatical errors and other mistakes are credibility killers.

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  • 4. 

    Chose the phrase that correctly completes this statement about cover letters. “Cover letters…

    • A.

      A) should state only that the proposal is attached and be signed by the bid manager

    • B.

      B) should state only that the proposal is attached and be signed by the account manager

    • C.

      C) should cite your key discriminator and be signed by the highest ranking person who has had contact with the Prospect

    • D.

      D) are not required

    Correct Answer
    C. C) should cite your key discriminator and be signed by the highest ranking person who has had contact with the Prospect
    Explanation
    p 43

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  • 5. 

    For electronic submittal where the format is NOT specified by the customer:

    • A.

      A) No one format is better than another

    • B.

      B) Submit as a Microsoft Word file

    • C.

      C) Submit text and graphics separately

    • D.

      D) Submit as an Adobe Acrobat PDF file

    Correct Answer
    D. D) Submit as an Adobe Acrobat PDF file
    Explanation
    p 53

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  • 6. 

    Executive summaries should be first drafted:

    • A.

      A) Before the kickoff meeting by Sales

    • B.

      B) At the storyboard review stage by the technical architect

    • C.

      C) At the final draft stage, before the Red Team, by the bid manager

    • D.

      D) After the Red Team by the account director

    Correct Answer
    A. A) Before the kickoff meeting by Sales
    Explanation
    p 61

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  • 7. 

    Executive summaries should:

    • A.

      A) Never include graphics

    • B.

      B) Start with an introduction to your company

    • C.

      C) Name the seller more than the prospect

    • D.

      D) Connect your solution to the Prospect’s vision

    Correct Answer
    D. D) Connect your solution to the Prospect’s vision
    Explanation
    p 56

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  • 8. 

    Which is true?

    • A.

      A) Features are more important than advantages

    • B.

      B) Benefits should be converted to advantages

    • C.

      C) Benefits have the most lasting effect on the prospect

    • D.

      D) You should stress features over benefits

    Correct Answer
    C. C) Benefits have the most lasting effect on the prospect
    Explanation
    p 63

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  • 9. 

    Graphics:

    • A.

      A) Are unimportant as evaluators retain more from reading text

    • B.

      B) Should be conceived before the text is written

    • C.

      C) Should always appear before the text statement relating to them

    • D.

      D) Can be orientated such that the proposal has to be turned

    Correct Answer
    B. B) Should be conceived before the text is written
    Explanation
    p 76

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  • 10. 

    You should allocate what percentage of available time to core team planning prior to the kickoff meeting?:

    • A.

      A) 5%

    • B.

      B) 10%

    • C.

      C) 15%

    • D.

      D) 20%

    Correct Answer
    C. C) 15%
    Explanation
    p 97

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  • 11. 

    Which is NOT a benefit of storyboarding:

    • A.

      A) Helps the Sales lead write the executive summary draft

    • B.

      B) Helps writer structure their thinking

    • C.

      C) Improves consistency of messaging

    • D.

      D) Helps ensure compliance

    Correct Answer
    A. A) Helps the Sales lead write the executive summary draft
    Explanation
    p 243

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  • 12. 

    For kickoff meetings, you should:

    • A.

      A) Prepare a comprehensive kickoff package in advance

    • B.

      B) Never invite senior managers

    • C.

      C) Not involve proposal production – it’s too early

    • D.

      D) Hold it immediately the RFP arrives

    Correct Answer
    A. A) Prepare a comprehensive kickoff package in advance
    Explanation
    p 97

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  • 13. 

    Recommended best practice when selecting fonts is to:

    • A.

      A) Use sans serif for headings and serif for text, 10-12 point

    • B.

      B) Use serif for headings and sans serif for text, 10-12 point

    • C.

      C) Use serif throughout, 8-10 point

    • D.

      D) Use sans serif throughout, 8-10 point

    Correct Answer
    A. A) Use sans serif for headings and serif for text, 10-12 point
    Explanation
    p 138

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  • 14. 

    Chronologically, does:

    • A.

      A) A Gold Team come before a Pink Team?

    • B.

      B) A Black Hat Team come after a Red Team?

    • C.

      C) A Blue Team come after a Gold Team?

    • D.

      D) A Black Hat Team come before a Red Team?

    Correct Answer
    D. D) A Black Hat Team come before a Red Team?
    Explanation
    p 221

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  • 15. 

    What is reviewed at a Pink Team?:

    • A.

      A) The pursuit decision

    • B.

      B) Storyboards

    • C.

      C) The capture plan

    • D.

      D) Competitors' strategies

    Correct Answer
    B. B) Storyboards
    Explanation
    p 224

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  • 16. 

    A ‘gadfly’ reviewer should:

    • A.

      A) Concentrate on compliance

    • B.

      B) Check for ‘white space’

    • C.

      C) Perform a macro review for consistent themes

    • D.

      D) Confirm the page count is as per the production schedule

    Correct Answer
    C. C) Perform a macro review for consistent themes
    Explanation
    p 227

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  • 17. 

    A typical complex graphic takes how long to prepare:

    • A.

      A) 1 hour?

    • B.

      B) 1-2 hours?

    • C.

      C) 2-6 hours?

    • D.

      D) 6-8 hours?

    Correct Answer
    C. C) 2-6 hours?
    Explanation
    p 238
    See also Communicating your Plan on
    metrics

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  • 18. 

    Which is NOT true?:

    • A.

      A) Proposal professionals use storyboards to reduce preparation time and cost

    • B.

      B) Storyboards stop the instant writer

    • C.

      C) Use your core team to develop the storyboards, the writers to develop the content

    • D.

      D) Never use a storyboard to create visuals

    Correct Answer
    D. D) Never use a storyboard to create visuals
    Explanation
    p 247

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  • 19. 

    Which of the following would NOT be a core member of your proposal management team:

    • A.

      A) Pricing Manager?

    • B.

      B) Capture Manager?

    • C.

      C) Proposal Manager?

    • D.

      D) Volume Manager?

    Correct Answer
    A. A) Pricing Manager?
    Explanation
    The Core Team will usually comprise:
    - Proposal / Bid Manager
    - SME Team Leaders eg Technical, Commercial, Service
    Sometimes these team leaders take responsibility for a whole volume of the Proposal and are called Volume Managers or Book Captains
    The Pricing Manager would typically be part of the Commercial Volume team and so is not a core team role.
    See p 267 Team Selection and Management

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  • 20. 

    Which is most likely to be the winner?:

    • A.

      A) Value equals price

    • B.

      B) Price is greater than value

    • C.

      C) Value is greater than price

    • D.

      D) The value proposition for each type of buyer is the same

    Correct Answer
    C. C) Value is greater than price
    Explanation
    p 182

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  • 21. 

    When organising a section where should you place the main points?:

    • A.

      A) Put the main points first

    • B.

      B) Put the main points last

    • C.

      C) Scatter the main points evenly throughout the text

    • D.

      D) Place the main points in a list in the centre of the text

    Correct Answer
    A. A) Put the main points first
    Explanation
    p 121

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  • 22. 

    Considering the timeline of a proposal which of the following statements correctly identifies the normal sequence of events?:

    • A.

      A) A BAFO normally comes before a RFP

    • B.

      B) An ITT normally comes before a RFI

    • C.

      C) An RFP normally comes before a RFI

    • D.

      D) An RFI normally comes before an ITT

    Correct Answer
    D. D) An RFI normally comes before an ITT
    Explanation
    The normal sequence would be RFI >> RFP/ITT >> BAFO
    Purchasers will examine the options by issuing an RFI, compete the selected option using an RFP or ITT then ask for best deal in a BAFO

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  • 23. 

    Unless the RFP specifies otherwise, numbered subheadings should be limited to how many levels?:

    • A.

      A) 2

    • B.

      B) 3

    • C.

      C) 4

    • D.

      D) 5

    Correct Answer
    B. B) 3
    Explanation
    p 110 Numbering Systems.
    Keeping to three numbered levels plus one unnumbered level keeps things manageable.
    You may need to use more levels where you mirror the Prospect's numbering system.
    The underlying principle is keeping things easy to follow.

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  • 24. 

    When outlining which of the following is NOT best practice?:

    • A.

      A) Your response should mirror the RFP numbering system

    • B.

      B) You should maintain the same order in your response even if this does not seem logical

    • C.

      C) You should allocate page count according to your competitive advantages?

    • D.

      D) Your response should keep the same naming conventions

    Correct Answer
    C. C) You should allocate page count according to your competitive advantages?
    Explanation
    p 125

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  • 25. 

    Storyboards and Mockups are NOT used:

    • A.

      A) To develop new content before writing text

    • B.

      B) By the Red Team to assess if all requirements are covered

    • C.

      C) To reduce preparation time and cost

    • D.

      D) To determine page counts

    Correct Answer
    B. B) By the Red Team to assess if all requirements are covered
    Explanation
    p 187

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  • 26. 

    In a proposal that is service based, what is the general policy regarding naming individuals for specified roles? You may choose only one. 

    • A.

      A) Put the best available named individuals against roles

    • B.

      B) State that the best individuals will be put forward at contract award

    • C.

      C) Put the best people as named individuals against role regardless of availability

    • D.

      D) Explain that you do not have any spare staff

    Correct Answer
    A. A) Put the best available named individuals against roles
    Explanation
    p 217

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  • 27. 

    Which of these documents is NOT similar to a "Compliance Checklist"? You may choose only one.

    • A.

      A) Response Matrix

    • B.

      B) Invitation to Tender

    • C.

      C) Requirements Checklist

    • D.

      D) Compliance Matrix

    Correct Answer
    B. B) Invitation to Tender
    Explanation
    An "Invitation to Tender" is a document that invites potential suppliers to submit a proposal for a project or contract. It is not similar to a "Compliance Checklist" as it does not focus on ensuring compliance with regulations or requirements. Instead, it is a document used in the procurement process to gather proposals from suppliers.

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  • 28. 

    When should Storyboards first be defined for later Development? You may choose only one. 

    • A.

      A) Before the first proposal strategy review meeting.

    • B.

      B) Before the proposal kick-off meeting

    • C.

      C) At the proposal kick-off meeting

    • D.

      D) Following the proposal kick-off meeting

    Correct Answer
    B. B) Before the proposal kick-off meeting
    Explanation
    p 99

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  • 29. 

    Which of these statements best describes a theme statement? You may choose only one.

    • A.

      A) Theme statements link strategy and solution

    • B.

      B) Theme statements link the advantages and benefit

    • C.

      C) Theme statements link discriminating features and benefits

    • D.

      D) Theme statements establish sales objectives

    Correct Answer
    C. C) Theme statements link discriminating features and benefits
    Explanation
    p 272

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  • 30. 

    According to best practice principles when scheduling a proposal how much time should be held in reserve to cover any additional tasks that may be requested? You may choose only one. 

    • A.

      A) 3%

    • B.

      B) 5%

    • C.

      C) 10%

    • D.

      D) 20%

    Correct Answer
    C. C) 10%
    Explanation
    See p 236 Scheduling

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  • 31. 

    Considering the text below, which of the items in the list is NOT correctly structured? This issue of the APMP Journal contains the following content:

    • A.

      A) An introduction from the CEO

    • B.

      B) An article on bid management best practice

    • C.

      C) Registering for the conference

    • D.

      D) Two book reviews

    Correct Answer
    C. C) Registering for the conference
    Explanation
    p 106
    Lists should be kept parallel (similar structure and content)
    Item three of this list contains a verb/participle while the others are noun phrases

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  • 32. 

    When generating theme statements for a section, which of the following would you NOT consider:

    • A.

      A) What do we offer that is different from the competition?

    • B.

      B) What was the theme statement in the previous section?

    • C.

      C) What aspect of our offer makes it worth buying?

    • D.

      D) What is the point of this section?

    Correct Answer
    B. B) What was the theme statement in the previous section?
    Explanation
    p 272

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  • 33. 

    Which of the following is NOT true of theme statements?

    • A.

      A) Try to state features first

    • B.

      B) It is acceptable to emphasise by placing in a shaded box

    • C.

      C) Quantify where possible

    • D.

      D) The competition must not be able to make the same claim

    Correct Answer
    A. A) Try to state features first
    Explanation
    p 273/7

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  • 34. 

    Which of the following statements is NOT true about a capability and skills matrix?

    • A.

      A) It can be used to emphasise the capability of your total team

    • B.

      B) It can show where you have backup for a particular skill

    • C.

      C) It shows how the team covers the total skills requirement

    • D.

      D) It saves having to include full resumes

    Correct Answer
    D. D) It saves having to include full resumes
    Explanation
    p 221

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  • 35. 

    Readability studies suggest limiting line length to how many characters?

    • A.

      A) 30

    • B.

      B) 40 – 60

    • C.

      C) 80 – 100

    • D.

      D) it doesn’t matter

    Correct Answer
    B. B) 40 – 60
    Explanation
    p 137

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  • 36. 

    Which of these is inappropriate content for a footer?

    • A.

      A) Author’s name

    • B.

      B) Page number

    • C.

      C) Non-disclosure statement

    • D.

      D) Submittal date

    Correct Answer
    A. A) Author’s name
    Explanation
    p 136 / 137

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  • 37. 

    What are executive summaries NOT used for?

    • A.

      A) To gain senior management endorsement

    • B.

      B) To communicate your strategy to contributors

    • C.

      C) To drive proposal development

    • D.

      D) To tell proposal production the page count

    Correct Answer
    D. D) To tell proposal production the page count
    Explanation
    p 56

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  • 38. 

     Which statement about headings is correct?

    • A.

      A) Limit numbered headings to four levels

    • B.

      B) Telegraphic headings, rather than informative headings, are more likely to attract the attention of an evaluator skimming for content

    • C.

      C) If the customer asks for a section on project management, but your company refers to this discipline as programme management, it is quite acceptable to change the heading to programme management

    • D.

      D) Use verb headings to convey action, use noun headings to signal purpose

    Correct Answer
    D. D) Use verb headings to convey action, use noun headings to signal purpose
    Explanation
    p 88

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  • 39. 

    If submission date is four weeks from now, how much time should you set aside in your schedule for unplanned activities? 

    • A.

      A) 1 day

    • B.

      B) 2 days

    • C.

      C) 3 days

    • D.

      D) 5 days

    Correct Answer
    B. B) 2 days
    Explanation
    Contingency is 10% of available time.
    Four weeks is twenty work days (assuming no public holidays)
    It is considered bad practice to schedule weekend work. It can be done occasionally but in the long term is not sustainable.

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  • 40. 

    Of the following roman numbered items, which can be counted as a tangible benefit? i)   increased profit ii)  reduced cost iii) improved performance iv)  improved Service Level Agreements

    • A.

      A) i)

    • B.

      B) ii)

    • C.

      C) i) and ii)

    • D.

      D) ii), iii) and iv)

    Correct Answer
    C. C) i) and ii)
    Explanation
    Tangible benefits are measurable positive financial impacts

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David Warley |Project management
David is a Certified APMP (Association of Proposal Management Professionals) Professional and trainer, bringing expertise in proposal management and training to help professionals enhance their skills in the field.
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