A) Numbered and placed above the graphic to which it refers
B) Numbered and placed below the graphic to which it refers
C) Unnumbered and placed below the graphic to which it refers
D) A graphic does not have to have a caption
A) Before the pursuit decision
B) After the pursuit decision
C) After the RFP is issued
D) After the bid is qualified in
A) The stationery car was hit from behind
B) The stationery order included paperclips
C) The principal should be to qualify all bids
D) The principle issue is the specification
A) should state only that the proposal is attached and be signed by the bid manager
B) should state only that the proposal is attached and be signed by the account manager
C) should cite your key discriminator and be signed by the highest ranking person who has had contact with the Prospect
D) are not required
A) No one format is better than another
B) Submit as a Microsoft Word file
C) Submit text and graphics separately
D) Submit as an Adobe Acrobat PDF file
A) Before the kickoff meeting by Sales
B) At the storyboard review stage by the technical architect
C) At the final draft stage, before the Red Team, by the bid manager
D) After the Red Team by the account director
A) Never include graphics
B) Start with an introduction to your company
C) Name the seller more than the prospect
D) Connect your solution to the Prospect’s vision
A) Features are more important than advantages
B) Benefits should be converted to advantages
C) Benefits have the most lasting effect on the prospect
D) You should stress features over benefits
A) Are unimportant as evaluators retain more from reading text
B) Should be conceived before the text is written
C) Should always appear before the text statement relating to them
D) Can be orientated such that the proposal has to be turned
A) Helps the Sales lead write the executive summary draft
B) Helps writer structure their thinking
C) Improves consistency of messaging
D) Helps ensure compliance
A) Prepare a comprehensive kickoff package in advance
B) Never invite senior managers
C) Not involve proposal production – it’s too early
D) Hold it immediately the RFP arrives
A) Use sans serif for headings and serif for text, 10-12 point
B) Use serif for headings and sans serif for text, 10-12 point
C) Use serif throughout, 8-10 point
D) Use sans serif throughout, 8-10 point
A) A Gold Team come before a Pink Team?
B) A Black Hat Team come after a Red Team?
C) A Blue Team come after a Gold Team?
D) A Black Hat Team come before a Red Team?
A) The pursuit decision
C) The capture plan
D) Competitors' strategies
A) Concentrate on compliance
B) Check for ‘white space’
C) Perform a macro review for consistent themes
D) Confirm the page count is as per the production schedule
A) 1 hour?
B) 1-2 hours?
C) 2-6 hours?
D) 6-8 hours?
A) Proposal professionals use storyboards to reduce preparation time and cost
B) Storyboards stop the instant writer
C) Use your core team to develop the storyboards, the writers to develop the content
D) Never use a storyboard to create visuals
A) Pricing Manager?
B) Capture Manager?
C) Proposal Manager?
D) Volume Manager?
A) Value equals price
B) Price is greater than value
C) Value is greater than price
D) The value proposition for each type of buyer is the same
A) Put the main points first
B) Put the main points last
C) Scatter the main points evenly throughout the text
D) Place the main points in a list in the centre of the text
A) A BAFO normally comes before a RFP
B) An ITT normally comes before a RFI
C) An RFP normally comes before a RFI
D) An RFI normally comes before an ITT
A) Your response should mirror the RFP numbering system
B) You should maintain the same order in your response even if this does not seem logical
C) You should allocate page count according to your competitive advantages?
D) Your response should keep the same naming conventions
A) To develop new content before writing text
B) By the Red Team to assess if all requirements are covered
C) To reduce preparation time and cost
D) To determine page counts