New 30 Minute Sample Paper 1

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

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

p 53

Explanation

p 53

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

A) Response Matrix

B) Invitation to Tender

C) Requirements Checklist

D) Compliance Matrix

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.

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.

3. What are executive summaries NOT used for?

A) To gain senior management endorsement

B) To communicate your strategy to contributors

C) To drive proposal development

D) To tell proposal production the page count

p 56

Explanation

p 56

4. The recommended format and position for an action caption is:

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

p 8

Explanation

p 8

5. For kickoff meetings, you should:

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

p 97

Explanation

p 97

6. Which is most likely to be the winner?:

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

p 182

Explanation

p 182

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

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

p 43

Explanation

p 43

8. Executive summaries should:

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

p 56

Explanation

p 56

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

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

p 121

Explanation

p 121

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

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

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

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

D) It saves having to include full resumes

p 221

Explanation

p 221

11. 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) 3%

B) 5%

C) 10%

D) 20%

See p 236 Scheduling

Explanation

See p 236 Scheduling

12. A typical complex graphic takes how long to prepare:

A) 1 hour?

B) 1-2 hours?

C) 2-6 hours?

D) 6-8 hours?

p 238
See also Communicating your Plan on
metrics

Explanation

p 238
See also Communicating your Plan on
metrics

13. Executive summaries should be first drafted:

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

p 61

Explanation

p 61

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

A) 2

B) 3

C) 4

D) 5

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.

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.

15. Which is true?

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

p 63

Explanation

p 63

16. Graphics:

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

p 76

Explanation

p 76

17. A 'gadfly' reviewer should:

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

p 227

Explanation

p 227

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

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

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

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

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

A) Put the best available named individuals against roles

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

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

D) Explain that you do not have any spare staff

p 217

Explanation

p 217

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

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

p 125

Explanation

p 125

21. Readability studies suggest limiting line length to how many characters?

A) 30

B) 40 – 60

C) 80 – 100

D) it doesn’t matter

p 137

Explanation

p 137

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

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

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

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

D) What is the point of this section?

p 272

Explanation

p 272

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

A) Theme statements link strategy and solution

B) Theme statements link the advantages and benefit

C) Theme statements link discriminating features and benefits

D) Theme statements establish sales objectives

p 272

Explanation

p 272

24. 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) i)

B) ii)

C) i) and ii)

D) ii), iii) and iv)

Tangible benefits are measurable positive financial impacts

Explanation

Tangible benefits are measurable positive financial impacts

25. Which planet in our solar system is known for having the most extensive ring system?

Earth

Mars

Jupiter

Saturn

Saturn is renowned for its extensive and complex ring system, which is made up of ice particles, rocky debris, and dust. The rings are visible from Earth with the aid of a telescope.

Explanation

Saturn is renowned for its extensive and complex ring system, which is made up of ice particles, rocky debris, and dust. The rings are visible from Earth with the aid of a telescope.

26. What is the capital city of Japan?

Beijing

Seoul

Tokyo

Bangkok

Tokyo is the capital city of Japan and one of the most populous metropolitan areas in the world. It is a major economic and cultural center.

Explanation

Tokyo is the capital city of Japan and one of the most populous metropolitan areas in the world. It is a major economic and cultural center.

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

A) 5%

B) 10%

C) 15%

D) 20%

p 97

Explanation

p 97

28. Recommended best practice when selecting fonts is to:

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

p 138

Explanation

p 138

29. What is reviewed at a Pink Team?:

A) The pursuit decision

B) Storyboards

C) The capture plan

D) Competitors' strategies

p 224

Explanation

p 224

30. Which of these is inappropriate content for a footer?

A) Author’s name

B) Page number

C) Non-disclosure statement

D) Submittal date

p 136 / 137

Explanation

p 136 / 137

31. Which is NOT a benefit of storyboarding:

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

p 243

Explanation

p 243

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

A) 1 day

B) 2 days

C) 3 days

D) 5 days

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.

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.

33. 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) An introduction from the CEO

B) An article on bid management best practice

C) Registering for the conference

D) Two book reviews

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

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

34. Which statement about headings is correct?

A) Limit numbered headings to four levels

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

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

p 88

Explanation

p 88

35. Which of the following is NOT true of theme statements?

A) Try to state features first

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

C) Quantify where possible

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

p 273/7

Explanation

p 273/7

36. Storyboards and Mockups are NOT used:

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

p 187

Explanation

p 187

37. Capture planning should start:

A) Before the pursuit decision

B) After the pursuit decision

C) After the RFP is issued

D) After the bid is qualified in

p22 See also Bid Decisions and Process p 188

Explanation

p22 See also Bid Decisions and Process p 188

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

A) Pricing Manager?

B) Capture Manager?

C) Proposal Manager?

D) Volume Manager?

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

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