New 30 Minute Sample Paper 1
APMP Foundation Questions: Half Hour Sample Paper
40 questions
30 minutes
- 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 refersExplanation
p 8Rate this question:
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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 decisionExplanation
p22 See also Bid Decisions and Process p 188Rate this question:
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- 3.
What is the capital city of Japan?
- A.
Beijing
- B.
Seoul
- C.
Tokyo
- D.
Bangkok
Correct Answer
C. TokyoExplanation
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.Rate this question:
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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 ProspectExplanation
p 43Rate this question:
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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 fileExplanation
p 53Rate this question:
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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 SalesExplanation
p 61Rate this question:
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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 visionExplanation
p 56Rate this question:
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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 prospectExplanation
p 63Rate this question:
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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 writtenExplanation
p 76Rate this question:
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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 97Rate this question:
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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 draftExplanation
p 243Rate this question:
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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 advanceExplanation
p 97Rate this question:
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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 pointExplanation
p 138Rate this question:
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- 14.
Which planet in our solar system is known for having the most extensive ring system?
- A.
Earth
- B.
Mars
- C.
Jupiter
- D.
Saturn
Correct Answer
D. SaturnExplanation
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.Rate this question:
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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) StoryboardsExplanation
p 224Rate this question:
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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 themesExplanation
p 227Rate this question:
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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
metricsRate this question:
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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 visualsExplanation
p 247Rate this question:
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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 ManagementRate this question:
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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 priceExplanation
p 182Rate this question:
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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 firstExplanation
p 121Rate this question:
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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 ITTExplanation
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 BAFORate this question:
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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) 3Explanation
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.Rate this question:
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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 125Rate this question:
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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 coveredExplanation
p 187Rate this question:
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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 rolesExplanation
p 217Rate this question:
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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 TenderExplanation
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.Rate this question:
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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 meetingExplanation
p 99Rate this question:
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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 benefitsExplanation
p 272Rate this question:
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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 SchedulingRate this question:
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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 conferenceExplanation
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 phrasesRate this question:
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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 272Rate this question:
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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 firstExplanation
p 273/7Rate this question:
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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 resumesExplanation
p 221Rate this question:
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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 – 60Explanation
p 137Rate this question:
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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 nameExplanation
p 136 / 137Rate this question:
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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 countExplanation
p 56Rate this question:
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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 purposeExplanation
p 88Rate this question:
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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 daysExplanation
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.Rate this question:
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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 impactsRate this question:
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