New 30 Minute Sample Paper 1

A) Response Matrix

B) Invitation to Tender

C) Requirements Checklist

D) Compliance Matrix

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

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) 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) 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) 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) 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) 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) 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

A) 3%

B) 5%

C) 10%

D) 20%

A) 1 hour?

B) 1-2 hours?

C) 2-6 hours?

D) 6-8 hours?

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) 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) 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) 2

B) 3

C) 4

D) 5

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) 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) 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

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) 30

B) 40 – 60

C) 80 – 100

D) it doesn’t matter

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?

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

A) i)

B) ii)

C) i) and ii)

D) ii), iii) and iv)

Earth

Mars

Jupiter

Saturn

Beijing

Seoul

Tokyo

Bangkok

A) 5%

B) 10%

C) 15%

D) 20%

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) The pursuit decision

B) Storyboards

C) The capture plan

D) Competitors' strategies

A) Author’s name

B) Page number

C) Non-disclosure statement

D) Submittal date

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) 1 day

B) 2 days

C) 3 days

D) 5 days

A) An introduction from the CEO

B) An article on bid management best practice

C) Registering for the conference

D) Two book reviews

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

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

A) Before the pursuit decision

B) After the pursuit decision

C) After the RFP is issued

D) After the bid is qualified in

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

A) Pricing Manager?

B) Capture Manager?

C) Proposal Manager?

D) Volume Manager?

A) Before the first proposal strategy review meeting.

B) Before the proposal kick-off meeting

C) At the proposal kick-off meeting

D) Following the proposal kick-off meeting

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