Communication & Interpersonal Skills Flashcards
7 cards from real CMP practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Communication & Interpersonal Skills flashcards as text
During a competitive capture, a capture manager notices the customer's program manager seems disengaged during briefings. What is the BEST interpersonal approach to re-engage them?
Answer: Schedule a one-on-one conversation to understand their specific concerns
A one-on-one conversation allows the capture manager to identify the root cause of disengagement and tailor future communications to that individual's interests.
What does 'active listening' require a capture manager to do during a customer interaction?
Answer: Paraphrase the speaker's message and ask clarifying questions
Active listening involves paraphrasing and clarifying to demonstrate understanding and uncover the customer's true needs.
A capture team member consistently interrupts colleagues during strategy sessions. How should the capture manager address this behavior?
Answer: Have a private, direct conversation about the impact of the behavior on team dynamics
A private, direct conversation addresses the behavior constructively while preserving the team member's dignity and team cohesion.
In the context of capture management, what is the primary purpose of an 'executive summary' in a communication to senior leadership?
Answer: To deliver the most critical information concisely so leaders can act quickly
Executive summaries distill key points for time-constrained senior leaders who need to make fast, informed decisions.
When communicating with a technically-oriented customer stakeholder, a capture manager should PRIMARILY:
Answer: Match the stakeholder's technical vocabulary and provide data-driven details
Tailoring communication style to the audience's technical depth builds credibility and ensures the message resonates.
A capture manager receives negative feedback from a customer about a proposal section. What is the most constructive immediate response?
Answer: Thank the customer for the feedback and ask clarifying questions to understand their concerns
Thanking the customer and seeking clarification turns negative feedback into a customer intelligence opportunity and preserves the relationship.
What communication technique is MOST effective when trying to build consensus among capture team members with conflicting priorities?
Answer: Facilitating a structured discussion that surfaces shared goals and trade-offs
Structured facilitation helps team members find common ground by focusing on shared objectives rather than entrenched positions.