CMP Communication & Interpersonal Skills 2

Question 1

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?

Accepted Answer

Schedule a one-on-one conversation to understand their specific concerns

Answer

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.

Question 2

What does 'active listening' require a capture manager to do during a customer interaction?

Accepted Answer

Paraphrase the speaker's message and ask clarifying questions

Answer

Active listening involves paraphrasing and clarifying to demonstrate understanding and uncover the customer's true needs.

Question 3

A capture team member consistently interrupts colleagues during strategy sessions. How should the capture manager address this behavior?

Accepted Answer

Have a private, direct conversation about the impact of the behavior on team dynamics

Answer

A private, direct conversation addresses the behavior constructively while preserving the team member's dignity and team cohesion.

Question 4

In the context of capture management, what is the primary purpose of an 'executive summary' in a communication to senior leadership?

Accepted Answer

To deliver the most critical information concisely so leaders can act quickly

Answer

Executive summaries distill key points for time-constrained senior leaders who need to make fast, informed decisions.

Question 5

When communicating with a technically-oriented customer stakeholder, a capture manager should PRIMARILY:

Accepted Answer

Match the stakeholder's technical vocabulary and provide data-driven details

Answer

Tailoring communication style to the audience's technical depth builds credibility and ensures the message resonates.

(CMP) Capture Management Professional Certification Practice Test

(CMP) Capture Management Professional Certification Practice Test

CMP Communication & Interpersonal Skills 2