최신 L4M5 무료덤프 - CIPS Commercial Negotiation

문제1

An experienced procurement professional is developing strategies for forthcoming negotiations with her key supplier. To avoid negotiation deadlocks, she identifies the reasons why negotiations could fail. Which of the following are most likely to be reasons for negotiation failures? Select TWO that apply.

A. Underlying interests of TOP are overlooked

B. MIL objectives are well established

C. Both parties focus on common interests

D. Unachievable objectives were set up

E. Buyer helps to create a co-operative atmosphere

정답: A,D

설명: (DumpTOP 회원만 볼 수 있음)

문제2

Which of the following is a disadvantage of absorption costing method?

A. Using marginal cost of producing addition units

B. Fixed cost allocated to products on the basis of the cost of activities used in producing them

C. Limited understanding of true costs incurred

D. Variable costs are not taken into product final costs

정답: C

설명: (DumpTOP 회원만 볼 수 있음)

문제3

Which of the following will positively affect reputational strength of an organisation? Select TWO that apply.

A. High ethical standards

B. Weak internal coordination

C. Adopting out-of-date technology

D. Strong customer focus

E. Great gap between reputation and reality

정답: A,D

설명: (DumpTOP 회원만 볼 수 있음)

문제4

Cost and price analysis is very important for buyers when they are preparing for a negotiation with supplier.
Which of the following is a benefit of knowing supplier's fixed costs?

A. The buyer would be able to know the right volume to reach break-even point

B. The buyer would be able to get a comprehensive picture of supplier's efficiency

C. With the sole understanding of supplier's fixed cost, the buyer would be able to know the volume at which supplier maximises their profit in short-run

D. The buyer would be able to know the point at which the supplier would reject the offer

정답: A

설명: (DumpTOP 회원만 볼 수 있음)

문제5

The activity of listening in a negotiation includes which of the following processes?
Hearing
Interpreting
Rapport
Influencing

A. 2 and 4 only

B. 1 and 2 only

C. 2 and 3 only

D. 1 and 3 only

정답: B

설명: (DumpTOP 회원만 볼 수 있음)

문제6

Understanding supplier's mark-up and margin can provide procurement professional a comprehensive insight into supplier's net profits. Is this statement true?

A. No, because mark-up and margin inform little about supplier's net profit

B. No, because margin is enough to tell procurement about supplier's profitability

C. Yes, because supplier's mark-up and margin are two most valuable sources of information to procurement

D. Yes, because these are two indicators of supplier's future prospect

정답: A

설명: (DumpTOP 회원만 볼 수 있음)

문제7

In which of the following persuasion methods, the influencer uses logics and objective reasons to persuade the others to buy into influencer's ideas?

A. Directive (push)

B. Visionary (pull)

C. Collaborative (pull)

D. Persuasive reasoning (push)

정답: D

설명: (DumpTOP 회원만 볼 수 있음)

문제8

Win-lose approach is most likely to be associated with which of the following type of relationship?

A. Adversarial

B. Partnership

C. Strategic alliance

D. Outsourcing

정답: A

설명: (DumpTOP 회원만 볼 수 있음)

문제9

Procurement gets involved in negotiating purchase requisitions only when there is a value analysis to ensure that only value-adding aspects are included. Is this statement true?

A. No, purchasing can negotiate other details of the purchase requisition even where value analysis is absent

B. Yes, value analysis is the single most important responsibility of procurement in the processing of repeat requisitions

C. Yes, the role of purchasing is to add value to the purchase, and therefore every purchase requisition must go through a team value analysis

D. No, value analysis is a very technical process that requires the expertise of engineering and financial analysts

정답: A

설명: (DumpTOP 회원만 볼 수 있음)

문제10

A procurement professional is negotiating with a supplier on cleaning service. She realises that there are huge cost-saving opportunities if the supplier agrees to reduce its mark-up and unnecessary employee benefits.
Supplier's mark-up and employee benefits are examples of which of the following?

A. Addressable spend

B. Spend cube

C. Spend waterfall

D. Spend tree

정답: A

설명: (DumpTOP 회원만 볼 수 있음)

문제11

Which type of question should be used to receive affirmation on statement?

A. Narrow

B. Open

C. Leading

D. Closed

정답: D

설명: (DumpTOP 회원만 볼 수 있음)

문제12

Langham Industries is seeking to expand its operations globally. The CEO has asked the procurement department to engage in a macroeconomic analysis for its potential new supply chain to meet organisational objectives and outcomes. Which of the following would be a source of macroeconomic data?

A. Published market indices

B. Attending trade conferences

C. Competitor analysis

D. Online supplier forums

정답: A

설명: (DumpTOP 회원만 볼 수 있음)

문제13

Which of the following statements about oligopoly is incorrect?

A. A few firms play an important role in the sale of a product

B. Oligopolistic firms recognize their interdependence

C. Prices in oligopoly are predicted to fluctuate widely and frequently

D. One firm's behaviour is a function of what its rivals do

정답: C

설명: (DumpTOP 회원만 볼 수 있음)

문제14

Stalemate is more likely to happen if both parties trade more variables in a commercial negotiation. Is this assumption true?

A. Yes, because more variables will cause more conflicts of interest

B. No, because the party who offers more variables will have lower bargaining power

C. No, because more variables will facilitate more possible negotiated outcomes

D. Yes, because the negotiation will last endlessly if there are too many variables

정답: C

설명: (DumpTOP 회원만 볼 수 있음)

문제15

Which of the following are typical characteristics of activity-based costing (ABC) method? Select TWO that apply.

A. Costs are allocated based on volume

B. ABC provides the information required to take action and realise improvements

C. ABC has tended to over cost products on long runs and under cost those on short runs

D. Limited understanding of true costs incurred

E. Variable and all related overhead expenses are specifically assigned to a business activity

정답: B,E

설명: (DumpTOP 회원만 볼 수 있음)

문제16

According to Dr. Mari Sako, which of the following is potentially the weakest trust to be built?

A. Goodwill trust

B. Competence trust

C. Charitable trust

D. Contractual trust

정답: D

설명: (DumpTOP 회원만 볼 수 있음)

문제17

Before engaging in a negotiation with a supplier of rechargeable lights, procurement team tries to visualise the breakdown of supplier's costs to calculate its break-even point. They estimate that total fixed expenses related to rechargeable electric light are $270,000 per month and variable expenses involved in manufacturing this product are $126 per unit. The supplier charges its customer $180 per unit. Within its current capacity, this supplier will make a profit at which of the following?

A. More than 5,000 units are sold monthly

B. Exactly 5,000 units are sold per month

C. More than 1,500 units are sold monthly

D. Exactly 1,500 units are sold monthly

정답: A

설명: (DumpTOP 회원만 볼 수 있음)

최신 L4M5 무료덤프 - CIPS Commercial Negotiation

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