최신 L4M5 무료덤프 - CIPS Commercial Negotiation

문제1

Which of the following stages of the CIPS Procurement Cycle are typically where commercial negotiations take place?
Contract management and improvement
Develop tender documentation
Market sector analysis
Contract award and implementation

A. 1 and 4

B. 1 and 3

C. 3 and 4

D. 2 and 3

정답: A

설명: (DumpTOP 회원만 볼 수 있음)

문제2

Buyers should have the ability to analyse the costs of their purchases not only for determining their impact to their organisation's cost but also for the purpose of reducing them during commercial negotiations to contribute to the profitability of their organisation. One way of analysing costs is to classify them into direct and indirect costs. Which ONE of the following is an explanation of 'direct costs'?

A. Costs of labour and expenses incurred directly whether or not the production fluctuates owing to demand or downtime

B. Costs that are connected with materials and labour, excluding expenses used directly in manufacturing products

C. Costs of materials, labour, and other expenses that are directly identified with manufactured units of a product

D. Costs that are only related to manufacturing firms where raw materials are directly converted into specific product units

정답: C

문제3

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)

문제4

Which of the following are most likely to be fundamentals of Fisher & Ury's principled negotiation?
1. Depersonalise the argument
2. Focus on positions
3. Generate creative options
4. Using subjective criteria

A. 2 and 4 only

B. 1 and 4 only

C. 2 and 3 only

D. 1 and 3 only

정답: D

설명: (DumpTOP 회원만 볼 수 있음)

문제5

Which of the following best describes Leverage quadrant in Kraljic matrix?

A. Low risk, low importance

B. High complex, low importance

C. High value, high complex

D. Low risk, high importance

정답: D

설명: (DumpTOP 회원만 볼 수 있음)

문제6

The bargaining power of buyers is likely to be high in relation to suppliers in which of the following situations?

A. The buyer does not have the option to make as an alternative to buy

B. The buyer is large in size relative to the supplier

C. The buyer demand is urgent and cannot be postponed

D. The buyer spend is a low proportion of the supplier's revenue

정답: B

설명: (DumpTOP 회원만 볼 수 있음)

문제7

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)

문제8

Which of the following is the area where two or more negotiating parties may find common ground?

A. Zone of potential agreement

B. Zone of proximal development

C. Best alternative to a negotiated agreement

D. Walk away area

정답: A

설명: (DumpTOP 회원만 볼 수 있음)

문제9

Which of the following are internal factors when a supplier is making its pricing decision?

A. 2 and 3 only (Environmental legislation and Risk management)

B. 1 and 4 only (Price elasticity of demand and The stage in the product life cycle)

C. 1 and 2 only (Price elasticity of demand and Environmental legislation)

D. 3 and 4 only (Risk management and The stage in the product life cycle)

정답: D

문제10

The National Schools Purchasing Forum (NSPF) is a procurement organisation that purchases goods and services on behalf of schools on a national scale. NSPF is close to concluding negotiations in a meeting with Hygienics For All (HFA) for the supply of consumables to school washrooms. Both parties have reached an agreeable position, and NSPF feels it is important that they conclude the negotiation at this point. What type of questions should NSPF ask HFA to achieve this?

A. Closed questions

B. Hypothetical questions

C. Probing questions

D. Open questions

정답: A

설명: (DumpTOP 회원만 볼 수 있음)

문제11

A skilled negotiator will use a range of questioning techniques in a negotiation. If they wished to explore options with the other party without making any formal commitment, which type of question style would they use?

A. Hypothetic

B. Reflective

C. Leading

D. Multiple

정답: A

설명: (DumpTOP 회원만 볼 수 있음)

문제12

At the first stage of CIPS Procurement and Supply Cycle (Understand need), which of the following is the most important duty of procurement professional?

A. Undertaking 'reverse marketing'

B. Demand management

C. Evaluating the interests from suppliers

D. Deciding whether RFQ or ITT should be used

정답: B

설명: (DumpTOP 회원만 볼 수 있음)

최신 L4M5 무료덤프 - CIPS Commercial Negotiation

우리와 연락하기

유용한 링크

최신 업데이트