L4M5試験無料問題集（387題）「CIPS Commercial Negotiation 認定」

出題：1

XYZ Ltd is importing goods from overseas. They prefer to pay their supplier in their own currency. Which of the following is a true statement?

A. Supplier will receive less if XYZ's currency appreciates

B. XYZ has to pay more if their currency depreciates

C. XYZ is able to pay less if their currency depreciates

D. XYZ has an advantage in negotiating discounts if their currency appreciates

正解：D 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：2

An oil refinery plant imports much of its crude oil from overseas. A procurement manager in the refinery suggests that fixing the crude oil contract price for 36 months would be beneficial for the company. Would this be a right thing to do?

A. No, the refinery would not be able to reap the benefits from falling commodity price and currency rates

B. Yes, financial budgeting task would be a lot easier with fixed pricing arrangement

C. No, fixed price should be only applied to contracts that last 60 months or longer

D. Yes, the supplier would bear the risk when the material price increased

正解：A 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：3

If a negotiation results in an offer which does not meet the buyer's minimum requirements, which of the following could the buyer pursue?

A. BATNA

B. ZOPA

C. STEEPLE

D. PESTLE

正解：A 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：4

Rose is a senior buyer from a skiing equipment retailer. Rose is concerned about the current ski boot shortage and the number of invoicing problems from a key supplier. She has decided to have a video conference with Victor, CEO of the supplier. Initially, she intends to threaten Victor with contract termination unless he can improve the situation. However, she is a little wary of doing this as the switching costs are high. Eventually, she decides to seek solutions by encouraging the other party to offer their views and ideas. Rose also prepares some ideas to discuss with Victor. Which of the following is the persuasion method that Rose intends to use in the forthcoming conference?

A. Directive (push)

B. Visionary (pull)

C. Collaborative (pull)

D. Persuasive reasoning (push)

正解：C 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：5

Lina Rawlins is a senior buyer working for a medical equipment company. Lina is in charge of the company's largest supplier account, Great Barrington Gas (GBG), a medical equipment supplier. Recently GBG's performance has declined, which has led to an increasing number of rejected items. Lina is aware of the seriousness of this, given the nature of the item, and has asked GBG to attend an urgent meeting. In the meeting, Lina asked the GBG representative "Can you tell me exactly what you are doing to ensure quality?" What type of question is Lina asking?

A. Leading

B. Reflective

C. Probing

D. Hypothetical

正解：C 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：6

In a commercial negotiation, a procurement professional believe that the larger the order quantity from buyer, the lower the supplier's average costs. Is this assumption true?

A. Yes, because larger order quantity will always enable the supplier to reach its economy of scale

B. Yes, because larger order quantity will bring a considerable profit to supplier

C. No, because the supplier may need to invest in new facility to meet buyer's demand

D. No, because supplier's average costs will rise as the buyer's demand increases

正解：C 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：7

Which of the following are intangible values created by trust in business relationships? Select TWO that apply.

A. Frequent conflict escalation

B. Positive feedbacks from customers

C. Higher revenues

D. More focus on core business

E. Increasing response time to request

正解：B,D 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：8

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 get a comprehensive picture of supplier's efficiency

B. 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

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

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

正解：D 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：9

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

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

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

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

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

正解：D 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：10

Which of the following is a source of information on microeconomic factors?

A. Analysis published in the mainstream and financial media

B. The marketing and corporate communications of suppliers

C. Data published by financial markets and commodity exchanges

D. Published economic indices such as the Retail Price Index (RPI)

正解：B 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：11

Which of the following are tools that help procurement visualise cost breakdowns of products and services purchased from supplier?
1. Spend candlesticks
2. Spend tree
3. Aggregate expenditure model
4. Spend waterfall

A. 1 and 3 only

B. 1 and 2 only

C. 2 and 4 only

D. 3 and 4 only

正解：C 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：12

Colin Smith is preparing to negotiate for a chemical used in fertiliser. His organisation's objective is ethical and sustainable procurement. Using the Must-Intend-Like (MIL) framework, how should Colin categorise this objective?

A. Must have

B. Like to have

C. Intend to have

D. Likely to have

正解：A 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

出題：13

Which of the following is the internal factor that is taken into price of a product?

A. Customer tastes

B. Elasticity

C. Risk management

D. Exchange rate

正解：C 解答を投票する

解説: (GoShiken メンバーにのみ表示されます)

L4M5試験無料問題集「CIPS Commercial Negotiation 認定」