[2022年更新]早速ゲットしてトップランクのCIPS L4M5試験問題集
パスする秘訣はL4M5をゲットして認証された試験エンジンPDF
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質問 64
Sumitomo Rubber Industries (SRI) is a Japan-based tyre manufacturer. In order to increase production, SRI is sourcing rubber from Southeast Asian firms. Which of the following micro factors are most likely to shift the balance of power to supplier? Select TWO that apply
- A. SRI's purchase amount makes significant proportion of supplier revenue
- B. There are no close substitutes for rubber
- C. SRI sets up its own rubber plantation
- D. Rubber from different suppliers is virtually similar
- E. Costs of changing suppliers are high
正解: B,E
解説:
There are many factors that can influence the balance of power in a negotiation. These factors are classified into 3 levels:
Macro level: STEEPLE framework: social, technological, economic, environment, political, legal and ethical Micro level: Porter's five forces:
Diagram Description automatically generated
One-to-one buyer-supplier dynamics.
The question asks about the micro factors that increases supplier's bargaining power. Among 5 answers, only 2 are likely to increase buyer's power:
There are no close substitutes for rubber: the buyer has to buy rubber, not any other material.
Costs of changing suppliers are high: buyer entails a large barrier if they want to switch supplier.
Other answers cannot be correct because:
SRI sets up its own rubber plantation: Buyer secures its own supply
SRI's purchase amount makes significant proportion of supplier revenue: Suppliers are reliant on buyer. If the buyer stops buying from them, they can face serious cash flow problems Rubber from different suppliers is virtually similar: undifferentiated product would shift the power balance towards buyer.
質問 65
What is the most likely outcome when two organisations with adversarial relationship negotiate with each other?
- A. Win lose
- B. Deadlocked
- C. Win win
- D. Lose lose
正解: A
解説:
An adversarial relationship in purchasing and supply arises when identical or equivalent good or services are available from competing suppliers and buyers/sellers are trying to gain an advantage over each other. Low levels of trust are characteristic of adversarial relationships. The outcome when two organisations with adversarial negotiate is most likely to be win-lose.
質問 66
Which of the following are most likely to be the potential cultural differences that can make transactions with an international supplier more problematic that with local suppliers? Select TWO that apply.
- A. The importance of timescales
- B. Currency exchange fluctuation
- C. The use and interpretation of body language
- D. Incoterms and logistics difficulties
- E. Payment mechanism
正解: A,C
解説:
Explanation
The question requires student to detect factors of cultural differences. Problems may occur on the international scene with such things as the importance of extending courtesy between cultures, the importance of timescales, the use of negotiating ploys, the sense of 'fair play', the use and interpretation of body language, the role of women in negotiations (or indeed, in business in general), the importance of status, the role of conflict, standards of dress and deportment and the readiness to ignore or uphold contract terms and conditions.
LO 3, AC 3.3
質問 67
Which of the following may help the procurement professional increase expert power in commercial negotiation? Select TWO that apply.
- A. Insights
- B. Personality
- C. Official positions
- D. Ability to compensation
- E. Expertise knowledge
正解: A,E
解説:
Expert power is based on a person's high levels of skill and knowledge, formal training, qualifications and experience in aparticular procurement category would give someone expert status and mean that in negotiation their voice is listened to as a more objective, informed knowledge leader. Expert power is based on facts, knowledge, research, insight and study.
Legitimate power comes from rules, formal authority, organisation rank, staff rate or official position held.
Reward power comes from one person's ability to compensate or reward another for compliance.
Referent power stems from their personality, way of engaging with others and habit of acting in a way that is in line with a strong set of values and principles.
質問 68
To buying organisation, savings can be achieved from different saving levers or tactics. Which of the following are means that deliver savings through optimising specifications?
- A. Compare total cost of ownership
- B. Volume pooling
- C. Part substitution
- D. Value engineering
- E. Budgetlinkages
正解: C,D
解説:
If driving greater value and efficiency from your supply base is your end, you should remember that there are many ways to do this without seeking to negotiate lowerprices. Below are 7 types of saving levers:
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質問 69
Which of the following are typical characteristics of activity-based costing (ABC) method? Select TWO that apply.
- A. ABC has tended to over cost products on long runs and under cost those on short runs
- B. Limited understanding of true costs incurred
- C. ABC provides the information required to take action and realise improvements
- D. Costs are allocated based on volume
- E. Variable and all related overhead expenses are specifically assigned to a business activity
正解: C,E
解説:
Activity-based costing is an alternative approach to traditional absorption costing. The characteristics of these two methods are illustrated in the graph below:
Graphical user interface, text, chat or text message, website Description automatically generated
質問 70
Which of the following can help both parties to break the vicious cycle of blame when a relationship needs repairing? Select TWO that apply.
- A. Focusing onpositions
- B. Conflict management skills
- C. Constant shadowing and oversights
- D. Both parties understand each other's goals
- E. Emotional-based assessment
正解: B,D
解説:
In order to break vicious cycle of blame, procurement will need to use their negotiation and conflict management skills,adopting a collaborative and integrative approach. Your first action should be to establish the facts that led to the situation where the relationship broke down. Most day-to-day relationship between buying organisations and suppliers do not of course involve procurement staff, so you will need to consult with your business partners internally to establish their point of view of where the issue and sources of conflict are. You should also contact the supplier and get their side of the story - this is particularly to when you have previously identified the supplier as critical or otherwise important to your operations. Ideally you will be able to apply principled negotiation here, separating the people from the issue, focusing on interests and not positions,and then looking for options of mutual benefits.
質問 71
An automotive company purchases high quality steel to produce components. The steel is an important raw material and the contract value is enormous. They sources the steel from oversea and contact some potential suppliers. One of the potential suppliers invites the procurement team to their premise for a new business opportunity. Should the procurement team accept the invitation?
- A. No, because negotiating over telephone is enough to collect information on supplier's capability
- B. Yes, because the visit would increase the buyer's bargaining power
- C. Yes, because this is an opportunity to assess the supplier's capacity
- D. No, because the travel would incur unnecessary costs
正解: C
解説:
Explanation
In the scenario, the value of contract as well as the importance of purchased item justify the procurement's travel. Visiting a supplier at their HQ or operational facility may facilitate the procurement team in assessing, albeit briefly, the culture of the organisation, how busy they seem and how staff engage with each other. A visit is a good opportunity to assess supplier's capacity.
LO 2, AC 2.2
質問 72
Which type of question should be used to receive affirmation on statement?
- A. Closed
- B. Narrow
- C. Leading
- D. Open
正解: A
解説:
Different questioning styles can be used to elicit desired responses:
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質問 73
A procurement professional is sourcing low value items. He conducts market analysis and realise that these items can be provided by many suppliers and switching cost between suppliersis relatively low. He also assume that the relationship between buyer and supplier will be transactional rather than long-term. According to Thomas-Kilmann conflict model instrument, which of the following is the most appropriate style that the procurement professional should adopt when negotiating with these suppliers?
- A. Competing
- B. Collaborating
- C. Compromising
- D. Avoiding
正解: A
解説:
According to Thomas-Kilmann conflict model instrument, there are 5 conflict management styles:
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In this scenario, the buyer's bargaining power is stronger than suppliers', and the relationship is transactional.
Therefore, to get the most preferable outcome, the procurement professional can take an assertive approach, while he doesn't need to co-operate closely with these suppliers. Competing will be the most appropriate approach to negotiation in this scenario so that the buying organisation can get a better deal.
質問 74
'What specific tests do you carry out to ensure quality is achieved?' This is an example of which type of negotiation question?
- A. Probing
- B. Leading
- C. Reflective
- D. Closed
正解: A
解説:
Explanation
The question requires more detailed answer, it is an example of probing question.
Probing questions are typically follow-up questions, and aim to elicit more detailed information on the back of the answer elicited from theopen questions. Probing question are also useful to check that the supplier fully understand their offering, as well as your needs, can also be used to communicate to the suppliers that you know this category well.
LO 3, AC 3.3
質問 75
Which of the following are most likely to be macro factorsthat may influence the balance of power in commercial negotiation? Select THREE that apply.
- A. Purchasing spend volume
- B. Sustainability of natural resources
- C. Intensity of competition in a industry
- D. Number of substitute products or services
- E. Disruptive technologies
- F. Economic growth rates
正解: B,E,F
解説:
Explanation
All one-to-one commercial negotiations between a specific purchaser and a specific supplier take place within an industrial market and a larger business environment characterised by multiple forces which both parties typically have little control over. STEEPLE framework highlights the 6 main external influences on a business:
Table Description automatically generated
LO 1, AC 1.3
質問 76
One difference between perfect competition and monopolistic competition is that...?
- A. Firms in monopolistic competition face a downward-sloping demand curve
- B. A perfectly competitive industry has fewer firms.
- C. Monopolistic competition has no barriers to entry
- D. In perfect competition, firms produce slightly differentiated products
正解: A
解説:
Explanation
Monopolistic competition exists in market where there are many competing producers but they will try to use product differentiation. Although their products may be very similar, their ability to differentiate means that they can act as monopolies in short run, irrespective of the actions of their competitors.
In perfect competition, there are no barriers to entry to the market or exit from the market. In monopolistic competition, there tend to be fewer barriers to entry or exit in these markets than in oligopolistic markets, but it doesn't mean that there are absolutely no barriers to entry in monopolistic competition.
In perfect competition, the demand curve is perfectly elastic, which means that it will be horizontal.
Otherwise, in monopolistic competition market, the demand curve will have normal downward slope.
LO 2, AC 2.2
質問 77
Telephone is most likely to be used for which of the following negotiations?
- A. Complex one-off purchase
- B. High value contract
- C. Routinetransactions
- D. Contract for purchasing a specialised product
正解: C
解説:
Explanation
Many commercial negotiations could be considered routine or just not worth the investment for buyers, and using the phone can make more sense and can be more immediate.
LO 2, AC 2.4
質問 78
When is the best time to adopt accommodating style according to Thomas-Kilmann conflict mode instrument?
- A. When preserving harmony and avoiding disruption with supplier are especially important
- B. When both buyer and supplier want to find anintegrative solution as their concerns are too important to be compromised
- C. When buyer needs to gather more information to gain more advantages in later negotiations
- D. When buyer and supplier have equal power but are strongly committed to mutually exclusive goals
正解: A
解説:
Explanation
According to Thomas-Kilmann conflict model instrument, there are 5 conflict management styles:
Accommodating is an unassertive andcooperative approach to resolving the conflict. Accommodating means conceding to the other party with little debate or fight, not challenging or strongly putting forward your own point of view and generally giving and yielding to the other party's point of view. Accommodating is best used when:
1. When others can resolve the conflict more effectively
2. When the issue is much more important to the other person than to yourself - to satisfy the needs of others and to show you are reasonable
3. To build upsocial credit for later issues which are important to you
4. When continued competition would only damage your cause
5. When preserving harmony and avoiding disruption are especially important
6. To aid in the managerial development of subordinates by allowing them to experiment and learn from their own mistakes LO 1, AC 1.1
質問 79
Information generated through Purchase Price Cost Analysis can be useful to the purchaser, by helping to identify which of the following costs relating to the supplier? Select the THREE that apply.
- A. Market costs
- B. Profit
- C. Budgeted costs
- D. Material costs
- E. Depreciation on equipment
- F. External costs
正解: D,E
解説:
Explanation
Below aresome examples of cost input that can be analysed in PPCA process:
- Material costs
- Process and labour costs
- Employment costs
- Overhead costs
- Distribution costs
- Depreciation on equipment
- Profit
If you want to learn more on PPCA, you can studyfrom OGC document here:
https://webarchive.nationalarchives.gov.uk/20100609100650/www.ogc.gov.uk/documents/Cost_Price_analysis(1 LO 2, AC 2.1
質問 80
Which of the following is the true statement?
- A. All connected stakeholders have a low level of impact on procurement negotiations
- B. Commercial negotiation objectives should be driven by just the instincts of procurement
- C. External stakeholders such as suppliers can largely influence an organisation's procurement negotiations
- D. Internal stakeholder support will be important for both negotiation and contract performance
正解: D
解説:
Internal stakeholder support will be important not just at the initial negotiation of the contract, but potentially throughout the life of the contract right through to exit.
As a general rule, connected stakeholders (with the exception of suppliers) have a low level of influence on procurement negotiations.
Suppliers are connected stakeholders who have contractual relationships with the organisation.
Commercial negotiation objective should be driven by thebusiness needs of the organisation, and not just the instinct of procurement.
質問 81
Which of the following is a disadvantage of absorption costing method?
- A. Fixedcost allocated to products on the basis of the cost of activities used in producing them
- B. Variable costs are not taken into product final costs
- C. Limited understanding of true costs incurred
- D. Using marginal cost of producing addition units
正解: C
解説:
Absorption costing is an approach to allocating overheads in which indirect costs are loaded or absorbed into direct costs related to specific jobs, processes or outputs, using an estimated basis of allocation.
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質問 82
Which of thefollowing is the purpose of using stakeholder support level scale?
- A. To identify key stakeholders
- B. To identify stakeholder level of influence and interest and plot them on stakeholder map
- C. To estimate the gap and the progress towards desired levels of support
- D. To identify stakeholder's needs and expectations
正解: C
解説:
Explanation
In order to estimate the gap and the progress towards desired level of support, a stakeholder support scale can be used by the procurement internally. The support level scale measures stakeholder commitment. Current support level for the procurement/negotiation objectives should be gained from engagement with key stakeholders. The following is an example of stakeholder support level scale:
Graphical user interface, application Description automatically generated
LO 1, AC 1.1
質問 83
Which of the following are rules of attentive listening? Select TWO that apply.
- A. React to the person who is speaking
- B. Prepare for whatto say next
- C. Do not interrupt when the other party is speaking
- D. Listen deliberately
- E. Only focus on verbal cues
正解: C,D
解説:
Explanation
Hearing is passive but listening is active, and some people need to learn to be a good, attentive listener. The following rules of attentive listening will help you to become a successful negotiator:
* Be motivated to listen
* Be alert to non-verbal cues
* Do not interrupt the other party when they are speaking
* Fight off distractions
* Write everything down
* Listen with a goal in mind
* Give the other party your undivided attention
* React to the message, not the person
LO 3, AC 3.3
質問 84
Which of the following are most likely to be characteristics of a perfectly competitive market? Select TWO that apply
- A. Firms can freely enter or exit the market
- B. In a competitive market, both buyers and sellers areprice givers
- C. There are many buyers and sellers in the market
- D. In a perfectly competitive market, each seller has a large impact on the market price A perfectly competitive market consists of products that are all slightly different from one another
正解: A,C
解説:
Explanation
A perfectly competitive market is one with the following features:
- There are many firms producing identical or very similar (homogeneous) goods or services
- There are no barriers toentry to the market or exit from the market - anyone can enter or leave easily
- Both producers and customers have perfect knowledge of the market place, prices, costs of production and influences on demand and supply Under these conditions, the price andquantity will always tend toward equilibrium as any producer that sets a price above equilibrium will not sell anything at all, and any producer that sets a price below a equilibrium will obtain 100% market share in theory. The demand curve is perfectly elastic, which means that it will be horizontal. In a perfectly competitive market, it is difficult to increase profits through pricing, and suppliers instead must focus on their cost structure. As these conditions imply, there are few if any examples of perfectly competitive market.
LO 2, AC 2.2
質問 85
Representatives from South African Department of Health is negotiating the price of hospital drugs with US pharmaceutical companies. Which of the following are most likely to be macro factors that influence the outcomes of the negotiation? Select TWO that apply.
- A. Order quantity
- B. Forward integration
- C. Digitalisation of medicine
- D. Regulations on health and safety
Switching costs of buyer
正解: C,D
解説:
Explanation
All one-to-one commercial negotiations between a specific purchaser and a specific supplier take place within an industrial market and a larger business environment characterised by multiple forceswhich both parties typically have little control over. STEEPLE framework highlights the 6 main external influences on a business:
Table Description automatically generated
Particularly, pharmaceutical industry is a heavily regulated sector, therefore, legal and regulatory matters in theindustry is highly important. Otherwise, technological trends also permeate into pharmaceutical companies, technologies like digitalisation may transform the balance of power in such negotiation.
LO 1, AC 1.3
質問 86
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