L4M5無料問題集「CIPS Commercial Negotiation」

質問 1

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

（B）Costs of labour and expenses incurred directly whether or not the production fluctuates owing to demand or downtime

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

（D）Costs that are connected with materials and labour, excluding expenses used directly in manufacturing products

正解：C 解答を投票する

質問 2

From the principled point of view about negotiation environment, which of the following is a true statement?

（A）Home advantage should not be exploited to win a temporary advantage

（B）Advantage gained from uncomfortable negotiation environment is likely to last long after the negotiation

（C）There is no ideal negotiation environment in real life

（D）The room layout can be seen as a source of tactical advantage

正解：A 解答を投票する

解説: (JPNTest メンバーにのみ表示されます)

質問 3

Which of the following types of questions should be used most often in the proposing phase?

（A）Open questions

（B）Hypothetical questions

（C）Closed questions

（D）Probing questions

正解：B 解答を投票する

解説: (JPNTest メンバーにのみ表示されます)

質問 4

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

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

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

（C）2 and 3 only (Environmental legislation and Risk management)

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

正解：A 解答を投票する

質問 5

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

正解：A 解答を投票する

解説: (JPNTest メンバーにのみ表示されます)

質問 6

Which of the following is the most appropriate approach to investors or shareholders who have high level of influence but low interest in the running of business?

（A）Manage them closely

（B）Keep these people inform through general communication media

（C）Engage and keep them satisfied

（D）Engage and consult with them regularly

正解：C 解答を投票する

解説: (JPNTest メンバーにのみ表示されます)

質問 7

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）No, because the travel would incur unnecessary costs

（D）Yes, because this is an opportunity to assess the supplier's capacity

正解：D 解答を投票する

解説: (JPNTest メンバーにのみ表示されます)

質問 8

What letter R in the acronym SMART stands for?

（A）Recommended

（B）Risk-free

（C）Random

（D）Relevant

正解：D 解答を投票する

解説: (JPNTest メンバーにのみ表示されます)

質問 9

Which of the following is the purpose of using stakeholder support level scale?

（A）To identify stakeholder's needs and expectations

（B）To estimate the gap and the progress towards desired levels of support

（C）To identify stakeholder level of influence and interest and plot them on stakeholder map

（D）To identify key stakeholders

正解：B 解答を投票する

解説: (JPNTest メンバーにのみ表示されます)

質問 10

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）1 and 4 only

（B）2 and 3 only

（C）1 and 3 only

（D）2 and 4 only

正解：C 解答を投票する

解説: (JPNTest メンバーにのみ表示されます)

質問 11

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）Volume pooling

（B）Value engineering

（C）Part substitution

（D）Compare total cost of ownership

（E）Budget linkages

正解：B、C 解答を投票する

解説: (JPNTest メンバーにのみ表示されます)

質問 12

What are the potential sources of conflict between the buyer and supplier? Select TWO that apply:

（A）Unequal sharing of gains, risks, and costs with the supplier

（B）Requesting early supplier involvement

（C）Planning scheduled visits to the supplier site

（D）Persistent late payment of the supplier's invoices

（E）Scheduling agreed supplier delivery dates

正解：A、D 解答を投票する

質問 13

A buying organisation with a low spend and the reputation for paying late might be viewed by a supplier as which of the following?

（A）Exploit

（B）Core

（C）Develop

（D）Nuisance

正解：D 解答を投票する

解説: (JPNTest メンバーにのみ表示されます)

質問 14

There are many factors which will influence supplier pricing decisions. Which of the following are external factors that may apply? Select THREE that apply:

（A）Cost of production

（B）Objectives of the organisation

（C）Price elasticity of demand

（D）Environmental factors affecting the cost of raw materials

（E）Customer perceptions of value

（F）Where the product is in its 'lifecycle'

正解：C、D、F 解答を投票する

L4M5 無料問題集「CIPS Commercial Negotiation」

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