L4M5 無料問題集「CIPS Commercial Negotiation」

（A）Rational persuasion

（B）Personal appeal

（C）Coalition

（D）Inspirational appeal

（A）The buyer would be able to get a comprehensive picture of supplier's efficiency

（B）The buyer would be able to know the point at which the supplier would reject the offer

（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 right volume to reach break-even point

（A）Narrowing the range of options

（B）Not making concessions to the other party

（C）Persuading the other party to accept your proposal

（D）Attempting to close down any discussions

（A）Cultural differences

（B）Requisition

（C）Contract governing law

（D）Payment terms

（E）Framework arrangement

（A）Intensity of competition in a industry

（B）Disruptive technologies

（C）Number of substitute products or services

（D）Sustainability of natural resources

（E）Economic growth rates

（F）Purchasing spend volume

（A）Leading

（B）Hypothetical

（C）Open

（D）Closed

（A）Variable costs are not taken into product final costs

（B）Using marginal cost of producing addition units

（C）Limited understanding of true costs incurred

（D）Fixed cost allocated to products on the basis of the cost of activities used in producing them

（A）Land rental paid in advance

（B）Governments taxes

（C）Raw materials for next year production

（D）Additional pallet hires due to higher demand in year-end season

（A）1 and 3 only

（B）3 and 4 only

（C）1 and 2 only

（D）2 and 4 only

（A）Accept the offer of the tickets as this will enhance the relationship between both parties

（B）Reject the offer as the procurement manager will have to repay the gesture

（C）Accept the offer as this will not affect the relationship with the supplier

（D）Reject the offer as this may be seen as a conflict of interest during the negotiation

（A）In a market where the buyers are competing for fewer supply sources

（B）When the supplier is a monopolist and some advantages need to be gained from the agreement

（C）Where there is a single sourcing strategy to eliminate the competing suppliers and retain only one

（D）In a market that is full of alternative sources and substitute products

（A）Logic

（B）Threat

（C）Emotion

（D）Power

（A）Profit expressed as a percentage of variable costs

（B）Profit expressed as a percentage of the selling price

（C）Profit expressed as a percentage of fixed costs

（D）Profit expressed as a percentage of costs

（A）Yes, since procurement manager has his own cost savings target to achieve and he should make use of supplier's financial status

（B）No, it is unethical to exploit the weakness of the other party

（C）No, procurement should insist the payment term remains 60 days

（D）Yes, the procurement manager should keep that 5% for himself because that amount is a fair compensation for his effort

（A）The buyer demand is urgent and cannot be postponed

（B）The buyer spend is a low proportion of the supplier's revenue

（C）The buyer does not have the option to make as an alternative to buy

（D）The buyer is large in size relative to the supplier

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

（B）Yes, because these are two indicators of supplier's future prospect

（C）No, because margin is enough to tell procurement about supplier's profitability

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

（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)