최신버전L4M5최고덤프공부완벽한시험대비덤프자료

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시험패스에 유효한 L4M5최고덤프공부 최신버전 덤프샘플

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최신 CIPS Level 4 Diploma in Procurement and Supply L4M5 무료샘플문제 (Q97-Q102):

질문 # 97
Jane is planning for a forthcoming negotiation with a key supplier. She has learned what are important to the supplier and what are important to her company from previous contracts between them. In order to avoid negotiation deadlocks, she has set up several concession plans. But Jane has little experience in dealing with suppliers and doesn't know when to trade these concessions. When is the best time in a negotiation to trade concessions?

A. In the proposing phase
B. In the testing phase
C. At opening stage
D. At bargaining stage

정답：D

설명：
Explanation
The question asks about the point in time when Jane should make concessions with the supplier. These concessions should be traded afterpreliminary stages such as opening, testing and proposing are over and proposals move from being tentative and general to being more definite and specific. This stage is called bargaining phase. The bargaining phase is the 'meat' of the negotiation meeting.
LO 3, AC 3.1

질문 # 98
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, fixed price should be only applied to contracts that last 60 months or longer
B. No, the refinery would not be able to reap the benefits from falling commodity price and currency rates
C. Yes, the supplier would bear the risk when the material price increased
D. Yes, financial budgeting task would be a lot easier with fixed pricing arrangement

정답：B

설명：
Fixed price contract is the contract in which the price is static throughout the contract period. A fixed-price contract may give certainty to budget and simplify contract management. However, it may lead to other problems since it requires bidders to estimate and bear the financial risks associated with price escalations. If the estimates are too high or events do not materialize, the buyer will pay a steep price that may affect the economy and efficiency of the contract. In the worst case, it may mean that the bid price is then above budget and may lead to a reduction in the requirements or rebidding. If the estimates are too low, it may appear as an abnormally low bid and disrupt contract execution.
On the other hand, price adjustment provisions include formulas designed to address problems, and can protect both the borrower and contractors from price fluctuations. Price adjustment formulas allow contractors to offer more realistic prices at the time of bidding. Despite concerns that they may lead to budget uncertainties, price adjustment formulas will estimate the actual cost implications that will be encountered.
They use indexes that can be used for cost projection.
According to Asia Development Bank (ADB), any contract with a delivery or completion period beyond 18 months should contain an appropriate price adjustment clause.
In the scenario, the crude oil contract is planned to last 36 months. This period is pretty long with a fluctuating commodity. Therefore, the company should use price adjustment agreement.

질문 # 99
Which of the following are tactics of distributive bargaining?
* Withholding information that may open up common ground
* Coercing the other party to accept your position
* Finding common ground between parties
* Being open about all your common needs

A. 2 and 3 only
B. 1 and 2 only
C. 1 and 4 only
D. 3 and 4 only

정답：B

설명：
Distributive bargainingfocuses onmaximizing one's own gainat the expense of the other party. Common tactics includewithholding informationandcoercion. It is typically used in zero-sum negotiations where parties compete over a fixed value.
"Tactics in distributive bargaining include withholding key information, making extreme opening offers, and using pressure to achieve concessions. These are aimed at maximizing individual outcomes." (L4M5 Commercial Negotiation, 2nd edition, Section 3.5 - Tactics of Distributive Bargaining)

질문 # 100
Active listening in negotiation includes which of the following activities?
1. Hearing
2. Interpreting
3. Rapport
4. Influence

A. 1 and 3 only
B. 2 and 3 only
C. 1 and 2 only
D. 3 and 4 only

정답：C

설명：
Listening is a hugely important skill in the world of work. It's a key part of effective communication [...].
Regarding active listening, there is a model called 'The SIER Hierarchy of Active Listening'. It details four key stages required for effective listening. As with all models associated with active listening, its purpose is to help the listener be a better, more effective listener who really hears what is being said, connects with the individual with whom they are communicating and builds effective relationships.
The model is a hierarchical model meaning that each stage builds on the stage before it. While the model is sometimes used for training in the sales arena, it is helpful in all walks of life. The stages of the model are:
Sensing (including hearing and watching body language), Interpreting, Evaluating and Responding.
Text Description automatically generated with low confidence

질문 # 101
When prices of input materials increase, supply curve shifts to the left while demand remains stable. The shift of supply will tend to cause which of the following?

A. An increase in the equilibrium price and quantity
B. An increase in the equilibrium price and a decrease inthe equilibrium quantity
C. A decrease in the equilibrium price and an increase in the equilibrium quantity
D. A decrease in the equilibrium price and quantity

정답：B

설명：
The case in the question is illustrated as below:
Diagram Description automatically generated

The equilibrium price initially at P0 with quantity Q0, when supply curve shifts to the left, it will converge with demand curve at new equilibrium pointwith price P1 and quantity Q1. As you can see from the graph, P1 is greater than P0 and Q1 is smaller than Q0.

질문 # 102
......

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