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L4M5考試重點 & L4M5下載

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>> L4M5考試重點 <<

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考試格式包括一個為期三小時的紙質評估，其中包括多選題、簡答題和案例研究。要通過考試，考生必須達到50％的最低分數。該考試在全球范圍內提供，考生可以在任何經CIPS批准的測試中心或遠程參加。

最新的 CIPS Level 4 Diploma in Procurement and Supply L4M5 免費考試真題 (Q248-Q253):

問題 #248
It may be more difficult to buy on a credit from supplier who locates in a country with a hyperinflation? Is this assumption true?

• A. No, because supplier's bank will take risks from currency fluctuation
• B. No, because the higher the inflation rate, the stronger the supplier's currency
• C. Yes, because the supplier's currency will lose its value overtime
• D. Yes, because buyer has more advantage if they make payment in their own currency

答案：C

解題說明：
:
If the inflation rate is running high, then obtaining credit as a buyer is normally more difficult or expensive as money in the future will be worth less than money today.

 

問題 #249
Which of the following are sources of power in organisational relationships?
* Coercive power
* Intruded power
* Referent power
* Tactical power

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

答案：C

解題說明：
Coercive powerstems from the ability to apply pressure or sanctions, whilereferent powercomes from reputation, charisma, or respect. These are both recognised power sources in negotiations. "Intruded" and
"tactical" power are not classified within the standard power framework used in CIPS materials.
"Sources of power include coercive (based on threats or penalties), referent (based on personal appeal or influence), and others such as reward, expert, and legitimate power." (L4M5 Commercial Negotiation, 2nd edition, Section 3.1 - Power in Negotiation)

 

問題 #250
At which stage in a negotiation would questions be asked to obtain missing information?

• A. The bargaining stage
• B. The opening stage
• C. The testing stage
• D. The proposing stage

答案：C

解題說明：
There are 5 key phases of negotiation:
The opening phase: confirm understanding and get the issue on the table The testing phase: check assumption and confirm understanding The proposing phase:asking 'if' The bargaining phase: using tradeables The agreement and closing phase The testing could take the form of questions following a presentation by either side or questions on a tender or proposal document received by the buyer from the potential supplier. The testing phase is necessary to confirm that your approach and objectives are appropriate for the negotiation situation you now find yourself in.
Careful listening, observation and interpretation of TOP's responses may give indication of the following:
Areas where TOP is willing and unwilling to make concessions
What factors or issues TOP places a high value on
If there are any non-commercial or emotional factors that may be pertinent TOP's underlying interests - why they are taking the positionthey are.

 

問題 #251
Before engaging in a negotiation with a supplier of rechargeable lights, procurement team tries to visualise the breakdown of supplier's costs to calculate its break-even point. They estimate that total fixed expenses related to rechargeable electric light are $270,000 per month and variable expenses involved in manufacturing this product are $126 per unit. The supplier charges its customer $180 per unit. Within its current capacity, this supplier will make a profit at which of the following?

• A. Exactly 1,500 units are sold monthly
• B. More than 5,000 units are sold monthly
• C. More than 1,500 units are sold monthly
• D. Exactly 5,000 units are sold per month

答案：B

解題說明：
The analysis of cost into fixed and variable enables organisations to determine their break-even point (BE) - the point where total revenue from sales and total cost exactly balance. All costs need to be covered by sale revenue in order for a company to make a profit. If you know your fixed costs and your variable costs then you can work out the minimum quantity of goods or services you need to sell to break even. Break even point is measured in volume and can be worked out graphically or via formulae:
Price - Variable costs = Contribution
Break even point (volume) = Fixed expenses/Contribution margin per unit In this scenario, the break even point (Q) is: 270,000/(180-126) = 5,000 To make a profit, the supplier needs to sell more than 5,000 units per month.
The BE point is thus an important determinant of flexibility of pricing for suppliers. Before BE is achieved there will be much greater reluctance to offer price concessions to customers than after BE is achieved.
LO 2, AC 2.1

 

問題 #252
Which type of power is considered the opposite of coercive power?

• A. Reward power
• B. Referent power
• C. Informational power
• D. Expert power

答案：A

解題說明：
Explanation
The coercive power comes from the belief that a person can punishothers for non-compliance. It can be considered as opposite to reward power, which results from one person's ability to compensate or reward another for compliance.
LO 1, AC 1.3

 

問題 #253
......

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