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CIPS L4M5 자격증 시험은 상업적 교섭과 관련된 다양한 기술과 지식 영역을 다룹니다. 이에는 효과적인 교섭 원칙 이해, 교섭 전략 개발, 교섭 프로세스 관리, 그리고 교섭 결과 분석 및 평가 등이 포함됩니다. 이 시험은 후보자들의 이러한 영역에 대한 지식과 이를 현실 세계 상황에서 적용할 수 있는 능력을 검증하기 위해 설계되었습니다.

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최신 CIPS Level 4 Diploma in Procurement and Supply L4M5 무료샘플문제 (Q121-Q126):

질문 # 121
According to Dr. Mari Sako, which of the following is potentially the weakest trust to be built?

A. Goodwill trust
B. Charitable trust
C. Contractual trust
D. Competence trust

정답：C

설명：
:
Trust is the expectation that the other party will behave in a predictable and mutually acceptable way. In inter- firm relationships, the presence and absence of trust can affect the level of cost in a relationship. The existence of trust is taught to lower the transaction cost in a relationship. Dr. Mari Sako identified taxonomy of 3 types of trust in commercial relationship, which is very useful from the perspective of procurement.
Contractual trust: Trust based on the contract with TOP. This is potentially the weakest source of trust if there is nothing else to base the trust on, but it is the quickest to establish.
Competence trust: Trust based on TOP's professional qualifications or proven or certified technical capability or experience.
Goodwill trust: Trust based on knowing TOP has your interest at heart and will not behave opportunistically.
This is potentially the strongest type of trust, but it takes the longest time to build.
Otherwise, trust also has legal meaning. A trust is a legal document that can be created during a person's lifetime and survive the person's death. A trust can also be created by a will and formed after death. Charitable trusts are trusts which benefit a particular charity or the public in general.

질문 # 122
Professional buyer is planning for the next negotiation of a simple one-off contract. This negotiation is typified by which of the following? Select TWO that apply.

A. Arm's-length approach
B. Total cost of ownership is the most important criterion
C. Pricing is the most important criterion
D. Continuous dialogue with supplier
E. Vendor ratings will be used

정답：A,C

설명：
:
Professional buyers, when planning or engaging in negotiation with suppliers, should always be aware of where the intended and actual relationship with this supplier is positioned on the 'spectrum' or 'continuum' of commercial relationships. The relationship spectrum describes the range of commercial relationships between a buyer and supplier based on richness of communication, longevity and mutual dependence.
Timeline Description automatically generated

In the question, the contract is simple one-off (or spot buy), which means the relationship will likely to be more transactional. In such relationship, price is the most important criteria and buyer may adopt arm's-length approach.

질문 # 123
During a negotiation, a procurement manager suggests that the two companies should split the difference which would benefit both the supplier and buyer. Which persuasion method is she using?

A. Good cop/bad cop
B. Threat
C. Logic
D. Compromise

정답：D

설명：
In the scenario, the manager propose to 'split the difference', which means each party will accept some of their demands and concede some. This is known as 'Compromise'.
Reference: CIPS study guide page 163-165

질문 # 124
If the price of a good is above the equilibrium price, which of the following will happen?

A. There is a shortage (i.e. an excess demand) and the price will fall
B. The quantity demanded is equal to the quantity supplied and the price remains unchanged
C. There is a surplus (i.e. an excess supply) and the price will rise
D. There is a surplus (i.e. an excess supply) and the price will fall

정답：D

설명：
:
In microeconomics, equilibrium price is determined when the quantity demanded is equal to the quantity supplied at equilibrium price in a market, there will be no shortages and no surpluses. If we combine our supply and demand curves on one graph, the point at which they converge determines the equilibrium price. If the price is set above this price and you read across the graph you will see the supply excess demand and there will be a surplus. In order to reduce this surplus, the price will need to fall. The scenario is illustrated in the graph below:
Chart, line chart Description automatically generated

질문 # 125
Which of the following are sources of power in organisational relationships?
* Coercive power
* Intruded power
* Referent power
* Tactical power

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

정답：C

설명：
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)

질문 # 126
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최신 CIPS Level 4 Diploma in Procurement and Supply L4M5 무료샘플문제 (Q121-Q126):

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