CIPS Commercial Negotiation - L4M5무료 덤프문제 풀어보기
During a negotiation, Jose Gomez, the salesperson for a strategic supplier, states that his sales director will not approve discounts against initial purchases. However, Jose offers a 5% discount on the aftercare package, which will provide the same monetary saving. Sally Pampas requires both the product and the aftercare package and has an objective to achieve a 5% discount off the purchase price. To achieve a win-win (integrative) negotiation, Sally should...
정답: B
설명: (Fast2test 회원만 볼 수 있음)
Which of the following are signs indicating that TOP is using coercive power in commercial negotiation?
Select TWO that apply.
Select TWO that apply.
정답: B,E
설명: (Fast2test 회원만 볼 수 있음)
Which type of negotiation strategy should be adopted when the relationship is important and both parties want to help each other achieve their goals?
정답: A
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Which of the following are intangible values created by trust in business relationships? Select TWO that apply.
정답: C,E
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A procurement professional is sourcing low value items. He conducts market analysis and realise that these items can be provided by many suppliers and switching cost between suppliers is relatively low. He also assume that the relationship between buyer and supplier will be transactional rather than long-term.
According to Thomas-Kilmann conflict model instrument, which of the following is the most appropriate style that the procurement professional should adopt when negotiating with these suppliers?
According to Thomas-Kilmann conflict model instrument, which of the following is the most appropriate style that the procurement professional should adopt when negotiating with these suppliers?
정답: D
설명: (Fast2test 회원만 볼 수 있음)
Which of the following are internal factors when a supplier is making its pricing decision?
Price elasticity of demand
Environmental legislation
Risk management
The stage in the product life cycle
Price elasticity of demand
Environmental legislation
Risk management
The stage in the product life cycle
정답: D
설명: (Fast2test 회원만 볼 수 있음)
Which of the following are sources of personal power?
Legitimate power
Strategic power
Expert power
Leverage power
Legitimate power
Strategic power
Expert power
Leverage power
정답: A
설명: (Fast2test 회원만 볼 수 있음)
During a negotiation, Jose Gomez, the salesperson for a strategic supplier, states that his sales director will not approve discounts against initial purchases. However, Jose offers a 5% discount against the aftercare package, which will provide the same monetary saving. Sally Pampas requires both the product and the aftercare package and has an objective to achieve a 5% discount off the purchase price. To achieve a win-win (integrative) negotiation, Sally should ...
정답: B
설명: (Fast2test 회원만 볼 수 있음)
A building firm has been awarded a contract to build a new office block, and the building firm needs to separate its direct and indirect costs.
Which one of the following is a direct cost to the building of the new office block?
Which one of the following is a direct cost to the building of the new office block?
정답: A
Mike is a junior buyer who has been working for a manufacturing organisation for two years, specializing in purchasing research. Over this time, he has built good relationships within his team and with other departments. Which of the following sources of power is Mike most likely to possess?
정답: C
설명: (Fast2test 회원만 볼 수 있음)
Lina Rawlins is a senior buyer working for a medical equipment company. Lina is in charge of the company's largest supplier account, Great Barrington Gas (GBG), a medical equipment supplier. Recently, GBG's performance has declined, leading to an increasing number of rejected items. Lina is aware of the seriousness of this and has asked GBG to attend an urgent meeting. In the meeting, Lina asked the GBG representative,
"Can you tell me exactly what you are doing to ensure quality?" What type of question is Lina asking?
"Can you tell me exactly what you are doing to ensure quality?" What type of question is Lina asking?
정답: C
설명: (Fast2test 회원만 볼 수 있음)
A supplier's mark-up on all products is 25%. Supplier's profit margin is...?
정답: B
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