100% PASS L4M5 - COMMERCIAL NEGOTIATION UPDATED CERTIFICATION COST

100% Pass L4M5 - Commercial Negotiation Updated Certification Cost

100% Pass L4M5 - Commercial Negotiation Updated Certification Cost

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L4M5 - Valid Commercial Negotiation Certification Cost

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CIPS Commercial Negotiation Sample Questions (Q24-Q29):

NEW QUESTION # 24
Absorption costing is when the total cost per each unit of output:

  • A. Includes an allocation of producing an additional unit
  • B. Includes an allocation towards the activity cost of its creation
  • C. Includes an allocation for a proportion of total production costs
  • D. Includes an allocation towards indirect costs used in its creation

Answer: D


NEW QUESTION # 25
SBL provides contract bathroom furniture and fittings for a wide variety of domestic and commercial clients.
To some suppliers, SBL spend claims a large portion of their revenue. But SBL is famous for imposing draconian obligations on these suppliers. Which of the following is most likely to be overarching objective of these suppliers to SBL?

  • A. Win and keep business with SBL at any costs, even without profits
  • B. Charge a higher price to compensate for all the pain SBL has put
  • C. Hold on and keep SBL happy but make sure that the business is profitable
  • D. Drop the business with SBL immediately

Answer: B

Explanation:
According to Paul Steele's 'The Seller's Perspective', customer can be classified into 4 categories as below:
In this scenario, although SBL's spend claims large portion in suppliers' revenues, their draconian treatment will reduce SBL's attractiveness in supplier's perspective. SBL falls into Exploit quadrant. With exploitable customers, suppliers tend to 'milk' the customer and charge a high price to compensate for all the pain customer put on them.


NEW QUESTION # 26
XYZ Ltd needs to purchase a bundle of IT products from suppliers. The procurement manager requests details of costs regarding designing and managing those products. After receiving reports from suppliers, she realises that they have charged up to a 1,095% mark-up on IT products. In order to ensure value for money, which of the following should be a priority pricing arrangement of the procurement manager in the negotiation with these IT suppliers?

  • A. Premium pricing
  • B. Cost plus arrangement
  • C. Market penetration pricing
  • D. Market skimming

Answer: B

Explanation:
:
In the scenario, the main cost driver is suppliers' mark-up. The priority should be limit the margin to be added.
XYZ Ltd can agree "cost plus" contracts with their suppliers to ensure no IT product purchased exceeds an agreed maximum margin level. Procurement teams can use their benchmarking tools to police these contracts.
Cost plus contracts are agreements where the contractor's pricing is based on itemising allowable costs and then adding an agreed margin.
Market penetration pricing - pricing low to win a large share of the market Market skimming - pricing a new product high in order to make a large profit from the purchases by initial customers. This is an effective strategy only in the absence of competition.When competition appears, market skimmers usually drop their prices Premium pricing - usually pricing high because the market is prepared to pay extra for the kudos associated with the product, thanks to, say, a reputation for quality, or a highly fashionable brand name, and so on


NEW QUESTION # 27
Sumitomo Rubber Industries (SRI) is a Japan-based tyre manufacturer. In order to increase production, SRI is sourcing rubber from Southeast Asian firms. Which of the following micro factors are most likely to shift the balance of power to supplier? Select TWO that apply

  • A. Costs of changing suppliers are high
  • B. Rubber from different suppliers is virtually similar
  • C. SRI's purchase amount makes significant proportion of supplier revenue
  • D. SRI sets up its own rubber plantation
  • E. There are no close substitutes for rubber

Answer: A,E

Explanation:
There are many factors that can influence the balance of power in a negotiation. These factors are classified into 3 levels:
Macro level: STEEPLE framework: social, technological, economic, environment, political, legal and ethical Micro level: Porter's five forces:
Diagram Description automatically generated
One-to-one buyer-supplier dynamics.
The question asks about the micro factors that increases supplier's bargaining power. Among 5 answers, only
2 are likely to increase buyer's power:
There are no close substitutes for rubber: the buyer has to buy rubber, not any other material.
Costs of changing suppliers are high: buyer entails a large barrier if they want to switch supplier.
Other answers cannot be correct because:
SRI sets up its own rubber plantation: Buyer secures its own supply
SRI's purchase amount makes significant proportion of supplier revenue: Suppliers are reliant on buyer. If the buyer stops buying from them, they can face serious cash flow problems Rubber from different suppliers is virtually similar: undifferentiated product would shift the power balance towards buyer.


NEW QUESTION # 28
Which type of question should be used to receive affirmation on statement?

  • A. Leading
  • B. Narrow
  • C. Open
  • D. Closed

Answer: D

Explanation:
Different questioning styles can be used to elicit desired responses:
Text Description automatically generated


NEW QUESTION # 29
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