CPSM M1模拟试题.doc
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1、答案部分做了颜色隐藏,请大家注意!CPSM KIAGNOSTIC KIT EXAM1 供应管理基础A contracting & negotiation 合同与谈判TASK 1- A-1 6题通过相关规范,条款和条件来准备竞争性投标,报价和方案的请求1、 An organization desires to obtain suggested changes or additions to its preliminaryspecifications from potential suppliers .The BEST course of action would be for this orga
2、nization to employ A、a pre-bid conferenceB、two-step biddingC、a pre-solicitation conferenceD、informal bidding公司希望从潜在的供应商处获得针对初步的规格书的变化和调整的建议,下面哪个是对公司采取行为最适合的描述?A标前会议B两步招标C一个询价前的会议D非正式招标 Answer: Guide P2-4知识点:规格书的定义一部分定义了必须的外观和功能,可能包括设计蓝图,材料规格书 性能规格书和工作说明书二部分定义了量化指标.如百万分之3 等.投标的种类要约:非正式的投标:一种为电话,书面和电子
3、报价 合同金额低于预先规定的财务限额.一种是为了收集预算的信息作为估计.电子的请求竞争性方案 密封招标或正式招标公告受限制的竞争非竞争谈判 当规格书不清楚或不完全时,采用两步招标价格模式和市场篮批量战略 包括反向拍卖与线上投标2、 Which of the following should have the MOST influence in determining end product specifications, so as to minimize the potential for returns?A、marketingB、supply managementC、engineering
4、D、manufacturing下面哪个将对决定产品的规格的影响最大,以最小化减少被退回的潜在风险?A 市场B 供应管理C 工程D 制造 Answer: A 书上没有明确解释,答案对此的解释是必须分析客户的需求来保证组织制造的产品符合这个需求3、 When developing specifications, a buyer may consider information from which of the following?、Suppliers、Industry standards、Professional organizations、CompetitorsA、and onlyB、and
5、onlyC、,and only D、, and 当开发一个规格书时,采购员需要考虑哪些因素?1 供应商2 工业标准3 专业组织4 竞争者Answer D 4、A supply manager completes a category profile and identifies services provided by multiple service providers. A market and industry analysis shows that the service providers are growing their businesses by acquiring compe
6、titors, thus enabling them to provide a greater range of services. Which of the following techniques will BEST enable the supply manager to leverage market competition?A、 Lotting strategyB、 Market-basket modelC、 Market segmentationD、 Sole sourcing一名采购经理完成了品类文件,发现有很多的服务供应商,一个市场和行业分析表明通过并购竞争者,服务提供商的业务
7、在增长,使得他们可以提供更广泛的服务。下面哪个采购技术能够使采购经理充分的利用市场的竞争。A 批量采购战略B市场篮子模式 C市场细分D独家供应Answer A 市场篮子模式,查阅了ISM 的解释,是用来衡量一段时间内的选定的产品或服务的成本变化的范围。比如2007年MRO 的50项相关产品的平均价格为US$8,959,比2007年几乎高了9%5、A supply manager implements a system whereby the potential supplier names are hidden until final contract awards are made. Thi
8、s is an example of ensuring that A、confidential information is protected B、diversity initiatives are met C、total costs are minimizedD、collusion will not occur一个供应经理实施了一个系统,在那里供应商的名字被隐藏,直到合同最终被授予,这是确保什么的例子?A 保护保密信息B 满足多样性的措施C 总成本减少D 腐败不会发生Answer A6、A supply manager for a privately held manufacturing
9、company is preparing an RFP for raw materials. None of the RFP recipients is an incumbent, and the award resulting from the RFP is expected to be of significant dollar value. The supply manager is concerned that the lack of publicly available financial information could impact willingness of the pro
10、spective suppliers to submit proposals. Which of the following will BEST address the concerns of the prospective bidders?A、Escrow accountB、Letter of creditC、Payment bondD、Surety bond一家私有企业的采购经理在准备原材料的RFP,没有一个接受RFP的供应商是现任的供应商,而且最后的结果会是很大的美圆价值,供应经理担心由于缺乏公共的可以获得的财务信息,可能会影响潜在供应商的提交建议书的意愿,下面哪个最恰当的描述了潜在竞标
11、者的担心?A 第三方托管帐户B 信用证C 付款保证金D 担保债券,履约保证Answer BGuide p 7信用证的种类 TASK 1-A-2 8 准备和制订谈判的战略和战术,包括团队成员的角色和责任7、Which of the following is the LEAST critical element in a best alternative to a negotiated agreement (BATNA)?A、Alternate productsB、In-house capabilitiesC、Source optionsD、Supplier capabilities在谈判的最佳替
12、代方案中,下面哪个是最不关键的要素?A 可以替代的产品B 内部制造的能力C 来源的选择D 供应商的产能Answer DGuide P14买方的 BATNA 依次为,可以替代的来源. 可以替代的产品,内部制造卖方的典型有,可能是唯一的,资源 稀缺,质量高.拥有专利,可以提供小批量,等,8、A supply manager is negotiating with a critical supplier. The parties have relatively equal bargaining power. Which of the following would MOST likely occur
13、 in win-win” negotiation between these parties?A、The supply manager and supplier conclude the negotiation by splitting the difference between their respective positions.B、The supply manager and supplier each find concessions which equal weight/value to provide a balanced outcomeC、The supply manager
14、and supplier find it necessary to share confidential information.D、The supply manager and supplier establish an appropriate settlement range for the continuation of negotiations.一名供应经理正在与一个关键供应商谈判.谈判双方的谈判势力均等.下面哪个是在这个谈判中最有可能发生的双赢的谈判的情形.?A双方在存在各自分歧的情况下谈判B双方在让步的前提下达成一致C 双方发现分享一些保密信息是必要的 D 双方建立了一个适合的协商
15、区间来保持谈判的继续进行.Answer: C谈判部分在学习指南上介绍的偏少,建议参考BOOK P110-1359、An in-depth analysis of a suppliers proposal is useful because it is important to understand the A、SOW throughout the evaluation processB、SOW throughout the proposal development processC、suppliers proposal throughout the negotiation processD、s
16、uppliers firm-fixed price深度分析供应商的建议书是有用的,因为 对于了解下面的内容很重要:A工作说明书贯穿整个评估流程B工作说明书贯穿整个提案流程C供应商提案贯穿整个谈判流程D供应商的固定价格Answer: C参考Book P120第一个在谈判计划中要考虑的因素就是供应商的提案,供应商的提案通常是谈判的开始,常称为乐观立场谈判的四个主要因素,构成了谈判计划,供应商的提案, 供应管理人员的目标,是价格?质量?还是交货进程?采购产品和服务的本质供应市场动力10、Which of the following is LEAST appropriate as an objecti
17、ve for negotiations?A、Meeting the minimum essential needs of the organizationB、Maintaining control over contract performanceC、Determining the negotiation site D、Ensuring the correct ratio of contract administrators to workers下面哪个是最不适合的谈判目标? A 满足组织最低的基本需求 B合同履行的控制 C 决定谈判的地点 D保证合同管理中的管理人员管理工人的正确比率Answ
18、er: D参考Book P112最常见的谈判目标公平合理的价格,及时的履行满足企业的最低要求控制合同执行达成互利互惠协议11、All of the following are generally true about global (as opposed to domestic) negotiations EXCEPT A、 the implications of gift-giving are differentB 、it usually takes less time to negotiate a contractC、 an interpreter may required D 、buye
19、rs and sellers become acquainted on s social basis下列哪个不是国际谈判的特点 A 对赠予的含义不同 B通常比国内采购花更少的时间 C需要一个翻译 D双方对于社交有同一性的认识Answer: BGuide 13 在国际采购中,因为存在文化的差异,对没有足够时间准备谈判的一方会有显著不利的影响.12、A supply manager for XYZ Corp. is planning for negotiations with Supplier A, a provider of software critical for use on XYZs p
20、roduction line.XYZ likes the software, but was recently alerted by Supplier A that they are dropping support for the version that XYZ uses. The supply manager learns that an upgrade is cost prohibitive for XYZ.Prior to negotiations, the supply manager asks the IT department to detail its requirement
21、s for support of the software, and to assign an IT employee to attend the negotiations. The day before the negotiation, the IT employee calls the supply manager and states that he is unable to attend due to a scheduling conflict. He further states that he is confident the supply manager can represen
22、t the IT departments needs in the negotiations. Given this scenario, which of the following should the supply manager do?A Follow the advice of the IT employee and represent IT in the negotiationsB Escalate the issue to the IT director, ensuring that they send a representativeC Conduct the negotiati
23、ons with the agreement that support issues will be dealt with at a later timeD Postpone the negotiations until an IT representative becomes availableXYZ公司采购计划与A供应商谈判,A向XYZ提供一款用于生产线关键的软件,但被告之A公司对于这款软件的技术支持由于版本的原因会有所减弱,XYZ公司软件升级的费用不会被批准。谈判之前,采购要求IT部门明确的列出需求清单,但IT恰好有其他会议安排并且声称相信采购能够代表IT部门进行谈判。在这种情况下,采购
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