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CIPS L4M6 Exam Syllabus Topics:

Topic	Details
Topic 1	Lack of senior management support and trust Lack of commitment by one or both parties
Topic 2	Understand processes and procedures for successful working with stakeholders Identify items potentially suitable for partnership sourcing
Topic 3	Appraise portfolio analysis techniques to assess relationships in supply chains Analyse the concept of partnering and where it is a suitable approach
Topic 4	Compare the practical considerations of stakeholder management Compare the sources of added value that can be achieved through supply chain relationships
Topic 5	Compare team management techniques to ensure positive stakeholder relationships Identify the processes for terminating stakeholder relationships
Topic 6	Matrices to identify supply, supplier and purchaser positioning Supplier identification, assessment and selection
Topic 7	Positive relationships through positive contributions Differentiate between different types of commercial relationships in supply chains
Topic 8	Define the standards that potential partners will be expected to meet Identify the competitive forces that impact on relationships in supply chains

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CIPS Supplier Relationships Sample Questions (Q101-Q106):

NEW QUESTION # 101
The Kraljic Model is most useful for which aspect of procurement?

• A. risk management
• B. cost reduction
• C. category management
• D. cost analysis

Answer: C Explanation:
The Kraljic model "plays a key part in category management" p.19 of the textbook. Category Management = the spend in an organisation, broken down into categories of related products (e.g. IT, facilities management, marketing). Each of these categories could be plotted on the Kraljic Matrix.
NEW QUESTION # 102
When developing a supplier partnership, a buyer can take either a strategic or reactive approach. What would be a reason for a reactive approach?

• A. Sudden changes in the marketplace
• B. It will allow for consolidation in the supply chain
• C. You discover that the supplier has a high profit margin
• D. The buyer wishes to create a new product and requires input from a supplier

Answer: A Explanation:
The correct answer is 'Sudden changes in the marketplace' - this is a reason a buyer would be reactive. Reactive is when something happens to you and it forces you to act in a certain way. The other options would be strategic rather than reactive. P. 163
NEW QUESTION # 103
Robbie is a procurement manager at a public sector organisation. He is running a tender which is worth £2m and so will advertise this on OJEU. His manager has reminded Robbie to include CPV codes on the tender. What purpose would this serve?

• A. To ensure suppliers know the deadline for tender submission
• B. To ensure more suppliers bid for the tender
• C. To ensure only qualified suppliers bid for the tender
• D. To ensure suppliers can find the opportunity

Answer: D Explanation:
CPV codes help suppliers find opportunities they can bid for. CPV codes are a numerical classification for products e.g. Strawberry Jam is 15332296 and when they are included on a Tender, any supplier who is registered with that same CPV code will get a notification that the tender is live. CPV codes are discussed on p.72 but not in much detail- so don't worry if you don't know much about them. So long as you know the above, you'll be fine.
NEW QUESTION # 104
A doctor's surgery requires a complex database system to manage all of its patients data, which is highly sensitive. The system also needs to link to other departments of the health service such as physiotherapy and intensive care. The Manager of the surgery is considering outsourcing the management of the database to an IT company. What is the Manager's main motivation for doing this?

• A. This will result in cost-savings
• B. This will result in economies of scale
• C. This will free-up internal resources
• D. The supplier is an expert in their field

Answer: D Explanation:
The reason for outsourcing in this example is that the IT firm is an expert in their field. The requirement is complex and important and this is the reason why it is not being delivered in-house. The other answers given CAN be reasons for out-sourcing, but don't relate to this example. For a full list of reasons a company could use outsourcing see p. 4-5
NEW QUESTION # 105
Which of the following is not a stage in the relationship life-cycle?

• A. performance management
• B. on-boarding
• C. design the specification
• D. qualification

Answer: C Explanation:
Designing the specification is not a stage in the relationship cycle- this would be done before the relationship begins. There are 6 stages of the relationship cycle; on-boarding, qualification, segmentation and risk management, performance management, development and innovation, phase out. P.13
NEW QUESTION # 106
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