CIPS L4M5 practice materials Questions Answers

Exam Code:
L4M5
Exam Name:
Commercial Negotiation Exam
Last Update:
Jun 01,2026

395 Questions Answers Verified by Experts!


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CIPS L4M5 Questions for Level 4 Diploma in Procurement and Supply Certification Exam 2026

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Commercial Negotiation Exam L4M5 practice questions with explanations

 

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Page: 1 / 33
Total Questions: 163

Questions & Answers PDF

• Question 1

  

  Leitax is a consumer electronics firm with headquarters in the US and with a global sales presence. The company maintains seven to nine models in its product portfolio, each of which has multiple SKUs. Product life ranges from fifteen to nine months and is getting shorter. The demand planning and master planning processes at the company were ill-defined. Data relevant to forecasting were usually inaccurate, incomplete, or unavailable and the lack of objectives and monitoring mechanisms for the demand planning process meant that process improvement could not be managed. Support for supply management was equally ill-defined, as master production schedules were sporadic and unreliable and suppliers had learned to mistrust them. Leitax's newly appointed Supply chain director, Jessica realises that the ''buy-in'' of different functional groups was critical to the improvement of demand planning. She invites relevant stakeholders to a meeting so that they can express their opinions openly. What tactic is Jessica using?

  • Coalition
  • Pressure
  • Consultation
  • Persuasion

  Reveal Answer Answer: A Next Question

• Question 2

  

  Which of the following are macroeconomic factors that may have influence to the commercial negotiation? Select TWO that apply

  • Equilibrium price
  • Supply curve
  • Unemployment rate
  • Bargaining power of supplier
  • Rising import tariffs

  Reveal Answer Answer: C, E Next Question

• Question 3

  

  Representatives from South African Department of Health is negotiating the price of hospital drugs with US pharmaceutical companies. Which of the following are most likely to be macro factors that influence the outcomes of the negotiation? Select TWO that apply.

  • Forward integration
  • Digitalisation of medicine
  • Order quantity
  • Regulations on health and safetySwitching costs of buyer

  Reveal Answer Answer: B, D Next Question

• Question 4

  

  A garden furniture supplier who is currently in negotiations for a high-value contract has offered the procurement manager a visit to their site. The supplier suggests that during this visit, they can undertake the contract negotiation. What would be an appropriate response from the procurement manager?

  • Accept the offer as this would be an ideal opportunity to see what the supplier can offer and will provide the supplier with familiarity while negotiating
  • Accept the offer as this would save time; a supplier visit and negotiation could be done at the same time
  • Decline the offer as it would take too much time to go and visit the supplier
  • Decline the offer as negotiating while on a site visit will provide the supplier with an unfair advantage, as they will be in a familiar environment

  Reveal Answer Answer: D Next Question

• Question 5

  

  Before engaging in a negotiation with a supplier of rechargeable lights, procurement team tries to visualise the breakdown of supplier's costs to calculate its break-even point. They estimate that total fixed expenses related to rechargeable electric light are $270,000 per month and variable expenses involved in manufacturing this product are $126 per unit. The supplier charges its customer $180 per unit. Within its current capacity, this supplier will make a profit at which of the following?

  • More than 5,000 units are sold monthly
  • Exactly 5,000 units are sold per month
  • Exactly 1,500 units are sold monthly
  • More than 1,500 units are sold monthly

  Reveal Answer Answer: A Next Question

• Question 6

  

  Which of the following is a source of information on microeconomic factors?

  • Analysts published in the mainstream and financial media
  • Data published by the financial markets and commodity markets and exchanges
  • The marketing and corporate communications of suppliers
  • Published economic indices such as the Retail Price Index (RPI)

  Reveal Answer Answer: B Next Question

• Question 7

  

  Which of the following is the most appropriate pricing arrangement in contracts where major inputs are commodities?

  • Price adjustment mechanism
  • Cost reimbursable pricing arrangement
  • Standard schedule of rates
  • Fixed pricing arrangement

  Reveal Answer Answer: A Next Question

• Question 8

  

  XYZ Ltd decides to go to market for a cleaning contract to service a number of offices. It knows that it will get a price which may, or may not, be better than the one it is currently paying. To gain leverage in the marketplace, the organisation decides to add other related services to the scope, such as gardening, security and maintenance, which increase the value of the contract. This is an example of which forms of spend consolidation?

  • Purchasing consortia
  • Volume consolidation across categories
  • Volume pooling
  • Volume redistribution

  Reveal Answer Answer: B Next Question

• Question 9

  

  The sourcing manager has decided to adopt an adversarial style of negotiation to take advantage of the buyer's greater bargaining power over the suppliers. In what other circumstances should an adversarial relationship be used?

  • When the supplier is likely to respond with further concessions to maintain a long-term relationship
  • In all forms of negotiation as each party is always trying to gain advantage over the other
  • In a monopoly market as the supplier will respond by conceding quantity discounts
  • When the issues concerned are non-negotiable, for example, health and safety commitments

  Reveal Answer Answer: D Next Question

• Question 10

  

  Which of the following is the best description of direct cost?

  • Direct costs are only variable raw materials that constitute a product
  • Direct costs include raw materials, labour and overheads
  • Direct costs include only raw materials and labour of making the final product
  • Direct costs include raw materials, labour and other expenses attributable to the final product

  Reveal Answer Answer: D Next Question

Page: 1 / 33
Total Questions: 163

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