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CIPS L4M6 Exam Syllabus Topics:

Section	Weight	Objectives
Topic 1: Approaches to Managing Supplier Relationships	35%	- Relationship management strategies 1. Contractual and relational governance 2. Partnership and collaborative approaches - Supplier selection and evaluation 1. Criteria and methods for selection 2. Performance measurement and monitoring - Communication and stakeholder engagement 1. Managing internal and external stakeholders 2. Effective communication protocols
Topic 2: Improving Supplier Relationships	15%	- Sustainability and ethical considerations - Process improvement and value creation - Risk management and resilience
Topic 3: Dynamics of Relationships in Supply Chains	30%	- Types of commercial relationships 1. Relationship spectrum and life cycle 2. Internal and external relationships - Competitive forces and external factors 1. Porter's five forces 2. STEEPLED influences - Portfolio analysis techniques 1. Developing improvement action plans 2. Matrices for positioning and assessment - Sources of added value through relationships
Topic 4: Conflict and Dispute Resolution	20%	- Sources of conflict in relationships - Approaches to negotiation and resolution 1. Formal and informal dispute resolution 2. Negotiation styles and techniques

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CIPS Supplier Relationships Sample Questions (Q147-Q152):

NEW QUESTION # 147
Which of the following are elements of a business that can develop a company's competitive advantage? Select THREE.

A. cost focus
B. human resource management
C. natural resources
D. organisation culture
E. cost leadership

Answer: B,C,D

Explanation:
This is one of those questions you have to read carefully- it asks for 'elements of a business'. Cost focus and cost leadership are ways a company can improve their competitive advantage, but they're not elements of a business. The other three options are. Porter created a list of elements of a business that can help a company's competitive advantage- these can be found on p.33-34

NEW QUESTION # 148
Matt Blanche is the manager of a procurement team. Two high-performing individuals in the team have regular conflicts between them. Which of the following resolutions would be appropriate to resolve the conflict? Select all that apply.

A. Set up a meeting with the individuals and set mutual targets for both of them
B. Move one of the staff members to another team
C. Set up individual meetings with the staff members to see if the issues are personal or work-related
D. Avoid the issues and let the staff members resolve their differences themselves

Answer: A,C

Explanation:
Comprehensive and Detailed Explanation:
Effective conflict resolution involves:
* Individual Meetings:Understanding the root cause of the conflict by discussing with each individual separately to determine if issues are personal or work-related.
* Joint Meetings with Mutual Targets:Bringing the individuals together to set mutual goals can foster collaboration and reduce friction.
Avoiding the issue (Option D) or moving a team member (Option C) are not proactive solutions and may not address the underlying problem.
Reference:
"5 Conflict Resolution Tips to Restore Team Harmony"-Procurious: Conflict Resolution Tips

NEW QUESTION # 149
Marcus is an account manager for a company that sells maintenance spares for air conditioning units. He has a customer who persistently pays late, is very demanding in terms of constant requests, and the profit margin on the account is minimal. If Marcus were to use a supplier preferencing model to map this customer, what category would he place them into?

A. Exploitable
B. Core
C. Development
D. Nuisance

Answer: D

Explanation:
Comprehensive and Detailed Explanation:
In the Supplier Preferencing Model, customers are categorized based on their attractiveness and value to the supplier. A "Nuisance" customer is characterized by low profitability and high maintenance, often requiring disproportionate resources relative to the benefits they provide. Such customers may be deprioritized or even considered for discontinuation by the supplier.
Reference:
CIPS L4M6 Study Guide

NEW QUESTION # 150
When overcoming stakeholder resistance in a procurement-led project, which of the following groups would have the highest level of influence on other stakeholders?

A. 1 and 2 only
B. 3 and 4 only
C. 1 and 4 only
D. 2 and 3 only

Answer: C

Explanation:
Negative leaders and promoters hold the most influence. Negative leaders can sway opposition, while promoters can actively advocate for project success. Managing these stakeholders effectively is crucial in procurement projects.

NEW QUESTION # 151
A local government procurement team is undertaking a full review of their current internal working processes.
The team of buyers currently have a partnership-style relationship with their routine suppliers. Is this the best relationship style to use?

A. Yes, as they present a great deal of risk to the organization
B. Yes, as these are low-value items
C. No, as these are critical items to the buying organization
D. No, as there are many suppliers available

Answer: D

Explanation:
Routine suppliers typically supply low-value, low-risk items. Maintaining partnerships in such cases is inefficient since alternative suppliers are readily available. Adopting a transactional or adversarial relationship would be more appropriate.

NEW QUESTION # 152
......

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