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CIPS L4M6 Exam Syllabus Topics:

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

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CIPS Supplier Relationships Sample Questions (Q92-Q97):

NEW QUESTION # 92
A supplier is working with a buyer who represents a large percentage of his business. Without this particular buyer, the supplier would likely go out of business. There has been a dispute in the last invoice which the buyer is not happy about. What technique should the supplier use when talking to the buyer about this?

A. Competing- the supplier needs to earn more money as they are struggling financially
B. Accepting - the supplier should accept that conflict should sometimes occur in buyer: supplier relationships and work hard to avoid them
C. Avoiding- the supplier should avoid talking with the buyer as this may result in conflict
D. Accommodating- the supplier should show a large degree of co-cooperativeness as the buyer is important to their survival

Answer: D

Explanation:
The correct answer is 'accommodating'. This question is based on the Thomas-Kilmann Conflict model on p.87. This comes up quite a bit in the exam. It is comprised of 5 techniques for dealing with conflict; competing, collaborating, compromising, avoiding and accommodating. In this instance, the supplier should have a high degree of co-cooperativeness and a low degree of assertiveness as the long-term relationship is very important- more important than the outcome of the disputed invoice.

NEW QUESTION # 93
Which of the following is a way of improving supplier commitment and loyalty?

A. Providing guaranteed order levels
B. Over-promising the supplier future work
C. Have a stand-off approach to the relationship
D. Imposing excessive performance penalties

Answer: A

Explanation:
Improving supplier commitment and loyalty is a core theme of Supplier Relationship Management (SRM) within L4M6. CIPS emphasises that long-term, collaborative relationships encourage suppliers to invest time, resources, and innovation into the buyer relationship.
Providing guaranteed order levels reduces supplier uncertainty and risk, improving trust and encouraging commitment. This aligns with the concept of mutual dependency and relationship stability, which strengthens supplier loyalty.
The other options are incorrect because:
* A stand-off approach discourages collaboration
* Over-promising future work damages trust if unmet
* Excessive penalties create adversarial relationships
L4M6 Reference:
* Learning Outcome 3: Understand approaches to managing supplier relationships
* Topic: Supplier commitment, trust, and collaboration
* CIPS L4M6 Study Guide - Relationship spectrum and SRM principles

NEW QUESTION # 94
Which of the following options are legitimate reasons for terminating a contract? Select TWO that apply.

A. There has been a serious breach of contract terms
B. Your internal stakeholder requested the wrong items
C. You ordered 10,000 items instead of 1,000
D. One of the contracted parties has clearly failed to perform its duties
E. Your MRP system placed a replenishment order that you do not need

Answer: A,D

Explanation:
Legitimate reasons for contract termination under CIPS guidelines include failure to perform duties and serious breaches of contract terms. Ordering errors or changes in stakeholder needs are not valid termination grounds unless explicitly stated in the contract. This protects both parties from unjustified termination risks.

NEW QUESTION # 95
An automotive company has hired Tom as the procurement manager. Tom is to manage a team of two people who have worked in the department for a number of years. Conflict exists between the two members of staff due to an overlap of responsibilities. Which of the following processes would be most appropriate for Tom to use to reduce this conflict?

A. Tom could arrange a meeting and set performance targets for each member
B. Tom could hire an additional member of staff to take on some of the duties
C. Tom could restructure the team so both members do not have to work together
D. Tom could avoid mentioning the conflict and hope that it is resolved without action

Answer: A

Explanation:
Arranging a meeting to clarify roles and setting performance targets provides clear expectations and encourages accountability. This aligns with CIPS guidelines on managing conflicts through constructive engagement.

NEW QUESTION # 96
At what stage of the relationship cycle could you use Carter's 10 Cs?

A. segmentation and risk management
B. development and innovation
C. qualification
D. on-boarding

Answer: C

Explanation:
Carter's 10 Cs are a way to qualify (aka shortlist) a supplier. See p.11 for more details on this and p.10 for the stages of the relationship cycle.

NEW QUESTION # 97
......

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