NO.22 In a detailed cost breakdown, a company has a salary cost of 9%, raw materials cost 51% and overheads cost
24%. Which of the following represents themark-up of that company?

NO.23 Which of the following is the internal factor that is taken intoprice of a product?

NO.24 In which of the following persuasion methods, the influencer uses logics and objective reasons to persuade the others to buy intoinfluencer’s ideas?

NO.25 Which of the following are signs indicating that the trust between buyer and supplier has improved? Select TWO that apply.

NO.26 Which of the following are effective approaches when procurement professionals negotiate with monopoly suppliers?
1. Delaying payment with monopoly suppliers as long as possible to increase bargaining power
2. Setting up stronger BATNA
3. Engaging in the negotiation with a distributive approach
4. Eliminating requirements in the specification that prioritises monopoly suppliers

NO.27 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 rechargeableelectric 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?

NO.28 Active listening in negotiation includes which of the following activities?
1. Hearing
2. Interpreting
3. Rapport
4. Influence

NO.29 Which of the following is definition of elasticity of demand in microeconomics?

NO.30 Economic growth can be measured by…?

NO.31 In a commercial negotiation,a procurement professional believe that the larger the order quantity from buyer, the lower the supplier’s average costs. Is this assumption true?

NO.32 Which of the following is a disadvantage of absorption costing method?

NO.33 Which of the following is most likely a consequence of falling interest rate?

NO.34 An oil refinery plant imports much of its crude oil from overseas. A procurement manager in the refinery suggests that fixing the crude oil contract price for 36 monthswould be beneficial for the company. Would this be a right thing to do?

NO.35 There are no commitments in hypothetical questions. Is this statement true?

NO.36 Which of the following are types of questions that are useful in opening and testing phases of a negotiation?
Select the TWO that apply.

NO.37 SBL provides contract bathroom furniture and fittings for a wide variety of domestic and commercial clients.
To some suppliers, SBL spendclaims a large portion of their revenue. But SBL is famous for imposing draconian obligations on these suppliers. Which of the following is most likely to be overarching objective of these suppliers to SBL?

NO.38 Ma Bell was the sole provider of landline telephoneservice to most of the US in 1980s. This is an example of…?

NO.39 Which of the following are most likely to be sources of conflict that can emerge from the process of commercial negotiations? Select TWO that apply.

NO.40 Commercial negotiation ends at the award of a contract. Is this statement true?

NO.41 Can a party gain huge advantages innegotiation from setting room layout?

NO.42 Which of the following are the most typical characteristics of integrative approach to negotiation? Select TWO that apply.

NO.43 After studying Thomas-Kilmann conflict resolution model and considering different approaches carefully, the procurement team of XYZ Ltd. decides to adopt an avoiding approach to the upcoming negotiation with one of their suppliers.Which of the following will be the objective of XYZ procurement team in this negotiation?