매달, 우리는 1000명 이상의 사람들이 시험 준비를 잘하고 시험을 잘 통과할 수 있도록 도와줍니다.
Category Management 온라인 연습
최종 업데이트 시간: 2025년10월10일
당신은 온라인 연습 문제를 통해 CIPS L5M6 시험지식에 대해 자신이 어떻게 알고 있는지 파악한 후 시험 참가 신청 여부를 결정할 수 있다.
시험을 100% 합격하고 시험 준비 시간을 35% 절약하기를 바라며 L5M6 덤프 (최신 실제 시험 문제)를 사용 선택하여 현재 최신 92개의 시험 문제와 답을 포함하십시오.
정답:
Explanation:
The categories most likely to be outsourced are Marketing services and Facilities Management [FM]. These are examples of indirect spend categories where external providers often offer specialist expertise, cost efficiency, and scalability.
CIPS identifies five indirect categories frequently outsourced: Marketing, Facilities Management, IT/Communications, Human Resources, and MRO [Maintenance, Repairs, Operations]. Outsourcing these allows organisations to focus internal resources on core competencies such as manufacturing or R&D.
Raw materials, warehousing, and operations are typically core to production and therefore managed internally or strategically sourced, rather than fully outsourced. While warehousing may sometimes be outsourced [3PL], it is not listed among the primary categories in the study guide.
Outsourcing decisions must balance cost, risk, and strategic importance.
For example, outsourcing FM reduces overheads while ensuring professional management of buildings and services, whereas marketing agencies provide creativity and campaign expertise.
[Ref: CIPS L5M6 Study Guide, pp.46C47 C Categories commonly outsourced]
정답:
Explanation:
The correct answer is Yes C business commitment and top management endorsement is essential. Category management is a strategic approach that requires cross-functional collaboration and long-term alignment with business objectives. Without commitment from senior leadership, procurement lacks the authority, resources, and stakeholder engagement necessary to implement effective category strategies.
Option B is incorrect because category management is strategic, not merely tactical. Options C and D underestimate the interdependence of categories and the need for broad business support. Even low-spend categories can carry risks or opportunities requiring strategic oversight.
CIPS emphasises that full endorsement by senior management ensures stakeholder buy-in, smooth adoption of new processes, and maximisation of category benefits. Lack of support often results in fragmented efforts, limited compliance, and failure to achieve intended value.
[Ref: CIPS L5M6 Study Guide, p.46 C Importance of stakeholder commitment]
정답:
Explanation:
The two most important factors when assessing supply chain risks are Severity and Likelihood. These are typically measured on a scale [e.g., 1C5], with the product of the two giving a risk score.
Severity measures the potential impact on the organisation if the risk materialises. For example, supplier insolvency may severely disrupt operations.
Likelihood assesses the probability of the event occurring.
The combination of severity × likelihood determines whether a risk is low, medium, or high, and informs mitigation strategies.
Other options are less central:
Location may influence likelihood but is a sub-factor.
People involved is not a formal assessment criterion.
Cost can be a consequence but is part of severity, not a separate factor.
Using severity and likelihood ensures risks are prioritised based on both impact and probability, allowing category managers to allocate resources effectively.
[Ref: CIPS L5M6 Study Guide, p.40 C Risk assessment and mitigation protocols]
정답:
Explanation:
The correct answer is CSR [Corporate Social Responsibility]. In modern procurement, tenders are no longer evaluated solely on price and quality. Organisations increasingly consider ethical, environmental, and sustainability performance as part of supplier evaluation. CSR factors include labour practices, carbon footprint, use of sustainable materials, and compliance with ethical trading standards.
Other options represent different procurement tools but are not additional evaluation factors:
TCO [Total Cost of Ownership]: A financial analysis tool, not a tender factor.
ITT [Invitation to Tender]: A formal document, not a factor.
PQQ [Pre-Qualification Questionnaire]: Used for initial supplier screening, not tender evaluation.
Integrating CSR into tenders reflects the wider move towards responsible procurement. It ensures suppliers align with the buyer’s values and long-term risk management priorities.
[Ref: CIPS L5M6 Study Guide, p.39 C CSR considerations in tenders]
정답:
Explanation:
The correct stage is Market/commodity and options [including make vs buy assessment], which is Stage 2 of the CIPS Procurement and Supply Cycle. This stage focuses on analysing the external market, internal requirements, and identifying whether to make a product in-house or source it externally.
A Make vs Buy assessment helps determine whether the organisation has the capacity, skills, and resources to produce the item internally, or whether outsourcing would deliver greater value. Factors such as cost, risk, quality, lead time, and strategic alignment are evaluated.
Other stages differ:
High-level specification [Stage 1]: Focuses on defining what is needed, not sourcing decisions.
Develop strategy/plan [Stage 3]: Comes after options are analysed, where the sourcing path is chosen.
Market engagement [Stage 4]: Involves engaging suppliers, which cannot happen until the Make vs Buy decision is made.
This makes Stage 2 the most accurate point for such an assessment.
[Ref: CIPS L5M6 Study Guide, pp.35C36 C Procurement Cycle, Make vs Buy analysis]
정답:
Explanation:
In deciding the correct Sourcing Business Model, stakeholders must clarify two fundamental issues:
The most appropriate contractual relationship [C]: This could be transactional [short-term, cost-focused], relational [long-term collaboration], or investment-based [joint ventures, alliances]. The choice defines how risks and rewards are shared with suppliers.
The most appropriate economic model [D]: This determines the pricing and performance framework, e.g., transactional [pay-per-unit], output-based, or outcome-based [pay-for-results].
Options A and B are important but secondary considerations. Risk appetite and TCO factors are inputs to decision-making, but the contractual and economic models define the overall sourcing structure.
This reflects the study guide’s emphasis that sourcing models should be tailored to category complexity and business objectives. Using the wrong model can undermine supplier relationships and value delivery.
[Ref: CIPS L5M6 Study Guide, p.32 C Key questions in Sourcing Business Models]
정답:
Explanation:
The International Association for ContractCommercial Management [IACCM], now known as WorldCC, provides frameworks to help organisations select the most suitable sourcing and contracting models. For category managers, this is particularly valuable when deciding whether a transactional, relational, or investment-based model best fits the organisation’s needs.
It does not directly choose suppliers or perform market analysis; rather, it guides decision-makers on the structural relationship with suppliers.
For example, IACCM provides tools to decide whether to adopt outcome-based contracts, performance partnerships, or traditional transactional agreements.
Benchmarking may be a separate exercise, but sourcing models determine the governance and risk-sharing approach that underpins supplier relationships.
CIPS encourages procurement professionals to be familiar with IACCM’s role, as it reinforces the need for strategic selection of sourcing models rather than a one-size-fits-all approach.
[Ref: CIPS L5M6 Study Guide, p.31 C IACCM and sourcing model selection]
정답: B
Explanation:
The first step in A.T. Kearney’s 7 Step Model of Strategic Sourcing is Supplier Portfolio Generation. The model provides a structured approach to sourcing, beginning with an understanding of current spend and supplier landscape before progressing to strategy development and implementation.
The seven steps are:
Profile spend and supply base.
Develop sourcing strategy and cost comparison.
Generate supplier portfolio.
Select implementation path.
Select competitive suppliers.
Integrate operations with suppliers.
Continuously benchmark supply market.
The reason supplier portfolio generation is first is because procurement must identify potential suppliers and the overall supply base structure before choosing strategies or engaging in competitive selection. Skipping this step risks building a strategy without understanding available market options.
Thus, while options C and D are important later in the process, they cannot occur without first mapping the supplier portfolio.
[Ref: CIPS L5M6 Study Guide, Chapter 1.2 C Strategic Sourcing Models, esp. p.31C32]
정답:
Explanation:
Total Cost of Ownership [TCO] refers to the full cost of acquiring, operating, and maintaining an item over its entire lifecycle―not just the purchase price. For Steve, the relevant elements are:
Purchase Price [A]: The initial acquisition cost.
Maintenance and Downtime [D]: Costs of repairs, spare parts, and losses during equipment downtime.
Training [E]: Expenses incurred in training staff to use new systems or equipment.
By contrast, Location and Supplier Relationship are important considerations but cannot be quantified as direct financial costs in the same way.
The TCO model is often illustrated as the Cost Iceberg, where the purchase price is only the visible tip, while hidden costs [e.g., energy use, repairs, obsolescence, disposal] represent the bulk. Understanding TCO enables procurement to make more informed decisions, ensuring long-term value rather than focusing narrowly on upfront cost.
[Ref: CIPS L5M6 Study Guide, p.9 C TCO and the Cost Iceberg]
정답:
Explanation:
The three key enablers are People, Tools, and Technology. Each plays a distinct but interconnected role in making category management effective:
People: Skilled category managers and cross-functional teams provide the expertise, negotiation skills, and stakeholder engagement needed for success. Without trained professionals, strategies cannot be executed effectively.
Tools: Analytical frameworks like Kraljic’s Matrix, spend analysis, TCO, and risk assessment tools enable informed decision-making. These provide structure and evidence for procurement strategies.
Technology: Digital platforms such as e-procurement systems, data analytics software, and supplier relationship management [SRM] tools support efficiency, transparency, and scalability.
By contrast, options such as “Place” and “Environment” are not formal enablers within CIPS’s framework. While environmental and cultural context matter, they are not listed as the three foundational enablers.
The study guide emphasises that category management can only be effective when these three enablers work together―skilled people using appropriate tools and supported by the right technology.
[Ref: CIPS L5M6 Study Guide, p.6 C Enablers of Category Management]
정답:
Explanation:
A Category Board [sometimes called a Category Council or Committee] is a cross-functional group of stakeholders responsible for overseeing the development and implementation of a category strategy. It brings together representatives from procurement, finance, operations, and other relevant departments to ensure that sourcing decisions align with overall business objectives.
While boards may also review spending or risk, their main role is strategic governance. They provide input into category planning, approve strategies, resolve conflicts, and ensure stakeholder buy-in. This collaboration is essential, as category management is a cross-functional discipline that cannot succeed if procurement operates in isolation.
Options A and B are too narrow, while option D is unrealistic―no body can “mitigate all risks.” Instead, the board ensures risks are recognised and addressed within the strategy.
The study guide highlights the importance of such structures in embedding category management within an organisation’s governance framework.
[Ref: CIPS L5M6 Study Guide, pp.614 C Category Boards and governance in category management]
정답:
Explanation:
Category Management is a strategic approach to procurement. According to CIPS, it is defined as “a rigorous fact-based, end-to-end process for proactively collaborating with stakeholders to develop and implement sourcing strategies that deliver significant value from an organisation’s external spend.”
Unlike tactical or reactive procurement, which focuses on immediate needs or firefighting, category management emphasises long-term planning, data analysis, supplier relationships, and alignment with business objectives. It goes beyond simply planning purchases in advance [which could apply to “planned procurement”] by integrating market intelligence, risk assessment, and value optimisation.
Being strategic means that category management seeks not only cost savings but also innovation, sustainability, and resilience. It requires cross-functional collaboration and the use of analytical tools like Kraljic matrices, total cost of ownership, and supplier segmentation.
Therefore, the most accurate categorisation is strategic procurement, not merely tactical or planned. [Ref: CIPS L5M6 Study Guide, p.2 C Category Management as a strategic approach]
정답:
Explanation:
The correct term is Cost Out, a proactive cost management approach where the buyer collaborates with the supplier during the design phase to eliminate unnecessary costs before they arise. This ensures efficiency and value creation throughout the product lifecycle. For example, designing packaging to minimise waste or using standardised components to avoid expensive customisation.
This differs from:
Cost acceptance, where the buyer accepts the supplier’s price without analysis.
Cost engineering, a broader process of optimising costs through design and process evaluation.
Cost down, which typically involves reducing costs after production by analysing processes, renegotiating contracts, or improving efficiency.
Cost Out is especially relevant for strategic or high-value categories where innovation and collaboration with suppliers can generate long-term savings. It is consistent with category management’s emphasis on strategic supplier partnerships.
[Ref: CIPS L5M6 Study Guide, p.80 C Cost Out vs Cost Down strategies]
정답:
Explanation:
Peak pricing is another term for dynamic pricing, where the cost of a product or service changes in response to fluctuations in demand and market conditions. A common example is airline ticket pricing, where fares increase during peak travel periods and drop during off-peak times.
Dynamic pricing relies on market data, technology, and sometimes artificial intelligence to adjust prices in real-time. It maximises revenue by capturing higher margins during periods of strong demand while stimulating sales when demand weakens.
Other options are different strategies:
Penetration pricing involves initially low prices to gain market entry.
Limit pricing aims to deter new entrants by setting prices low enough to discourage competition.
Price skimming involves launching at a high price, then gradually lowering it as demand declines.
In category management, understanding pricing models like dynamic pricing helps procurement anticipate supplier pricing strategies and develop negotiation tactics.
[Ref: CIPS L5M6 Study Guide, pp.180C182 C Pricing models and procurement]
정답:
Explanation:
The correct answer is Maturity. In the industry lifecycle model, markets evolve through stages: birth, growth, maturity, and decline. Tulipa Ltd initially saw high growth, reflecting the growth stage, where demand is rising, and market share is expanding. However, for the past two years, share has plateaued, suggesting the market has stabilised, which is a key characteristic of the maturity stage.
At maturity, the market is often saturated, with limited opportunities for expansion. Competition becomes more intense, innovation slows, and firms compete largely on efficiency, branding, or incremental improvements. Unlike decline, the market is still viable and profitable, but growth rates are flat.
The study guide also introduces an intermediate stage called shakeout, occurring between growth and maturity, where weaker competitors exit. Tulipa’s situation has passed growth but has not yet entered decline, making maturity the correct classification.
[Ref: CIPS L5M6 Study Guide, p.175 C Industry Lifecycle and Procurement Strategy]