12 brand-new questions to test supplier management and negotiation: scoring, TCO, contracts, Incoterms and SRM.
Answer everything, then click Check: your score and explanations will appear.
2.1 · Discrimination
1. Which criterion does NOT belong in a complete supplier scoring?
Scoring combines CQD + financial health, capacity, certifications, location and CSR; logo aesthetics is not a criterion.
2.1 · Application
2. When should you schedule a supplier audit?
Audits are costly: they are reserved for high stakes; for the rest, scoring and goods-in checks are enough.
2.1 · Synthesis
3. What does continuous evaluation of a chronic underperformer trigger?
Retention with more volume to the best, improvement plans for average strategic suppliers, exit of chronic underperformers.
2.2 · Discrimination
4. What is the BATNA?
The BATNA is the credible alternative that gives the power to say no; without it, you do not negotiate.
2.2 · Application
5. The salesperson is stuck on price. What is the best approach?
TCO offers room elsewhere than on unit price; every concession is traded against a counterpart.
2.2 · Scenario
6. Small customer facing a big supplier: which lever is most realistic?
The small customer carries little volume but brings regularity, a clean payment record and a reference: these levers open up terms.
2.3 · Discrimination
7. Which clause protects against a unilateral rise during the contract?
Firm price or capped indexed review with notice and a meeting: it is negotiated before signature.
2.3 · Application
8. Your CGA and their CGV contradict each other. What should you do?
Battle of forms: the outcome is uncertain depending on the country. Only explicit agreement before performance secures you.
2.4 · Discrimination
9. Which Incoterm means risk shifts as soon as goods are loaded on board at departure, even if the seller pays freight?
Under CIF the seller pays transport and insurance to arrival, but risk transfers as soon as goods are loaded on board at departure.
2.4 · Application
10. How do you correctly write an Incoterm in the contract?
Always rule + precise place + Incoterms® 2020 version; an acronym alone means nothing.
2.5 · Discrimination
11. Which suppliers deserve a real SRM relationship?
Strategic: deep relationship; important: structured tracking; transactional: exception management.
2.5 · Synthesis
12. Which dispute-handling method preserves the relationship while staying firm?
Documented facts, hot handling, escalation through announced steps and traceability: firm on the problem, respectful of the relationship.
What's next?
Score ≥ 80%: move on to Level 3 — V3 (inventory: functions, costs, right stock and replenishment).
Score < 80%: re-read the explanations above — each one re-explains the concept — then redo the 48h challenges of the 5 sections (scoring, negotiation, contract, Incoterm, review).