Examination Techniques

A Guide for Students

The Chartered Institute of Purchasing & Supply
Examination Techniques
A Guide for Students
Contents

Part 1 Guidance on Examination Techniques Part 3 Guidance on International Certificate 2

1.0 Introduction and Advanced Certificate in
2.0 About case studies Purchasing and Supply
3.0 Reviewing case studies 1.0 Introduction
4.0 Reading the exam questions 2.0 Multiple-choice questions for Section A of
5.0 Allocating time the paper
6.0 Understanding command words 3.0 Short-answer questions for Section B of the
7.0 Planning, writing and reviewing answers to paper
exam questions 4.0 long-answer questions for Section C of the
8.0 A note about CIPS’ answer formats paper
9.0 Using CIPS’ materials for further guidance 5.0 Last minute hints and tips
10.0 About the examiner
11.0 Useful sources and materials on exam List of Figures
technique Figure 1 CIPS Three-step approach to answering
12.0 Conclusions exam questions

Part 2 Guidance on the CIPS Open Book Figure 2 How long…? [does it take to plan and
Examination for Level 6 Supply Chain write an answer]
in Practice unit
1.0 Guidance on the Supply Chain List of Table
Management in Practice – Open Book Table 1 Typical word count, approx number of
Examination pages and recommended reading times for
2.0 Important things to consider CIPS exams by level of exam paper
3.0 The analysis
4.0 What can you take into the open book Table 2 Question options for all levels
examination?
5.0 Last minute hints and tips Table 3 Typical command words and their
definitions

Table 4 Time allocations for questions and sub-

component questions

Table 5 CIPS guidance for answer formats

The Chartered Institute of Purchasing & Supply
Part 1
Examination Techniques
A Guide for Students

1.0 Introduction times the companies fictitious but designed to Part 1 Page 3
test your knowledge and understanding in the
This guide has been written by experienced CIPS same way.
examiners to provide you with tips and hints on
preparing for CIPS examinations. Comments are The case studies are used to test the candidates’
intended as a guide only, as it is appreciated that knowledge and understanding of the syllabus. It
everyone works in different ways. We hope that is a test also of how the candidates’ knowledge is
you will find the guidance useful as you prepare applied during the examination, for example, to
for your examinations. an industry sector, an organisation, an individual
within an organisation, a relationship between a
The guide focuses on the short-mini case studies number of organisations, a process, a principle or
that are contained within all CIPS examination product context. Other information will be about
papers, but also provides a short focus on how to the substantive key issues related to the syllabus
approach the major case study for Supply Chain content.
Management in Practice, which is the integrative
unit for the CIPS Level 6 Graduate Diploma in Case studies vary in word length by Level, as
Purchasing and Supply, which can be found on indicated in the Table 1, so it is important that
page 11, in Part 2. candidates are able to read and assimilate the
case material within the specified timeframe,
2.0 About the CIPS examination case studies indicated in the table below for each level.

The case study is a brief overview of a business Approx Recommended

situation.The purpose of the case study is to allow Level Word count number minimum
you to demonstrate your ability to analyse a pages reading time
purchasing and supply situation under
examination conditions.To do this effectively you 3 500-600 1–1½ 30 minutes
need to know, understand and have experience of 4 500-700 1-2 30 minutes
the application of the relevant theory.This is an 5 700-800 1½ -2 30 minutes
active process, not a memory exercise, so practice 6 800-1000 2–2½ 30 minutes
on a range of past mini-case studies is essential.

You need to learn analysis and problem solving Table 1: Typical word count, approx number of
skills that you can use quickly and easily as you pages and recommended reading times for
aim to analyse the short mini-case studies that are CIPS exams by level of exam paper
posed at the start of each examination paper.
This needs active practice, not just passive The case studies contain information that
reading revision. On analysing the case study you candidates will need to use in answering the case
may need to make realistic assumptions – study questions. It is important that as a
something that will be addressed later in the candidate, you realise that this case study must be
guidance. A good knowledge of current used to answer questions from Section A. If the
purchasing and supply practices and general material from within the case study is not used,
business climate developments, demonstrated in then it is likely that your answers will not be of
the exam, will gain you marks. the expected quality, as the answers will not be
applied as expected. This will be reflected in the
All CIPS examination case studies and questions marks awarded, which are likely to be less than
for Section A of the examination papers are they would had the case study been used.
written by examiners and peer reviewed by an
Assessment Panel. The process is very thorough The case study questions may cover any aspect
and concentrates on ensuring that the case of the syllabus content for the paper you are
studies are fit for purpose and that they will aid taking.
students’ success as they have a full and detailed
basis for application of answers, thus being able Case studies are written so that candidates do
to demonstrate to an extent, purchasing in not need to have any specific industry or sector
practice. knowledge in order to answer the questions.You
may, however, be well able to use your external
CIPS examination case studies are written knowledge about the specific case context but, if
scenarios about some aspect of business relevant you do, take care there is no contradictory
to the syllabus content within each unit. Often information in the case.
the case studies are based on real companies, but
re-named to retain anonymity, thus enhancing the
real and relevant nature of the case studies. Other
The Chartered Institute of Purchasing & Supply
Examination Techniques
A Guide for Students

3.0 Reviewing the case study • Make notes about the main points in the case Part 1 Page 4
study as they relate to the unit content (for
The time allocation for the examinations is quite example,‘this section is about conflict
generous, so you have plenty of opportunity to management approaches in negotiation…’).
review the case, think about the information It might be useful to do this for sections or
provided and make a few notes for use in paragraphs of the case. Remember, it is your
answering the questions – but make sure you do knowledge of the CIPS qualifications unit
not exceed the time allocated for reviewing! content that is being tested.

When reviewing the case, the following tips and • Try to determine if the case study makes any
hints may be useful: assumptions that are not clearly stated.
Business reports often include assumptions,
• Read the case study and the case questions and it is useful to identify them; often this
through quickly to start with, in order to get demonstrates a mature approach to thinking
a general overview of what it is about, and to more broadly and logically and is viewed as
help you settle down to thinking. Remember positive by the examiner. However, do not
you have approximately 30 minutes to spend too much time on it either, as it can
absorb the case study information. act as a distraction during the examination.
• Then, read the case study through again
more carefully, this time with a pen at the • When you have considered the case, you are
ready to make a few notes and annotate the ready to look in more detail at the questions
case study throughout. Often, taking a
highlighter pen into the examination is a • When you begin writing your answers you
good idea to be able to highlight key areas as are likely to want to go back to the case to
you read through. re-read portions of it, so if you are making
• Firstly, identify the contextual information, notes on the case itself, take care to keep the
that is, background data that sets the scene pages as clean as possible!
for the key issues. For example, if there is
financial information, or information on 4.0 Reading the exam questions
trends, size of the business or purchasing
spend, then it is useful to highlight these and Exam paper questions are divided into two
consider their relevance to the case study. sections*: Section A questions are those that
Often these issues are insightful in terms of relate specifically to the case study; Section B is
the approaches you might take to the answer. more general and will include questions related
Possible contexts might include: to any aspect of the syllabus. Table 2 summarises
• B2C and /or what is expected of you.
• B2B and /or
• Product and /or Section Selection
• Services and /or
• International and /or A Answer the two compulsory questions
• Not for profit / social (*the integrative paper includes four
compulsory questions and no Section B)
• Secondly, identify the key issues that are
presented in the case and try to prioritise B Answer two from four questions
these, including any that appear to be
peripheral to the main case. For example, if
you were to undertake a SWOT analysis in
Level 6 Strategic Supply Chain Management, Table 2: Question options for all levels
you should first prioritise the weaknesses
that need addressing and would have the Tips and hints for reading questions:
most beneficial impact upon the • Spend 10 minutes to read the questions
organisation. In terms of threats to the through at least twice – it is worth reading all
organisation, identify the most viable threat questions on the paper so that you have an
to the organisation that needs to be managed overall picture of what is being asked before
quickly and effectively to reduce the risk to you focus attention on Section A, which CIPS
the business. A further example in terms of recommend to attempt first.
Level 5 Risk Management and Supply Chain
Vulnerability might be prioritising the risks • At the first reading identify what is being
by using a rating scale and thus be able to asked of you, in general, for each question
identify the highest risk to the organisation. • Determine which part of the subject unit
content the question relates to
The Chartered Institute of Purchasing & Supply
Examination Techniques
A Guide for Students

• Consider what key issues the question is words below linked very much to different Part 1 Page 5
asking you to write about learning outcomes and learning objectives. You
• Number the tasks the question is asking should familiarise yourself with the demands of
you to answer so that you are sure you the words below, because it will aid your
fully understand the demands of the understanding of the question and its overall
question. demands.

• At the second reading, mark those questions CIPS exam questions may include any of the
from Section B that you could answer best following command words, or others. Table 3
and then again when working on them, provides you with definitions of typical
identify how many things the question command words.
demands of you. Format, context, task and
outputs are very important.
Command Definition
• Next, highlight the command words in each word
question.
• identify if it is asking you more than one Analyse Examine a topic together with thoughts
thing and judgments about it, by dividing the
• make sure you have not misread any part topic into its separate parts and looking
of the question – if you have, be at each part in detail
prepared to attempt a different question
(although you only have a choice of Appraise Evaluate, judge or assess something,
questions in Section B). giving views based on strengths and
weaknesses of a given situation
• Be sure that, even if a question sounds
familiar to one you may have practised, the Argue Provide reasons for or against something,
wording is as you expect it to be – a clearly and in proper order, using or citing
difference in the command word may evidence so that a case can be proved.
require a completely different type of answer. Also, compare with Discuss
In essence, do not regurgitate answers you
have already prepared previously and Assess Evaluate or judge the importance of
remembered, make sure you answer the something, referring to the special
specific question asked, using your prior knowledge of experts where possible.
knowledge and understanding. This may involve quoting from other
texts
• Remember to write down a few notes about
the question, so that you can refer back to Comment on Write notes explaining your own criticism
these when you begin to plan your answer and observations of the issues. Base your
later on. Use your answer booklet to do this comments on a balance of fact versus
– notes should be crossed out towards the personal views. Often involves evaluation
end of the exam; your examiner will not
mark these. Compare Examine one thing in relation to another
thing so that points of similarity or
• When selecting questions to answer (from difference become evident
Section B of the paper), pick those that you
can write answers to all components, rather Contrast Emphasise the differences between two
than only one component, even though you opposite or dissimilar things. This may
know you can do it well. This strategy clearly include approaches to a particular
gives you a chance of gaining maximum aspect of purchasing
marks.
Criticise Give your judgments about the good or
5.0 Understanding command words bad qualities of theories or opinions,
supporting your decision with evidence,
When developing the unit content for the CIPS and where appropriate literature
qualifications, much attention was paid to
utilising a range of command words, appropriate Define Explain the exact meaning of a word
to the level of qualifications being undertaken. or phrase
These command words do cross the levels on
occasion, but they often determine the demands Describe Give a full account or a detailed
of questions, and are therefore important. If you representation of something
read the unit content carefully, you will see the
The Chartered Institute of Purchasing & Supply
Examination Techniques
A Guide for Students

Part 1 Page 6
Command Definition Command Definition
word word

Discuss Consider something by writing about it Suggest This means that there may be more
from different points of view. than one answer. You must give the
Compare with Argue or evaluate most appropriate answer or
answers.
Enumerate List and mention items separately in
number order. Compare with List Summarise Give a brief, concise account of the
main points of something, leaving
Evaluate Calculate or judge the value of something; out details and examples
include your personal opinion in your
evaluation. Often includes an assessment
Table 3: Typical command words and their
of strengths and weaknesses
definitions
Explain Give reasons for, or account for
You must take special care with command
something, so that it is clear or easy to
words, so as not to confuse common terms and
understand.
respond inappropriately. For example, candidates
often confuse “explain”,“evaluate”,“criticise”
Illustrate Clarify or explain something by using
instead choosing to “discuss”.
examples or diagrams
6.0 Allocating time
Interpret Use your own ideas to explain the
significance of something. This may be
CIPS recommend you allocate time to answer
qualitative or quantative
each question using the marks as a guide. All
papers ask you to answer four questions, each
Justify Show good reasons for decisions or
worth 25 marks. The total time allocated to
conclusions, perhaps by referring to
complete exam papers at all Levels is three
other texts or evidence with a case
hours.
study
Time has already been allocated for you to read
List Mention items separately in number
the case study (30 minutes) and a further 10
order or by using bullet points.
minutes has been suggested as recommended
Compare with Enumerate
question reading time. Hence, the time you have
available to prepare and answer the four exam
Outline Give the main features, facts or the
questions is around 2 hours and 20 minutes. This
general idea of something, omitting
gives you 35 minutes to spend on each question.
minor details
It may help you to break the time allocation
Propose Put forward (for example, a point of
down further, depending on how many marks
view, idea, argument, suggestion) for
and sub-components of questions have been
consideration or action
allocated. Table 4 gives you a quick reference
breakdown that you may find helpful.
Reconcile Show how two apparently conflicting
things can appear similar or compatible
Suggested Suggested
Relate Establish a connection or association Marks time Marks time
between things to show how they effect allocation allocation
each other or how they are alike
25 35 minutes 5 7 minutes
Review Examine and assess a subject critically 20 28 minutes 3 4 minutes
15 21 minutes 2 3 minutes
Show Explain thoroughly or prove something 10 14 minutes 1 1 ½ minutes
so that the truth can be established

State Put something into words clearly

Table 4: Time allocations for questions and
and briefly
sub-component questions
The Chartered Institute of Purchasing & Supply
Examination Techniques
A Guide for Students

7.0 Planning, writing and reviewing answers to • To ensure you draw the examiner’s attention Part 1 Page 7
exam questions to points in your answer, you may wish to
use signposting such as sub-headings and
The purpose of the CIPS examinations is for you underlining of key points in your text, such
to as have been included in this section of the
(a) demonstrate you have knowledge about the guide.
subject area, and • Unless you are otherwise asked to write to a
(b) show that you can adhere to instructions specific structure, such as a report or memo,
when answering questions. you do not need to include an introduction,
preamble, summary or conclusions. These
Thus, it is important to consider both these will not attract marks. Where an introduction
aspects when preparing for exams. Figure 1 is asked for, however, this may be used to
summarises a three-step approach to planning specify the scope of the answer, or provide
and writing exam answers. definitions.
• Show how you reach any conclusions you do
make, for example, when answering number-
Examiner experience, particularly on longer exam based questions.
answers, highlights that most marks are awarded for • Remember also when writing to use the full
the first half of a candidate’s answer. This is usually page space for answers. This enables you to
because of a lack of focus and often some repetition in include a few words more on review of your
the second half, indicating poor planning in answering answer should another aspect of the point
the question. Candidates should always plan a you have made come to mind. Leaving space
complete and balanced answer. also makes it easier for the examiner to see
the points you have made clearly when
allocating marks. Beware, however, of leaving
large gaps in your answers, as examiners may
think you have finished and stop marking.
Plan Write Review • Make handwriting as legible as possible.
Using a fountain pen or even a fibre tip pen
helps this. Practice handwriting. In an age
where increasingly we use IT, this is very
Step 1 Step 2 Step 3 important. Illegible handwriting does not
bode well. Examiners can only mark what
Figure 1: CIPS 3-Step approach to answering they can read and interpret fully.
exam questions • Stop writing the answer when your allocated
time runs out! If you do not move on to the
It is obviously easier to write answers to short next question, you are certainly going to lose
questions, worth relatively few marks. For longer marks overall. Clearly, it is important to
answers, however, it is worthwhile taking time to attempt all sub-components of a question as
plan your answer in order to organise your this gives you the maximum chance of
thoughts. It is also recommended that you allow gaining marks. However, four partly
time to review your written answers. answered questions will not bode well either.
If you are struggling with completing your
Step 1 first and second answer in the time, then you
need to review your plans for the other
• Plan by noting down any and all relevant questions, in order to make sure you
points that come to mind. At this stage, do complete as many answers to questions as
not worry about order or structure possible.
• Once you have some notes, you can then
begin to organise your thoughts. Use a Step 3
coloured marker (easily distinguishable from
your written notes) to identify which points • Use time at the end to review your answers.
can be drawn together for, say, a paragraph of CIPS recommend that you do not leave the
your answer. exam room before the full time allocation.
• Check your answer against the plan you
Step 2 made, so that you are sure all relevant points
have been included, written correctly and
• Then, you can write to the plan you have the question has been answered
made, making each substantive point clear appropriately.
and concise, and written in a way that
answers the question.
The Chartered Institute of Purchasing & Supply
Examination Techniques
A Guide for Students

• Use the space you have left to add any last Part 1 Page 8
minute points – do not amend your answers
Format Key Features
substantively at this stage, it is too late for
Informal report • Report heading
that, but you can add any points you have
• Introduction
missed out easily.
• Sections with headings
• Summary or conclusion
Note: the time you allocate to planning an
• Recommendations
answer rather depends on how long it takes you
to write answers, which depends on how
Briefing notes • Note format
planned your answers are (see Figure 2). So,
• Bulleted or numbered lists
when preparing for exams in general, you should
within the report
practice planning and writing answers to exam
questions. This will give you a guide on the
Memo • To and from
length of time you can spend on planning and
• Date
writing.
• Subject heading for each section
depends on how of the report
long it takes to write • Salutation (dear xxxx)
• Paragraphed body text
• Signatory

Letter • Addressee information

• Date
how long does it how long does it • RE: Meeting
take to plan? take to write? • Salutation (Dear Sir/Madam –
Yours faithfully – Dear Mr or Mrs
– Yours sincerely)
• Subject heading
• Paragraphed body text
• Signatory
depends on how
good the plan is Email • To and from
• Date
Figure 2: How long
• Subject heading
• Salutation
Examiners do not negatively mark, that is, they do not • Paragraphed body text
take away marks for any incorrect points or even poor • Signatory
structure unless it is a requirement of the question. • Using proper English and not text
However, the more clearly structured you present your English will be important. E-mails
answers, the easier it will be for an examiner to are formal documents and
allocate marks to your correct points. Good structure should not include any
requires planning. shorthand
• Signatory is important. You
should always make sure your
name, date and position are
8.0 A note about CIPS answer formats
included. Within e-mails, in
particular, full contact details
CIPS exam papers may ask you to write answers
should be included directly
to questions using a number of different formats,
below the signatory.
as well as writing from the perspective of
different characters, such as a purchasing
manager or a consultant. As previously
mentioned, the use of formats is one way that Table 5: CIPS guidance on answer formats
examiners can test your ability to follow
instructions.Two marks will be awarded for the
correct use of an answer format.Therefore if you
do not adhere to the instruction given you could
lose up to two marks.

Formats and features of those that examiners

may use are in Table 5.
The Chartered Institute of Purchasing & Supply
Examination Techniques
A Guide for Students

9.0 Using CIPS’ materials for further guidance 11.0 Useful sources and materials on exam Part 1 Page 9
technique
CIPS have provided an exemplar paper for each
CIPS qualifications unit. These can be found in www.bbc.co.uk/dna/h2g2/A520859 - offers
the student area of the CIPS website – reliable tips and hints on written exam
www.cips.org. You should have a user name and technique, albeit aimed at secondary education
password, which was allocated when you students in the UK.
registered as a student member. These exemplars Cottrell S (2003) The Study Skills Handbook,
are designed to give you a useful insight into the second ed, Palgrave Macmilan,
types of questions that will be asked in your ISBN 1-4039-1135-5 – a useful text on study skills
examination, and in particular the case studies but covers more than just exam technique.
provide a strong indication of the case studies Associated with the publisher of this text, there is
you will experience in the examination. a general skills website to be found at
www.skills4study.com which is potentially useful.
The size of case study and types of questions will If you click on ‘useful resources’, you will find a
provide a useful indication of case study and number of links to different UK universities, all
question demands. The exemplars also provide offering advice on exam and revision technique.
some answer guidance, that is, consideration of
potential answers. However, do remember this is Tony Buzan has written various books on making
only guidance and not a specimen answer. Each better use of your brain capacity, including The
answer provided by you will be assessed on its Ultimate Book of Mind Maps. Mind maps are a
own merits and not on a framework of answer potentially useful way to plan a question answer
guidance. during an exam, but it’s a technique that does not
suit everyone. Information about his various
10.0 About the examiner techniques can be found at http://www.mind-
mapping.co.uk and http://www.buzanworld.com
When you start answering your questions, you where he discusses a full range of ‘cortical skills’ -
should give some thought to the examiner, who word, image, number, logic, rhythm, colour and
are they, what will they want to see, what do spatial awareness.
they expect?
12.0 Conclusion
A good way to think about an examiner is as a
potential employer, almost as if you are in an In summary below, you will find a table setting
interview situation and your job on the day is to out the key approaches you need to take to
convince the examiner that you know what you preparing for an examination.
are talking about, and you know what you are
doing. This is quite a useful approach to take.
Understanding of purchasing and supply theory and
Alternatively, you could think of an examiner as a current issues
key customer or even your boss.Think of them
as somebody you need to impress in terms of Read and analyse the case study
your ability to apply knowledge and
understanding of subject areas in practice, well Purchasing Stakeholders Environmental
time managed and well presented. Context B2B Internal and analysis
and / or B2C etc external Macro / micro
Examiners are selected because of their & internal
experience and knowledge of the subject area,
and, therefore, they are very aware of what is Key issues
needed to be able to complete a question
effectively.
What is the question?
Remember, first impressions are important in an
interview. It is equally important in an What is the theory being tested? In what context?
examination paper, if the examiner is put off in
the beginning by poorly presented papers, poor What is the format: Report, letter memo etc
handwriting and lack of knowledge or
application.This is going to influence the way in Question plan [cover total question & time plan]
which they perceive your paper. They mark very
strictly to mark schemes, but even though, their
Good balanced answer earning high marks
views will be formulated.
The Chartered Institute of Purchasing & Supply
Examination Techniques
A Guide for Students

Finally, in the flow chart below, there are some Part 1 Page 10
final hints and tips on the advance preparations
for the examination, not just what you are
preparing to do on the day.

Learn, understand and

Read around the subject
be able to apply
and keep up with news
purchasing and supply
and developments
theories

Prepare a realistic balanced revision plan

Revision is an active process - not only read - apply and

do example case studies

Check arrangements at exam centre - arrive in good

time with all relevant items (calculator etc)

Read and analyse case study

Read questions

Select questions

Time plan

Analyse selected question. What theory being tested?

In what context? What answer format is required?

Write answer in required format, answering the actual

question, with relevant theory and in case context

Keep to exam time plan - end question on time

Well balanced answers to each question to give a high

mark earning answer - book

Good luck!
The Chartered Institute of Purchasing & Supply
Part 2
Guidance on the CIPS Open Book Examination
Level 6 Supply Chain Management in Practice

1.0 Supply Chain Management in Practice – The candidate brief Part 2 Page 11
Level 6 integrative unit case study option
preparation guidance for the CIPS open The brief is an integral part of the case study,
book examination giving a lead on the focus of the case study,
potential themes and questions. On occasions
Much of what you have already read throughout you may also be expectd to play a role e.g. either
this guidance document is relevant to this case an external consultant or an internal manager. On
study approach, in particular references to: the day of the examination, candidates are
expected to answer the questions set from the
Section 3 - Reading the exam question point of view of the role that has been allocated.
Section 5 - Understanding command words The brief is likely to contain the following:
Section 6 - Planning, writing and reviewing • A brief analysis of the company situation
answers to exam questions • An attempt to place you at the centre of the
Section 9 - About the examiner action, asking you to prepare reports on
Section 10 - Useful sources and materials on some critical strategic issues/problems facing
exam techniques the organisation.

If you have not read these sections, then it is In addition to the above, as a candidate you will
particularly important that you should do so. be expected to also ensure the following:
• The use of relevant models for the sector in
2.0 Important things to consider which the case study is based
• The use of each candidate’s practical and
Firstly, the information given to you in the case business experience using any illustrative
study is the only information you will be examples
required to work with. You do not need to • The use of labelled and referenced diagrams.
gather any additional information for the purpose • An awareness and application of strategic
of the examination, it is complete. supply chain management ideas and
solutions
Secondly, yes, you can take you exam preparation • Revisiting relevant syllabi from the other
into the examination, so make it as user friendly compulsory core subjects within the CIPS
as possible, well referenced, well sourced; if not, Level 6 Graduate Diploma, namely Leading
you are likely to lose time trying to find key and Influencing in Purchasing and Strategic
aspects of your analysis. Supply Chain Management, and where
appropriate including it within the answers
Thirdly, do not try and cram all of your analysis you provide. Remember this is an integrative
into the exam answers for the sake of it, or just assessment and it is important to synthesise
because you have prepared it. Only use the your ideas across the board, relating to the
relevant information on the day. Again, you will other two subject areas.
waste time and potentially fail to gain necessary
marks if you just pour analysis into your answers The role of analysis
without any substance of application.
One of the purposes of the case study is to let
Fourthly and importantly, use analysis to form the you analyse the situation that the company finds
basis of your answers, to give you back-up, itself in. In doing this, you will need to apply
support your recommendations and justifications, many of the key concepts that you would have
and ensure that it is articulated appropriately. learnt in the other modules.A case study has to
be read several times before a clear idea of the
Remember, the purpose of this case study is to key issues can be established.This enables you to
demonstrate: establish a picture of the environment in which
• Analysis and critical thinking the company is operating, as well as the
• Decision-making company’s position within it. Eventually, based on
• Judging between courses of action this analysis, you will make a series of decisions
• Handling assumptions and inferences to take the company forward into the future.A
• Presenting a point of view detailed and effective analysis of a case should
• Listening to and understanding others include the following:
• Relating theory to practice. • The key historical events that have
contributed to the development of the
company
• A PESTLE analysis, which looks at Political,
Economic, Social,Technological, Legal and
Environmental issues surrounding the case
The Chartered Institute of Purchasing & Supply
Guidance on the CIPS Open Book Examination
Level 6 Supply Chain Management in Practice

• A SWOT analysis and its evaluation A SWOT analysis and its evaluation Part 2 Page 12
• Product/service analyses and the links to
strategic supply chain management linked to In addition to the PESTLE analysis, a review of
the purpose of the case study the company’s strengths and weaknesses is
• Analyses of a range of issues that pertain to required.This is an internal audit of the company,
the particular case study. Often, case studies allowing you to examine each relevant business
are not straightforward and different types of function in which the company is currently
analyses are required.These may be more strong or weak. Companies could have a
contemporary in nature, including the weakness in their supply chain or supply
identification of new and emerging themes management strategies. Is a company in an
• Any constraints that the company faces from overall strong position in supply markets? Can it
a resource point of view.These could be operate profitably in its current market sectors?
human, financial, technical or environmental How can the company minimize the threats to
• Any structural features or control systems its position and expand on its opportunities to
• A list of key issues that emanate from the more effectively improve its supply chain
above. management practices? Can the company turn its
weaknesses relating to its current business
3.0 The analyses practice into strengths? A good SWOT analysis
helps you to understand, in a clear and succinct
The key historical events that have contributed to manner, how the company is positioned.
the development of the company or sector
Any constraints that the company faces from a
Cases often contain a history of the company. It resource point of view
is important to analyse this history and to list the
key critical events that helped to shape the Companies face a variety of constraints when
company’s development.At the same time an developing their strategies.These constraints
analysis of the history will also offer insights into could be supply market constraints (size and
the evolution of a particular industry. Historical growth potential of a market), financial
analysis and charting can help in understanding constraints (the ability to finance supply chain
any supply chain management decisions that initiatives, or introduce supply chain strategies
have been made by the company. because of poor cash flow, ability to raise money,
and so on) or indeed environmental constraints
A PESTLE analysis (these could be pollution management capability,
or public concerns, something major
A PESTLE analysis looks at Political, Economic, manufacturing industries often face).
Social,Technological, Legal and Environmental .
issues surrounding the case. Any structural features or control systems

Cases will contain some or all of the key PESTLE Analyses should include an understanding of the
factors.This type of analysis allows you to present structural pattern of the organization and
understand the macro-environment facing the the way in which this contributes to or detracts
industry sector that the company is immersed in. from developing its strategies. For instance, is
The PESTLE factors also help to highlight key there a defined purchasing or supply chain
trends within the markets.Amongst others, these management structure? Are there systems for
could be demographic profile trends, sociological monitoring supply chain effectiveness? Are the
issues, trends in different markets or ethics and systems rigid or flexible?
sustainability issues. Some of the technological
factors may show up, particularly because of the Key issues
increasing emphasis on e-based initiatives such as
e-procurement and e-tendering.Analysing each of As a result of these analyses, you should be able
these factors gives some idea of the to list a number of key issues which are facing
opportunities and threats facing a company. the company described in the case study.These
key issues form a valuable resource when
answering the questions set in the examination.

These types of analyses can then be linked to any

strategic plan that you may have considered
developing.
The Chartered Institute of Purchasing & Supply
Guidance on the CIPS Open Book Examination
Level 6 Supply Chain Management in Practice

A generalized approach to formulating strategies Again, remember this is an integrative unit Part 2 Page 13
would probably contain the following: and you should be cognisant of the breadth
and scope of the case study and its inclusion
1. Statement of the problem – This will contain of Leading and Influencing in Purchasing and
a situation analysis of the company, its Strategic Supply Chain Management issues,
problem areas and its general capability. ensuring they are appropriately addressed.
When analysing a case study, it would be
2. Analysis of data surprising if only one course of action was
(a) Industry – This would cover an analysis possible. Often there are several alternatives
of the growth potential in the various to a problem and a company has to weigh up
supply chain markets and the demands the chances of success and pursue a
this places upon the organisation. particular course of action.As an examination
(b) Product/Service analysis – This would candidate, you are expected to pursue
consider areas such as consideration of courses of action which are possible, realistic
the supply markets the organisation and sustainable.The examiners are not
services, and implications for purchasing looking for right or wrong answers; they are
and supply management delivery searching for solutions that will work within
requirements, such as sourcing, buying the given scenario of the case study.
and service delivery requirement.
(c) Financial analysis – The financial 4.0 What can you take into the examination?
performance of a company gives
guidelines on its profitability, return on You can take the following into the examination,
investment, shareholder value, liquidity, in the same way you could for the old CIPS case
inventory levels and possible resource study exams:
requirements for growth (see section on
Financial Analysis). However, it should be • Pre-prepared case analysis
noted that not all of the Supply Chain • Relevant text books, but ensure that you
Management in Practice case studies will mark them up clearly and do not spend too
have finance within them, but should much time referencing them or else you will
they have sufficient information this is a not finish the exam
very important aspect. Additionally, it is • Any useful journals
always helpful to suggest that financial • Your copy of the case study marked up and
assessments for initiatives are annotated for your use
undertaken. • Any materials from Leading and Influencing
(d) Management – If organization charts are in Purchasing or Strategic Supply Chain
available any gaps in the structure should Management that you may also find useful.
be ascertained.Also, issues such as
mission, values and objectives should be Remember, you only have one desk and limited
taken into account. space, be prepared, do not rely on text books,
3. Generation of options and an evaluation of you should know your stuff, take them just in
these – In this section, the options regarding case you need them.
the development of supply chain strategies,
inclusive of suggestions relating to Leading 5.0 Final hints and tips
and Influencing in Purchasing and Strategic
Supply Chain Management practices When working on the case study, and during the
integrated into this unit, should be examination, do not repeat in summary form any
undertaken. large pieces of factual information from the case
4. Recommendations (decisions) and supply study, just reference it within your answer for
chain strategies – This should be the crucial example ‘on page number 6 of the case study,
element of any proposed supply chain figure one shows financial information…….’ .
management initiatives, encompassing key The examiners are fully aware of the case study.
decisions that may be taken, giving reasons Avoid being descriptive when you should be
for choosing these, understanding the being analytical.
possible reactions to these all stakeholders
involved in the process. The justifications for You need to ensure the layout of your case study
these must be fully detailed and of substance, answers are carefully considered, using sections
as such recommendations form the strategic and sub-sections for your answers, which will aid
thrust of potential supply chain management the discussion flow from one section of your
strategies for the future. Resource answer to the next.
implications also need to be considered.
Clear and decisive objectives must be set.
The Chartered Institute of Purchasing & Supply
Guidance on the CIPS Open Book Examination
Level 6 Supply Chain Management in Practice

Try and build on what has gone before and let Part 2 Page 14
your approach build. Taking a piecemeal
approach to analysis results in fragmented
answers and lacks coherence and then impacts
upon the logic of the answer.

It is important to write in the required format,

using clear English and provide clarity of
approach. When using diagrams always label
them and reference them, making sure they have
a clear purpose.

Finally, you should undertake the following:

• Exam practice, get used to writing in time

constrained conditions
• Read and digest any examiner reports and
guidance provided
• Ensure you are up to date with the latest
thinking in strategic supply chain
management, reading journals and reference
books
• If referencing authors in your answer, either
reference them properly, and perhaps discuss
their views in loose terms. Poor quotations
or incorrect quotations do not bode well for
you in examinations
• Give your time and commitment to your pre-
exam analysis and hopefully it will pay off on
the day and remember, answer the questions
asked, not the questions that can use your
analysis!

Good luck!
The Chartered Institute of Purchasing & Supply
Part 3
Guidance on the International Certificate and
International Advanced Certificate

1.0 Introduction However, given the time allocation, you should Part 3 Page 15
be able to do a much better job if you pace
This section of the guidance seeks to outline yourself and think about the content of each of
how students should approach preparation of the possible answers.
the CIPS International Certificate and
International Advanced Certificate Examinations, When looking at multiple-choice questions do
which in terms of format are different to the new not try to find a pattern of answers or options in
CIPS qualifications, at Levels 3, 4, 5 and 6. terms of your thinking because it does not work
on this basis; rather observe the question and the
This guidance seeks to outline the format of the optional answer stems and search for the right
paper and key things that students should do in option.
order to prepare effectively for the examination.
In most multiple-choice questions there is often
1.1 Examination Format one answer that is obviously not correct, and
which you should discount immediately and,
The format of the International Certificate and through process of elimination, arrive at the right
Advanced Certificate papers is as follows: answer. Obviously, this type of paper, therefore,
requires you to have revised your subject area
The exam paper has three sections: well and be able to identify the most appropriate
Section A - has 10 compulsory multiple choice answer.
questions worth two marks each.
Section B - has six compulsory short-answer A typical question would look like this:
questions, worth five marks each.
Section C - has three compulsory longer- Question
answer questions. Question 17 is Which of the following best defines the term
worth 20 marks and questions 18 ‘quality’? (2 Marks)
and 19 are worth 15 marks each. (a) Easy to use
. (b) Guaranteed to operate for a long time
In Part 1 of this guidance, there is already some (c) Supported by a warranty
very useful and relevant information, which (d) Conformance to specification
applies directly to this examination, including the
following: Process of elimination would immediately tell
you that option (a) is incorrect. You cannot
Section 2 - Reading the exam questions necessarily equate quality to ease of use, in fact,
Section 5 - Understanding command words sometimes to the contrary.
Section 6 - Planning, writing and reviewing
answers to exam questions The next obvious one for elimination is (c)
Section 8 - Using CIPS materials for further supported by a warranty. Just because something
guidance is supported by a warranty does not mean
Section 9 - About the examiner quality.
Section 10 - Useful sources and materials on
exam techniques. The next one for elimination of course is (b)
because if something is of good quality it might
In addition to this, CIPS feel it important to last for a long time, but quality is something
support you through revising and preparing for much greater than this.
the International Certificate and Advanced
Certificate approach specifically and the next As you may have guessed quality is about
three sections take each type of exam question ‘conformance to specification’. If the
and consider useful approaches to completing builder/manufacturer of goods/products works
the examinations effectively. to a specification and conforms to the
specification at all stages, then it is likely that
2.0 Multiple-choice questions for Section A of quality will be at the centre of the output. It
the paper allows for standardisation of the product and
consistency of quality in the product build.
As already stated there are 10 multiple-choice
questions, and you must select one correct
answer from each question. You are advised in
the rubric of the paper to take 30 minutes over
this section of the paper. The temptation will, of
course, be to rush through this part of the
question and, often, guess the answers.
The Chartered Institute of Purchasing & Supply
Guidance on the International Certificate and
International Advanced Certificate

Let’s take another example: You will note that in the main each question will Part 3 Page 16
ask you to complete a specific number of items
Question 2 for example:
Which of the following is a key aspect of
services? (2 marks) Name five of the stages used in a VE exercise.
(a) Services can be seen prior to purchase
(b) Services cannot be owned like a This question does essentially require you to
product can identify the name of the five stages, but to
(c) Services can be stored enhance your change of passing the question
(d) Services can be tangible also, you should define what is meant by VE.

If you know about services you will immediately Identify five advantages for a buyer
recognise that there is no way that you can see a purchasing products that are made to an
service prior to purchase (a) because a service international standard.
only happens at the time of delivery, not before,
not after, and indeed never in the same way This question requires you essentially to provide
again.A service is completely intangible, which a list of advantages. We would recommend that
ultimately eliminates (d). In other words, a you write a sentence on each of the advantages,
service cannot be touched, will never be the and try to avoid just providing a bullet-point list.
same again, a bit like a haircut, or going to a Although you are short on time, often if you can
concert. One night the band might be excellent, demonstrate some in-depth understanding the
the next night they might all have sore throats. examiner will view that favourably.

As a result, we have eliminated the third Outline two advantages to a buyer of using
possibility (c) services can be stored. Of course brand names when requesting quotations.
they cannot be stored, because we have already
recognised that they can only be experienced at Again a brief sentence on each of these
the point of delivery, again, not before nor after. advantages would be useful, giving on this
occasion an example. There are 2.5 marks per
This process of elimination is very important in advantage, so you could include ‘for example…..’
terms of multiple choice, so you must apply logic
and sense, along with your knowledge of the You have one hour, so use it, don’t rush on to the
subject, and if you take the allocated time, you next stage, or else you will not conclude the job
should stand a much stronger chance of passing successfully and affect your chances of success.
each of the questions concerned. Remember 20 Importantly for you, this is 30 marks against the
marks is a fifth of your exam paper, which is a entire paper, when you get to this stage.You are
considerable amount, so you should take your now halfway through and if you do well in this
time in getting things right. section and section cumulatively, then you will
definitely strengthen the possibility of a good
3.0 Short-answer questions for Section B level of success.

This part of the paper asked you to answer six 4.0 Long-answer questions for Section C
short-answer questions, and you have 60 minutes,
that is, one hour to answer this, which is 10 The principles applied to this question are very
minutes per question, each of the questions much the same principles as those outlined in
offering five marks. Because they are short- particular in Section 3, 5 and 6 of Part 1 of this
answer questions, this 10 minutes should be guidance.
adequate, giving you time to think through your
answers and to formulate them in a structured For many of you, this may be the first time you
way. In fact, you have two minutes per mark have undertaken time constrained examinations
broken down. for a while, or you might be quite new to
learning in a professional sense, and you will be
A key point for you to consider is that a short- unsure what is required. Well, they key to
answer question is not always a one line or one success is quite straightforward:
word answer, or a list of bullet points. Sometimes 1. Read the question
a question often requires you to include some 2. Answer the question posed using your
dialogue, perhaps even a couple of brief knowledge and understanding gained
paragraphs. through learning
3. Structure the answer well
The Chartered Institute of Purchasing & Supply
Guidance on the International Certificate and
International Advanced Certificate

4. Give examples to show a greater (a) Name and explain FIVE of the factors as Part 3 Page 17
understanding stated by the CIPS Ethical Code
5. Manage your time effectively. (10 Marks)

In this final section you have half an hour for each As with the former question, it is clear that the
question, which gives you time to plan and think question requires you to do a number of things:
about how you might approach your answer. 1. It requires you to name FIVE factors
2. It requires you to explain the factors you
The questions are generally structured in such a have named.
way that they give you a significant lead in terms
of the way in which the marks are going to be Your question should therefore consist of five
allocated within the paper. For example: factors and five explanations. Again, the marking
will be on the basis of one mark per factor and
Many disputes between a buyer and a seller one mark per explanation. The explanation will
occur because it is unclear whose terms and again be either a sentence or a short paragraph.
conditions are applicable to the transaction. This
can lead to the ‘Battle of the Forms’ If you give only a bullet-point list, you will only
get a maximum of five marks because you have
(a) Identify the SIX typical documents used in now answered the entire question.
the ‘Battle of the Forms’ and explain their
legal relevance in this context. 4.1 Question 17 – Mini-case study and question
(12 Marks).
Finally, we need to tackle question 17, which is
This question gives you a very clear steer in worth 20 marks. A number of key points to
terms of what it expects: consider are:
1. It expects you to identify six documents 1. The case study is only very short, usually
2. It expects you to explain very briefly the about four paragraphs maximum, giving you
legal relevance of each form; a short a scenario against which to apply your
sentence for each of the six documents answers
would be sufficient. 2. This is not a 20 mark question, but a section
of the paper worth 20 marks, and will usually
Essentially, you will get one mark for identifying constitute three to four shorter questions. So,
each of the six documents and one mark for a in essence, it is very like the 15 mark
brief explanation on their legal relevance. It is questions in terms of the approach outlined
straightforward. If you only list the six forms, you above, so the same principles apply.
will only get half the marks, it is as simple as that.
It is amazing how many students in exam The only key difference is that you are given a
conditions, read only the first part of the question role, a company and some background, and you
and not the whole, and as a result fail to gain should answer your question with this in mind.
necessary marks to pass. Reading the question
and answering it accordingly is essential. If you give a theoretical answer only, without any
application, then you will not gain full marks.
(b) Explain THREE ways in which a buyer can However, if you answer within the pre-
try to ensure the ‘Battle of the Forms’ does determined role, then you will gain marks for
not occur. application of your knowledge and
understanding.
This above question is the second part of the
two-part question, and requires you to give three The questions again give you a clear steer in
‘explanations’, not three bullet points nor a list terms of what is expected and the marks
but an ‘explanation’. This means either a allocated. For example:
sentence or a brief paragraph. This level of
observation and interpretation, is therefore, Outline SIX practices which would be
essential. ethically unacceptable in a potential supplier
for XXX Clothing Limited.
A further example is
First point here is that an ‘outline’ is much more
The Chartered Institute of Purchasing and than a bullet point, it is at a minimum a sentence
Supply’s (CIPS) code of ethics is divided into and at a maximum a brief paragraph for each of
‘principles’ and ‘guidance’ in applying the the six practices you are to determine.
principles:
The Chartered Institute of Purchasing & Supply
Guidance on the International Certificate and
International Advanced Certificate

You will find in most instances that the question Part 3 Page 18
requires you to do two things, make sure you
identify them.

When reading the question you could take the

strategy of ringing the tasks or number the tasks
required of each question and then tick them off
as you have done them. Doing that you avoid
leaving anything out.

5.0 Last minute hints and tips

In closing, don’t forget to read the sections in

Part 1 of the guidance as outlined at the
beginning of this section. Doing so will really
help you understand the examination process in
a much fuller way.

Secondly, remember, use the full amount of time

available to each section, don’t rush, and read the
questions carefully, identifying what each
question requires you to do.

Do not automatically provide bullet points, but

read the words in the question, such as ‘identify
and explain’ or name and explain’, or provide an
overview. All of these require more than just a
bullet point. This is where so many students fall
down.

Revise, make sure you are able to recall your

knowledge at the right time, do not go in there
and work on a pure guess-work basis.The
questions are designed to test knowledge, not
exam tactics.

Good luck!

© The Chartered Institute of Purchasing & Supply December 2006

 © Chartered Institute of Purchasing & Supply February 2008 • ED9/02/08

Easton House, Easton on the Hill, Stamford, Lincolnshire PE9 3NZ, UK

Tel: +44 (0)1780 756777 • Fax: +44 (0)1780 751610 • Email: [email protected] • Web: www.cips.org