Deck 3: Marketing Information Systems and the Sales Order Process

Question 1

Pricing can be set using condition techniques.

Answer 1

True

Question 2

Returned products to a company are processed more efficiently if the customer first calls for a RMA.

Answer 2

True

Question 3

In SAP R/3,relatively permanent data about inventory is kept in the Material Master Data table.

Answer 3

True

Question 4

CRM software stands for Custom Resource Management.This is a specialized type of ERP.

Question 5

In the SAP ERP system,delivery means releasing the documents that the warehouse uses to pick,pack,and ship orders,rather than the traditional definition of transferring goods.

Question 6

Global ATP allows for searching of a particular product at multiple plants worldwide.

Question 7

In SAP R/3,relatively permanent data in the Material Master Data table is available to only one module,the Materials Management module.

Question 8

SAP R/3's system allows one to group customers,which is commonly known as an "organizational structure".

Question 9

A customer calls up to find out how much 1000 units of a product would cost.This is an example of ____ in the sales and distribution process.

A)presales activities
B)sales order processing
C)inventory sourcing
D)delivery and billing
E)payment

Question 10

In SAP R/3,relatively permanent data about customers in the Customer Master Data table is available to only the Sales and Distribution module.

Question 11

With on-demand CRM,the software and computer equipment reside with the CRM provider; it is not installed in-house.

Question 12

An inquiry in the SAP ERP system occurs in the Delivery step of the Sales and Distribution cycle.

Question 13

In SAP R/3,relatively permanent data about customers is kept in the Customer Master Data table.

Question 14

A customer is granted a 10% price discount in a large order.This is an example of an activity in ____ in the sales and distribution process.

A)presales activities
B)sales order processing
C)inventory sourcing
D)delivery and billing
E)payment

Question 15

In SAP R/3,the linked set of document numbers is called the "document flow".

Question 16

The first step in the SAP ERP sales and distribution process is the Sales Order Processing step.

Question 17

In SAP R/3 the electronic evidence of a transaction is called a document.

Question 18

The PO Number is a number assigned by a company to track orders in the SAP ERP system.

Question 19

Pricing cannot be set or configured in the SAP ERP system.

Question 20

In SAP ERP the electronic evidence of a transaction is called a(n)____.

A)trail
B)marker
C)tag
D)audit number
E)document

Question 21

Setting prices for customers can be very complex.SAP helps by offering a control mechanism,called ____,to determine how much to charge a given customer for a given product.

A)pricing variance
B)price fixing
C)condition technique
D)fluctuation

Question 22

What software can automatically route customers who contact the company to a sales representative? Companies can use this software to forecast customer needs.

A)Marketing encyclopedias
B)Sales campaign management
C)One-to-one marketing
D)Sales force automation

Question 23

In SAP ERP a sales order is entered only once,by the sales people.It need not be entered a second time,in Accounting,to keep the books.Briefly explain why that second entry is not needed in SAP R/3.

Question 24

What kind of software can give top management an overview of a company's complete relationship with a customer?

A)One to One Marketing Software
B)Open Relationship Software
C)Denouement Software
D)Customer Relationship Management Software
E)Supply Chain Management Software

Question 25

With global____________________,the R/3 system automatically checks all facilities and determines the most cost-efficient facility to use to meet the customer's request in terms of ordering and delivering goods.

Question 26

What does the term Delivery mean in the SAP R/3 system?

Question 27

What are the three benefits of CRM?

Question 28

The ____ system communicates with SAP ERP,BW,and APO systems in developing and executing its plans.

A)PPO
B)SSA
C)CRM
D)GUp

Question 29

Briefly describe two CRM activities.

Question 30

A customer's documents are released to the warehouse so that the goods can be gathered,packed and boxed.This is an example of ____ in the sales and distribution process.

A)presales activities
B)sales order processing
C)inventory sourcing
D)delivery and billing
E)payment

Question 31

Briefly describe four kinds of decisions made by Marketing managers.

Question 32

A customer's remittance causes Cash to be debited and Accounts Receivable to be credited.This is an example of ____ in the sales and distribution process.

A)presales activities
B)sales order processing
C)inventory sourcing
D)delivery and billing
E)payment

Question 33

The SAP ERP system allows users to define various ways to group customers and salespeople.These groups are called ____.

A)organizational structures
B)master data
C)document flows
D)audit trails

Question 34

The goal of ____________________ software is to provide a "single face to the customer."

Question 35

In ____ CRM,the software and equipment reside with the CRM provider; it is not installed in-house.

A)walk-up
B)on-demand
C)Internet
D)ERP

Question 36

A customer's order is checked to see if it can be produced and delivered by the requested date.This is an example of ____ in the sales and distribution process.

A)presales activities
B)sales order processing
C)inventory sourcing
D)delivery and billing
E)payment

Question 37

Which of the following are benefits to CRM?

A)Lower costs
B)Higher revenue
C)Improved strategy and performance measurement
D)All of the above

Question 38

In the sales order process,there is a number used in the SAP ERP sales order that in a paper process would be pre-printed on the sales document,usually in sequential number order.It's assigned by the customer to the sales order.What is this number?

A)Customer ID
B)Purchase Order Number
C)Material Number
D)Billing Code

Question 39

In SAP ERP,the history of a transaction (such as a sales order)can be researched by looking at its ____.

A)trail mix
B)transaction index
C)document flow
D)material master data
E)sales master data

Question 40

Figure 3-1 The sales process at Fitter Snacker
Describe the problems with the Fitter Snacker sales orders and quotations,as illustrated in the accompanying figure.

Question 41

What is one-to-one marketing?

Question 42

Figure 3-1 The sales process at Fitter Snacker
In the Fitter Snacker sales system,as illustrated in the accompanying figure,ideally,how should returns be handled?

Question 43

In the accompanying diagram,"Taking an Order in SAP ERP," what is C?

Question 44

Describe the problems with Fitter Snacker's order filling.

Question 45

In the accompanying diagram,"Taking an Order in SAP ERP," what is A?

Question 46

Describe the problems with Fitter Snacker's accounting and invoicing.

Question 47

In the accompanying diagram,"Taking an Order in SAP ERP," what is D?

Question 48

Describe the problems with Fitter Snacker's sales quotations and orders.

Question 49

Figure 3-1 The sales process at Fitter Snacker
Describe the problems with the Fitter Snacker Credit Check,as illustrated in the accompanying figure.

Question 50

Describe the problems with Fitter Snacker's payment and returns.

Question 51

In the accompanying diagram,"Taking an Order in SAP ERP," what is B?