Deck 9: Supporting the Sales Process With SAP

Question 1

The "Create Standard Order: Overview" window in the SAP system is used to create new sales orders.

Answer 1

True

Question 2

B2C sales are much more common than B2B sales.

Answer 2

False

Question 3

An SAP system can help a firm achieve a competitive strategy.

Answer 3

True

Question 4

SAP allows sharing of inventory and price data with the sales department.

Question 5

Inducing buyers to purchase products is a part of the outbound logistics activity of the value chain.

Question 6

Sales people in an organization that does not implement SAP are typically provided with real-time updates on inventory levels.

Question 7

SAP implementation has no effect on customer response time.

Question 8

Prior to the implementation of SAP,the organization's warehouse was responsible for checking the credit of new customers.

Question 9

Accountants are usually authorized to approve sales orders in a sales process that does not use SAP.

Question 10

SAP helps reduce the loss in revenue from cancelled sales to their best customers.

Question 11

In an organization that does not implement SAP,the warehouse manager can communicate real-time updates on inventory levels to salespeople efficiently.

Question 12

In an organization that has not implemented SAP,the various actors in a typical sales process use a unified sales database.

Question 13

A sale is an exchange of goods or services for money.

Question 14

In an SAP system,the warehouse manager is usually responsible for credit approval in a sale.

Question 15

When a sales order is generated,SAP systems generally send a message to the accounting department requesting credit approval.

Question 16

In an organization that does not implement SAP,overnight updates on inventory data ensures that salespeople have accurate inventory data while making a sale.

Question 17

Sales orders must be manually created by accountants in SAP systems.

Question 18

In a typical sales process that does not implement SAP,sales orders are passed on to the warehouse after obtaining approval from the accounting department.

Question 19

Shipping products to customers is an activity of the sales process.

Question 20

In a typical sales process that does not use SAP,the sales department evaluates the risk of selling to a new customer.

Question 21

Process synergy occurs when processes are mutually supportive-when one process is done well,then the objectives of another process are supported.

Question 22

eBay is an example of a merchant e-commerce company.

Question 23

Warehouse managers use the Maintain Billing Due List screen to update picked items in SAP.

Question 24

Demand management is a CRM process.

Question 25

SAP systems do not permit warehouse managers to overwrite the defaulted value that appears in the Deliv.Qty column of the Outbound Delivery screen.

Question 26

Auctions provide goods and services at a stated price and arrange for the delivery of the goods.

Question 27

The Sales process is just one of the many CRM processes that SAP can support.

Question 28

One of the effectiveness objectives an organization achieves with the implementation of SAP is faster customer response.

Question 29

The implementation of SAP in an organization increases the amount of cancelled sales to its best customers.

Question 30

E-commerce is a multi-firm process of buying and selling goods and services using Internet technologies.

Question 31

An accounting department can generate a bill using the SAP system only after the warehouse has posted goods to the buyer.

Question 32

B2B e-commerce refers to sales between companies.

Question 33

Nonmerchant companies own the goods they sell.

Question 34

SAP achieves process synergy by designing processes to work together.

Question 35

An SAP system can trigger a message to the warehouse manager to ship products on a scheduled date after a sales order has been approved.

Question 36

Clearinghouses match buyers and sellers by using an IS version of a standard auction.

Question 37

SAP systems do not include Post Goods functionality.

Question 38

The legal ownership of a shipment does not change until it is delivered to the buyer.

Question 39

Information systems that support the sales process of B2C companies are typically Web storefronts that customers use to enter and manage their orders.

Question 40

Sales and promotion are CRM processes.

Question 41

Social CRM is an information system that social networks use to facilitate communication within their network.

Question 42

Disintermediation is the elimination of middle layers of distributors and suppliers.

Question 43

In an organization that follows a typical sales process and does not implement SAP,the ________ receives the sales orders that have been approved by accounting.

A) purchasing department
B) sales agent
C) warehouse manager
D) sales department

Question 44

While smartphone payments are not yet common,by 2028 some experts believe these types of payments will dominate consumer sales.

Question 45

Which of the following departments has the authority to approve sales orders in an organization that follows a typical sales process without implementing SAP?

A) accounting
B) planning
C) manufacturing
D) marketing

Question 46

In an organization that follows a common sales process and does not implement SAP,many sales orders are often rejected due to a lack of inventory.Which of the following is the problem with the sales process that led to the rejection of the sales orders?

A) Sales staff are not given access to the warehouse database.
B) Accountants are not checking inventory levels before approving a sale.
C) Sales staff are not instructed to check the warehouse database.
D) Inventory data available to the sales agents lag by a day.

Question 47

An electronic exchange is a type of clearinghouse that matches buyers and sellers.

Question 48

Which of the following is likely to be a change that will occur in the common sales process after the implementation of SAP?

A) The sales agent is given the authority to approve a sale.
B) Before every sale, the warehouse manager receives a request from the sales department for updates on inventory levels.
C) The pre-sales activities are removed from the sales process, and inventory and price data are maintained by the warehouse.
D) A unified system is implemented to track all sales data.

Question 49

Sharing of customer data improves market efficiency.

Question 50

E-commerce reduces the flow of price data.

Question 51

Which of the following departments is responsible for sending invoices to customers in a company that does not use SAP?

A) marketing
B) accounting
C) manufacturing
D) operations

Question 52

Which of the following is a sales activity that is typically performed by a warehouse manager?

A) shipment
B) payment
C) marketing
D) manufacturing

Question 53

The darknet is part of the deep web,the extended Internet with addresses that are not
indexed by search engines.

Question 54

In an organization that follows a typical sales process and does not use SAP,which of the following is likely to be a problem faced by the warehouse manager?

A) The warehouse does not receive a specific database to enter details regarding inventory.
B) The warehouse manager cannot update the database without the approval of the accounting department.
C) The purchase department tracks all shipments, instead of the warehouse department.
D) The warehouse manager cannot communicate inventory forecasts to the sales department.

Question 55

Which of the following statements is true of the sales process in an organization?

A) It is a part of the outbound logistics activity of the value chain.
B) It is a support process, though it is commonly mistaken for an operational process.
C) It is a part of the inbound logistics of a value chain.
D) Its major activities are selling, shipment, and payment.

Question 56

Which of the following is likely to be the first activity in the sales process of a company that has not implemented SAP?

A) creation of sales orders
B) approval of sales orders
C) pre-sales actions
D) creation of warehouse bills

Question 57

____________ is a binding agreement to sell a product at a specific price to a customer on a specific date.

A) A quotation
B) An invoice
C) A sales order
D) Receiving payment

Question 58

In an organization that has not implemented SAP,the ________ department is responsible for checking customers' history of payments and determining the risk of selling to a customer.

A) accounting
B) marketing
C) manufacturing
D) purchasing

Question 59

Which of the following is a main activity of the sales process?

A) procurement
B) payment
C) storage
D) manufacturing

Question 60

Blockchain overcomes the need for a trusted third party and verifies records by maintaining data on a distributed database that is public and difficult to hack.

Question 61

Freepages12.com is a Web site that helps companies find advertising media to reach niche markets.This Web site is an example of a ________ e-commerce concern.

A) B2B
B) B2C
C) C2C
D) B2G

Question 62

Which of the following is a general benefit that is achieved as a result of implementing SAP if the company followed a typical sales process earlier?

A) Every department's database will be separated and protected from other departments.
B) Process synergy can be avoided.
C) The process of checking credit for new customers will be faster.
D) The warehouse manager can approve sales to priority customers.

Question 63

When the Post Goods Issue button in SAP is selected by a warehouse manager,________.

A) the legal ownership of the product changes
B) a purchase request is generated for approval
C) an invoice is generated for approval
D) the records indicate that the products have reached the customer

Question 64

According to the U.S.Census Bureau,merchant companies are companies that ________.

A) arrange for the sale of goods without owning them
B) outsource their sales process
C) buy goods and resell them
D) sell services provided by others

Question 65

Which of the following is a key difference between auctions and clearinghouses?

A) Auctions are used for low-value products, whereas clearinghouses are used for high-value products.
B) Clearinghouses take title to the goods they sell, whereas auctions do not.
C) Clearinghouses facilitate only B2B sales, whereas auctions facilitate B2B and B2C sales.
D) Auctions support a competitive bidding process, whereas clearinghouses sell at a stated price.

Question 66

Which of the following is a characteristic of clearinghouses?

A) They compare goods or services and take title to the goods that they sell.
B) They provide information about e-commerce Web sites that support B2B sales.
C) They provide goods and services at a stated price and arrange for the delivery of the goods.
D) They facilitate the auction of goods and services and deliver products to the highest bidders.

Question 67

Which of the following statements is true of an electronic exchange?

A) It supports competitive bidding.
B) Amazon.com is an example of an exchange used by consumers.
C) It generates revenue only through advertising.
D) It matches buyers and sellers.

Question 68

According to the U.S.Census Bureau,nonmerchant companies are companies that ________.

A) buy goods and then resell them
B) own the goods they sell
C) manufacture the goods they sell
D) arrange for the sale of goods without owning them

Question 69

Which of the following is a CRM process?

A) demand management
B) service
C) procurement
D) returns management

Question 70

In an organization that uses SAP,the warehouse manager uses the ________ screen in the SAP system to ship items to customers.

A) Post Incoming Payments
B) Outbound Delivery
C) Billing Due List
D) Create Standard Order

Question 71

In an organization that has implemented SAP,the accounting department receives a message that it can bill a customer for a sale when the ________.

A) order is picked and packed at the warehouse
B) sales order is approved in SAP
C) sales order is generated in SAP
D) warehouse posts the goods issue in SAP

Question 72

Who among the following is responsible for creating sales orders in an organization with a typical sales process and that has implemented SAP?

A) warehouse manager
B) accountant
C) sales agent
D) tracker

Question 73

In an organization that has implemented SAP,the accounting department uses the ________ screen in SAP to generate an invoice for a sales order.

A) Post Incoming Payments
B) Outbound Delivery
C) Maintain Billing Due List
D) Create Standard Order

Question 74

E-commerce leads to ________,which is the elimination of middle layers of distributors and suppliers.

A) forward integration
B) decentralization
C) backward integration
D) disintermediation

Question 75

Web storefronts typically used by companies such as Amazon.com and LLBean.com are information systems that support the sales process of ________ companies.

A) B2G
B) B2B
C) B2C
D) G2C

Question 76

Social CRM is an information system that _________________.

A) is used by companies to gather data about its employees and improve its human resource decisions
B) helps companies improve intra-departmental communication and social relationships
C) is used exclusively by corporate networks to communicate with employees at all levels
D) helps companies collect customer data from social media and share it among their customer-facing processes

Question 77

In an organization that implements SAP,once a sales order is created,the very next step is to ________.

A) send a message to the accounting department
B) approve an invoice to be sent to the customer
C) deduct the number of items sold from the database
D) verify pre-sales actions

Question 78

Which of the following statements is true about e-commerce?

A) It results in an increase in inventory-carrying costs.
B) It improves the flow of price data.
C) It decreases market efficiency.
D) It reduces sharing of consumer data.

Question 79

________ is a multi-firm process of buying and selling goods and services using Internet technologies.

A) Social engineering
B) Value networking
C) E-commerce
D) Social networking

Question 80

Which of the following facilitates process integration?

A) maintaining independent databases for each process
B) developing mutually supportive processes
C) restricting access to sensitive data
D) decentralizing process activities