Question 1

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.

Accepted Answer

The condition technique in SAP helps in setting prices for customers by providing a control mechanism to determine how much to charge a given customer for a given product. It offers a flexible way of setting pricing based on various factors such as customer groups, product types, quantity, and other conditions. The other options mentioned - pricing variance, price fixing, and fluctuation - do not provide specific control mechanisms or techniques for setting prices in SAP.

Question 2

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

Accepted Answer

Sales force automation software includes features such as lead management and routing, which can automatically assign incoming leads to sales representatives based on various criteria, such as location or product expertise. It can also provide forecasting tools based on lead data, allowing companies to anticipate customer needs and adjust their sales strategy accordingly.

Question 3

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.

Accepted Answer

The answer of In SAP ERP a sales order is...

Question 4

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

Accepted Answer

Customer Relationship Management (CRM) software provides top management with an overview of a company's complete relationship with a customer. CRM software helps companies manage their interactions with customers, including sales, marketing, customer service, and support. It provides a centralized platform to store customer data, track communication history, and analyze customer behavior to improve customer engagement and retention. One to One Marketing Software and Open Relationship Software are not commonly used software terms in the industry. Denouement software relates to the resolution of a story, and Supply Chain Management software tracks the movement of products in the supply chain but does not focus on customer relationships. Therefore, CRM software is the best choice for this scenario.

Question 5

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.

Accepted Answer

The answer of With global____________________,the R/3 system automatically checks all...

Question 6

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

Accepted Answer

The answer of What does the term Delivery mean in...

Question 7

What are the three benefits of CRM?

Accepted Answer

The answer of What are the three benefits of CRM?...

Question 8

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

Accepted Answer

The CRM (Customer Relationship Management) system communicates with SAP ERP (Enterprise Resource Planning), BW (Business Warehouse), and APO (Advanced Planner and Optimizer) systems in developing and executing its plans, integrating customer data and interactions across different platforms.

Question 9

Briefly describe two CRM activities.

Accepted Answer

The answer of Briefly describe two CRM activities....

Question 10

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.

Accepted Answer

This step involves the physical preparation and shipment of goods, which is part of the delivery process in sales and distribution.

Question 11

Briefly describe four kinds of decisions made by Marketing managers.

Accepted Answer

The answer of Briefly describe four kinds of decisions made...

Question 12

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.

Accepted Answer

The remittance from the customer is part of the payment process in the sales and distribution cycle. The payment is recorded in the accounting system by debiting Cash and crediting Accounts Receivable.

Question 13

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

Accepted Answer

Organizational structures are used in SAP ERP system to group customers and salespeople based on various criteria such as regions, departments, or product lines. This enables efficient management and analysis of sales and customer data. Master data refers to commonly used data such as product information or vendor details, while document flows and audit trails refer to tracking of transactional data within the system.

Question 14

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

Accepted Answer

The answer of The goal of ____________________ software is to...

Question 15

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

Accepted Answer

On-demand (also known as Software as a Service, or SaaS) CRM is a type of CRM where the software and equipment are hosted by the CRM provider and accessed by the user via the internet. This means that the user does not have to install any software in-house, and can easily access the CRM system from anywhere with an internet connection.

Question 16

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.

Accepted Answer

Inventory sourcing involves checking if the required materials are available to fulfill the customer's order by the requested date.

Question 17

Which of the following are benefits to CRM?

Accepted Answer

CRM can lead to lower costs by streamlining processes and reducing redundancies, higher revenue by improving customer satisfaction and loyalty, and improved strategy and performance measurement by providing insights into customer behavior and needs. Therefore, all of the above options are benefits of using CRM.

Question 18

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?

Accepted Answer

The 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 is the Purchase Order Number. It is assigned by the customer to the sales order to identify a specific order from the customer's side. This number helps in tracking and reconciling the sales order with the corresponding purchase order.

Question 19

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

Accepted Answer

The document flow in SAP ERP provides a chronological list of all the documents and transactions associated with a particular business transaction, such as a sales order. This can be used to research the history of the transaction, including any changes or updates that have been made along the way. The trail mix, transaction index, material master data, and sales master data are not relevant to researching the history of a transaction in SAP ERP.

Question 20

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.

Accepted Answer

The answer of  
Figure 3-1 The sales process at...

Quiz 3: Marketing Information Systems and the Sales Order Process