Question 1

The OE/S process handles the processing and shipment of a customer order while another process actually bills the customer.With such a configuration,you would not expect the OE/S system to interface directly with the ____.

Accepted Answer

The OE/S system is responsible for processing and shipment of customer orders and hence it would be expected to interface with inventory and billing/accounts receivable/cash receipts processes which are directly related to order fulfillment. However, it is not expected to interface with the human resource process as it is not directly related to order fulfillment.

Question 2

The concept behind ____ is to cultivate customer relationships by prospecting,acquiring,servicing,and retaining customers.

Accepted Answer

The concept described in the question is that of Customer Relationship Management (CRM), as it involves all aspects of managing and maintaining customer relationships. Customer self-service (CSS) software and sales-force automation (SFA) software are more focused on specific areas of managing customer interactions, while sell-side systems relate to the process of selling products or services. Therefore, option A is the best choice.

Question 3

Customer Relationship Management (CRM)tools can be used by marketing managers to connect with customers,to learn what they like and don't like,and about new products that they want.

Accepted Answer

The answer of Customer Relationship Management (CRM)tools can be used...

Question 4

Confirm input acceptance in the OE/S process is a control plan that tells the customer service representative that the order has been accepted.

Accepted Answer

The confirm input acceptance in the OE/S process control plan is designed to provide confirmation to the customer service representative that the order has been accepted. This control plan helps to ensure that the order is processed accurately and efficiently.

Question 5

Analytical applications,which include ____,are intended to allow the use of sophisticated statistical and other analytical software to help an organization's members develop insights about customers,processes,and markets.

Accepted Answer

The answer of Analytical applications,which include ____,are intended to allow...

Question 6

The ultimate goal of the OE/S process is:

Accepted Answer

The ultimate goal of the OE/S process is to create value for the customer, by ensuring that their needs and expectations are met through accurate order entry and sales events. While increasing sales volume may be a desired outcome, it is not the ultimate goal of the process. Ensuring accuracy is also important, but it is a means to achieving the ultimate goal of creating value for the customer.

Question 7

The OE/S process is part of the ____ process.

Accepted Answer

The OE/S process (Order Entry/Sales) is a key component of the order-to-cash process, which encompasses all activities from receiving and processing customer orders to receiving payment and recording the transaction in the company's financial systems.

Question 8

Which of the following is a horizontal information flow?

Accepted Answer

Horizontal information flow refers to the movement of information across departments or functions at the same level of an organization, rather than up or down the hierarchical structure. All the options provided (A, B, C) represent communication or information exchange between departments or functions at the same organizational level, thus they are examples of horizontal information flow.

Question 9

With companies facing global competition,firms are recognizing that their most important asset is:

Accepted Answer

The answer of With companies facing global competition,firms are recognizing...

Question 10

When the sales order department acknowledges a customer order,it is an example of a:

Accepted Answer

The answer of When the sales order department acknowledges a...

Question 11

____ applications in organizations are usually viewed as being focused on either operational or analytical applications.

Accepted Answer

Data warehousing is the process of storing and managing data from various sources to provide insights for decision-making. Data warehouses are used for both operational applications (such as monitoring inventory levels) and analytical applications (such as identifying customer trends). The other options listed are specific techniques or processes within data management and do not necessarily align with operational or analytical applications as clearly as data warehousing does.

Question 12

The OE/S process addresses the decision needs of managers of various sales and marketing functions through the use of:

Accepted Answer

The OE/S process, or Order Entry and Sales, involves information flows both vertically, between different levels of management, and horizontally, between different sales and marketing functions. Therefore, choice C is the correct answer.

Question 13

____ systems use the Internet to automate and manage purchases and the vendors from which these purchases are made with the predominate technology being electronic data interchange (EDI).

Accepted Answer

The question describes buy-side systems, which are used by organizations to purchase goods and services from vendors. These systems typically use the Internet and EDI technology to automate and manage the procurement process. Customer relationship management (A) systems are used to manage customer interactions and relationships, while sell-side (C) systems are used by vendors to manage their sales processes. E-business (D) is a broader term that encompasses a variety of business activities and technologies, including buy-side systems.

Question 14

The primary function of the OE/S process is to create information flows that support:

Accepted Answer

The OE/S process (Order Entry/Sales) involves the management of sales and marketing functions, and its primary function is to create information flows that support the decision-making needs of those who manage these functions. This includes providing data and insights related to customer behavior, sales performance, and inventory management, which can inform strategic decisions about marketing and sales activities. While financial data may also be generated through this process, it is not the primary focus of the OE/S process. Similarly, while sales personnel may benefit from the information generated through this process, their decision-making needs are not the primary objective of the process itself.

Question 15

The grouping of customers into categories based on key characteristics is called:

Accepted Answer

The process of grouping customers into categories based on key characteristics such as demographics, behavior, and needs is called segmentation. This helps companies to tailor their marketing efforts and product offerings to specific groups of customers, improving customer satisfaction and increasing sales. Option A (itemization) refers to the act of listing or detailing individual items, while option B (identification) refers to the process of identifying individuals or objects. Option D (sales-force automation) refers to using technology to automate sales-related tasks such as lead management, sales forecasting, and order processing.

Question 16

The OE/S process includes the first four steps in the order-to-sales process.The order of these four steps is:

Accepted Answer

The correct order for the first four steps in the order-to-sales (OE/S) process is: pre-sales activities, sales order processing, picking and packing, and then shipping. This sequence starts with initial customer engagement and ends with the delivery of goods.

Question 17

Customer credit check is a control plan that ensures that the organization protects its resources by dealing only with customers who have demonstrated an ability to satisfy their liabilities.

Accepted Answer

Customer credit check is a control plan that helps protect the organization's resources by assessing creditworthiness and only doing business with customers who have shown that they can meet their financial obligations.

Question 18

When the sales-related data are captured in the sales order department and then the information flows to the managers housed in the marketing department,it is an example of a:

Accepted Answer

The information flow in this scenario is vertical because it is going from one department (sales order) to another department (marketing) within the same hierarchy or chain of command. Horizontal information flow would occur if the information was being shared between departments on the same level, such as between two different sales order departments.

Question 19

____ applications can handle both B2B and B2C business transactions.

Accepted Answer

The answer of ____ applications can handle both B2B and...

Question 20

In addition to the warehousing function,the three primary departments that you would expect to be part of a typical OE/S process are:

Accepted Answer

Sales order department handles the processing of customer orders, shipping department is responsible for ensuring prompt and correct delivery of goods, and credit department deals with payment processing and managing customer credit lines. Accounts payable is not typically part of the OE/S process.

Quiz 10: The Order Entrysales Oesprocess