Mis Chapter 8 Supporting The Sales Process With Sap

Front 1

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

Back 1

True

Front 2

Shipping products to customers is considered a sales activity

Back 2

True

Front 3

The sales process is a part of the outbound logistics activity of the value chain.

Back 3

False

Front 4

B2C sales are much more common than B2B sales.

Back 4

False

Front 5

Before the implementation of SAP at CBI, the various actors in the sales process used a
unified sales database.

Back 5

False

Front 6

Prior to the implementation of SAP at CBI, accountants were authorized to approve sales
orders.

Back 6

False

Front 7

Prior to the implementation of SAP at CBI, the sales department used to evaluate the risk of
selling to a new customer.

Back 7

False

Front 8

Prior to the implementation of SAP at CBI, sales orders were passed on to the warehouse after
approval by the accounting department.

Back 8

True

Front 9

The finished goods inventory used to get updated three times a day at CBI, before the
implementation of SAP

Back 9

False

Front 10

Prior to the implementation of SAP at CBI, the updated finished goods inventory data was
sent to CBI's salespeople overnight

Back 10

Tru

Front 11

Prior to the implementation of SAP, the warehouse at CBI used to pick and pack orders
before receiving final permission to ship

Back 11

True

Front 12

Prior to the implementation of SAP, the warehouse manager at CBI did not have any way to
communicate with salespeople about upcoming supply disruptions.

Back 12

True

Front 13

Prior to the implementation of SAP at CBI, the warehouse used to check the credit of new
customers.

Back 13

False

Front 14

After deciding to implement SAP, the top management at CBI reexamined the company's
strategy and committed to a competitive strategy that focused on high-end bikes.

Back 14

True

Front 15

Faster customer response was an efficiency objective that CBI hoped to achieve through the
implementation of SAP.

Back 15

False

Front 16

Reducing the number of cancelled sales was an effectiveness objective that CBI hoped to
achieve through the implementation of SAP.

Back 16

False

Front 17

CBI's salespeople gained access to current inventory and price data after the implementation
of SAP.

Back 17

True

Front 18

In the new SAP system at CBI, accountants have the responsibility of creating sales orders

Back 18

False

Front 19

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

Back 19

True

Front 20

In the new SAP system at CBI, when a sales order is generated, a message is sent to the
accounting department requesting credit approval.

Back 20

True

Front 21

In the new SAP system at CBI, the warehouse manager is responsible for credit approval.

Back 21

False

Front 22

At CBI, once a sales order is approved, SAP triggers a message to the warehouse manager to
create an outbound document for this sales order.

Back 22

True

Front 23

CBI's warehouse manager uses the Billing Due List screen to update picked items in SAP.

Back 23

False

Front 24

In the new SAP system at CBI, warehouse managers are not authorized to overwrite the
defaulted value that appears in the Deliv. Qty column of the Outbound Delivery screen.

Back 24

False

Front 25

At CBI, the Ship Goods activity occurs when a delivery truck leaves the warehouse with a
shipment.

Back 25

True

Front 26

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

Back 26

False

Front 27

Since the implementation of SAP at CBI, the accounting department generates a bill only
after the warehouse has posted goods to the buyer.

Back 27

True

Front 28

The implementation of SAP at CBI resulted in slower customer responses although it
facilitated up-to-date pricing.

Back 28

False

Front 29

SAP helped CBI reduce the number of cancelled sales to its best customers.

Back 29

True

Front 30

Sales promotion is a customer-facing process

Back 30

True

Front 31

Demand management is a CRM process.

Back 31

False

Front 32

Sales promotion is an SCM process.

Back 32

False

Front 33

Process integration is improved in organizations when processes share data.

Back 33

True

Front 34

Increasing process synergy improves process integration.

Back 34

True

Front 35

SAP achieves process synergy by designing processes to work together.

Back 35

True

Front 36

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

Back 36

False

Front 37

Salesforce.com charges customers for their services using a pay-as-you-go plan.

Back 37

True

Front 38

Start-up costs are high when a firm uses Salesforce.com.

Back 38

False

Front 39

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

Back 39

True

Front 40

Nonmerchant companies are companies that own the goods they sell.

Back 40

False

Front 41

eBay is a Web site that matches sellers and buyers without owning any of the products that
are sold through the site. eBay is a merchant company.

Back 41

False

Front 42

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

Back 42

True

Front 43

B2B e-commerce refers to sales between companies.

Back 43

True

Front 44

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

Back 44

False

Front 45

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

Back 45

False

Front 46

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

Back 46

True

Front 47

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

Back 47

True

Front 48

Price elasticity measures the amount that demand rises or falls with changes in price.

Back 48

True

Front 49

Determining price elasticity is more difficult for an e-commerce company than a typical
"bricks-and-mortar" company.

Back 49

False

Front 50

Which of the following is a main activity of the sales process?
A) procurement
B) payment
C) storage
D) manufacturing

Back 50

Payment

Front 51

Which of the following is a sales activity that is typically performed by a warehouse
manager?
A) shipment
B) payment
C) procurement
D) manufacturing

Back 51

Shipment

Front 52

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 activity of the value chain.
D) Its major activities are selling, shipment, and payment.

Back 52

Its major activities are selling, shipment, and payment

Front 53

Before the implementation of SAP at CBI, which of the following was the first activity in its
sales process?
A) creation of sales orders
B) approval of sales orders
C) pre-sales actions
D) creation of warehouse bills

Back 53

C) pre-sales actions

Front 54

Prior to the implementation of SAP at CBI, which department was responsible for sending
invoices to customers?
A) purchasing
B) accounting
C) sales
D) operations

Back 54

B) accounting

Front 55

Prior to the implementation of SAP at CBI, which department was authorized to approve
sales orders?
A) accounting
B) purchasing
C) sales
D) marketing

Back 55

A) accounting

Front 56

Before the implementation of SAP at CBI, the ________ department was responsible for
checking customers' credit history and determining the risk of selling to a customer .
A) accounting
B) marketing
C) sales
D) purchasing

Back 56

A) accounting

Front 57

Before the implementation of SAP at CBI, many sales orders were rejected due to a lack of
inventory. Which of the following was the reason for this?
A) Sales staff were not given access to the warehouse database.
B) Accountants failed to check inventory before approving a sale.
C) Sales staff were not instructed to check the warehouse database.
D) Inventory data in the warehouse database used to lag by a day.

Back 57

D) Inventory data in the warehouse database used to lag by a day.

Front 58

Prior to the implementation of SAP at CBI, sales orders that were approved by accounting
were passed on to the ________.
A) purchasing department
B) sales agent
C) warehouse
D) sales department

Back 58

C) warehouse

Front 59

Prior to the implementation of SAP at CBI, why did the inventory data in the warehouse
database lag by a day?
A) The data about finished goods inventory used to get updated in the warehouse database only

at the end of the day.
B) The warehouse manager did not operate the warehouse database.
C) The accounting department had to verify database entries before sending the information to
the sales staff.
D) The sales database was connected to the warehouse database, and this created synchronization
issues

Back 59

A) The data about finished goods inventory used to get updated in the warehouse database only
at the end of the day.

Front 60

60) Which of the following was a problem that CBI's warehouse faced before implementing
SAP?
A) The warehouse was not given a specific database to enter details regarding inventory.
B) The warehouse manager could not update the database without the approval of the accounting
department.
C) The purchase department used to handle shipments instead of the warehouse.
D) The warehouse used to pick and pack inventory before receiving final approval.

Back 60

D) The warehouse used to pick and pack inventory before receiving final approval.

Front 61

61) Identify the efficiency objective that sales managers at CBI had set for the implementation of
SAP.
A) reducing the number of cancelled orders
B) greater responsiveness to customers
C) greater responsiveness to retailers
D) increasing the sale of first-year products

Back 61

A) reducing the number of cancelled orders

Front 62

62) Identify the effectiveness objective that sales managers at CBI had set for the implementation
of SAP.
A) increasing the number of product innovations
B) responding faster to customers
C) reducing the level of inventory
D) reducing the cost of manufacturing

Back 62

B) responding faster to customers

Front 63

63) Which of the following changes were made to the sales process at CBI after the
implementation of SAP?
A) The warehouse was responsible for assessing the credit risk of customers and was given
access to the accounting database.
B) The accounting department was removed from the sales process and was not given access to
the sales database.
C) The pre-sales activities were removed from the sales process, and inventory and price data
were maintained by the warehouse.
D) Multiple databases were removed, and a unified system was implemented to track all sales
data.

Back 63

D) Multiple databases were removed, and a unified system was implemented to track all sales
data.

Front 64

64) Who among the following is responsible for creating sales orders in the new SAP system at
CBI?
A) warehouse manager
B) accountant
C) sales agent
D) warehouse agent

Back 64

C) sales agent

Front 65

65) In the new SAP system at CBI, once a sales order is created, ________.
A) a credit approval request is generated
B) an invoice is submitted
C) a transaction number is created

D) pre-sales actions are verified

Back 65

A) a credit approval request is generated

Front 66

66) At CBI, 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

Back 66

B) Outbound Delivery

Front 67

67) When the warehouse manager at CBI selects the Post Goods Issue button in SAP, ________.
A) the legal ownership of the product changes
B) a purchase request is generated for approval
C) a purchase order is generated for approval
D) a sales offer is made to the customer

Back 67

A) the legal ownership of the product changes

Front 68

68) The accounting department at CBI 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

Back 68

D) warehouse posts the goods issue in SAP

Front 69

69) The accounting department at CBI uses the ________ screen in SAP to generate an invoice
for a sales order.
A) Post Incoming Payments
B) Outbound Delivery
C) Billing Due List
D) Create Standard Order

Back 69

C) Billing Due List

Front 70

70) Synchronous communication occurs when all team members ________.
A) work from different locations
B) speak the same language
C) meet at the same time
D) work in different shifts

Back 70

C) meet at the same time

Front 71

71) Which of the following is a tool used for synchronous communication?
A) discussion forums
B) webinars
C) e-mail
D) team surveys

Back 71

B) webinars

Front 72

72) Which of the following is a tool used for asynchronous communication?
A) discussion forums
B) webinars
C) conference calls
D) multiparty text chat

Back 72

A) discussion forums

Front 73

73) Altruon Inc., a manufacturing company, has production facilities in three different
geographical locations. Production managers in each of these facilities use conference calls to
communicate with each other. This is an example of ________ communication.
A) asynchronous
B) implied
C) indirect
D) synchronous

Back 73

D) synchronous

Front 74

74) Which of the following is an example of asynchronous communication?
A) Two managers communicate using a webinar application.
B) Charles sends an e-mail to his subordinate.
C) Fred calls up a supplier to inquire about an order.
D) Virtual teams communicate through videoconferencing.

Back 74

B) Charles sends an e-mail to his subordinate.

Front 75

75) Discussion forums are better than e-mail because ________.
A) they evoke immediate responses from members
B) they keep the discussion on track
C) they facilitate synchronous communication
D) they compel all members to participate in the discussion

Back 75

B) they keep the discussion on track

Front 76

76) Which of the following alternatives for sharing content provides the lowest degree of
control?
A) storing files on Microsoft SkyDrive
B) using Wikis to share files
C) sharing files using Google Docs
D) exchanging files directly through e-mails

Back 76

D) exchanging files directly through e-mails

Front 77

77) Which of the following is a major disadvantage of sharing documents on a server using FTP?
A) It creates incompatible versions of documents.
B) It does not provide teams with a single storage location.
C) It gives team members access to confidential information.
D) It allows team members to interfere with one another's work.

Back 77

D) It allows team members to interfere with one another's work.

Front 78

78) Which of the following is a system that provides version management?
A) content shared using Microsoft Word
B) content shared through an e-mail attachment
C) content stored on a server using FTP
D) content shared using Microsoft SkyDrive

Back 78

D) content shared using Microsoft SkyDrive

Front 79

79) A ________ is a shared knowledge base in which the content is contributed and managed by
its users.
A) social media page
B) Web site
C) wiki
D) data mining system

Back 79

C) wiki

Front 80

80) Which of the following is true about using Google Docs?
A) Documents are stored on the user's server.
B) Documents can be accessed and viewed only one user at a time.
C) Anyone who edits a document must have a Google account.
D) Microsoft Word or Excel documents cannot be stored on Google Docs.

Back 80

C) Anyone who edits a document must have a Google account.

Front 81

81) Which of the following is true about Microsoft SkyDrive?
A) It provides the ability to store and share MS Office documents.
B) It provides users with explicit control over checking documents.
C) It provides version control.
D) It provides the ability to limit the actions of particular users.

Back 81

A) It provides the ability to store and share MS Office documents.

Front 82

82) With version control, shared documents are placed into shared directories called ________.
A) libraries
B) forms
C) folders
D) accounts

Back 82

A) libraries

Front 83

83) With version-control systems, each team member ________.
A) is given a shared server with unrestricted access
B) is given their own private directory to share files
C) is given an account with a set of permissions
D) is notified every time a file is viewed

Back 83

C) is given an account with a set of permissions

Front 84

84) Which of the following is an application that provides version control?
A) Microsoft SharePoint
B) Google Docs
C) wikis
D) Microsoft SkyDrive

Back 84

A) Microsoft SharePoint

Front 85

85) ________ is a comprehensive platform for creating, operating, and administrating Web sites.
A) Microsoft SkyDrive
B) Microsoft SharePoint
C) Google Docs
D) Quick Launch

Back 85

B) Microsoft SharePoint

Front 86

86) ________ is a program from Microsoft which includes Lync, Exchange (e-mail), and
SharePoint.
A) Office 365
B) Microsoft SkyDrive
C) Microsoft Access
D) Windows Live

Back 86

A) Office 365

Front 87

87) A SharePoint site is a collection of resources that are ________.
A) created and managed via Microsoft SkyDrive
B) accessed without using network protocols
C) created and managed via file transfer protocols
D) accessed using HTTP, HTML, and related protocols

Back 87

D) accessed using HTTP, HTML, and related protocols

Front 88

88) On Microsoft SharePoint, which of the following options provides you with e-mail
notifications every time someone changes a document?
A) Quick Launch
B) Reminder
C) List option
D) Alert Me

Back 88

D) Alert Me

Front 89

89) ________ serve as a repository for team documents.
A) Document libraries
B) Project blogs
C) Workflow templates
D) Discussion forums

Back 89

A) Document libraries

Front 90

90) Which of the following SharePoint tools is used to verify team members' understanding of
project goals and other topics?
A) document libraries
B) lists
C) blogs
D) surveys

Back 90

D) surveys

Front 91

91) Which of the following SharePoint features is used to publish opinions and obtain feedback
on them?
A) document libraries
B) lists
C) blogs
D) surveys

Back 91

C) blogs

Front 92

92) ________ is the process of ensuring that business processes are properly executed.
A) Transactional processing
B) Work cooperation
C) Analytical processing
D) Workflow control

Back 92

D) Workflow control

Front 93

93) A(n) ________ is a sequence of activities that is managed and logged by SharePoint.
A) system log
B) event list
C) file server
D) workflow

Back 93

D) workflow

Front 94

94) A manager wants a document to be first edited by an employee and then reviewed by another
employee. This is an example of ________ workflow.
A) concurrent
B) parallel
C) sequential
D) synchronized

Back 94

C) sequential

Front 95

95) In a ________ workflow, document reviews occur simultaneously.
A) parallel
B) sequential
C) serial
D) chronological

Back 95

A) parallel

Front 96

96) How will SharePoint respond if a user does not perform a task assigned to him/her?
A) It will create a new workflow for the task.
B) I will send reminder e-mails to the user.
C) It will delete the task.
D) It will delete the workflow for the task.

Back 96

B) I will send reminder e-mails to the user.

Front 97

What is a cooperative team? Provide an example.

Back 97

A cooperative team is a group that works together to accomplish something, but each
person works independently to accomplish his or her portion of the work. A team of painters
working on a building is a cooperative team. Each is given a portion of the building to paint and
works on his or her own.