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Home » Business Processes and Information Technology » THE “ORDER-TO-CASH” PROCESS: PART I, MARKETING AND SALES (M/S)

REVIEW QUESTIONS

15 January, 2016 - 09:49
Available under Creative Commons-ShareAlike 4.0 International License.
  1. Each of the following questions concerns Figure 11.2  and Table 11.1:
    1. Which entities, shown as external to the M/S process, also are outside the “boundary” of the organization and which are not?
    2. The revenue collection process is notified of the sale in flow 6 and the shipment in flow 9. Which of the two flows is the “trigger” for invoicing the customer?
  2. What key players would you expect to find in the marketing function’s organization chart?
  3. What are some advantages of using EDI to support global sales activity?
  4. How does Internet-based EDI enhance sales opportunities with small and medium-sized companies?
  5. How do customer relationship management (CRM) systems aid a salesperson in providing service to customers?
  6. Each of the following questions concerns the logical description of the M/S process:
    1. What are the three major processes? What are the subsidiary processes of each major process?
    2. What data stores does the M/S process “own”?
    3. What data stores are owned by other information processes that provide data to the M/S process? What data does the M/S process obtain from these stores?
    4. What three exception routines may occur when a customer order is processed?
  7. What do the terms picking ticket, packing slip, bill of lading, tickler file, and one-for-one checking mean?
  8. Does Figure 11.8, Figure 11.9,and Figure 11.10 (a) employ online data entry; (b) use data communications technology; (c) process event occurrences individually, or in batches; and (d) update data records continuously?
  9. Each of the following questions concerns the control matrix for the M/S process (Figure 11.13) and its related annotated systems flowchart (Figure 11.8, Figure 11.9,and Figure 11.10):
    1. What five operations process goals does the matrix show?
    2. In this process, what particular resources do we wish to secure?
    3. What are the two kinds of data inputs in this system?
    4. What constitutes a “valid” sales order? A valid shipping notice?
    5. For what master data(s) do we want to ensure UC and UA?
  10. How does each control plan listed in the control matrix in Figure 11.13  work?
  11. How is each lower-level DFD (Figure 11.15, Figure 11.16, and Figure 11.17) “balanced” with the level 0 diagram in Figure 11.6?
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