IDIS 344 Final Exam Study Guide 168 Questions
with Correct Answers 100% Verified
5 S's - Correct Answer Source
Stock
Store
Sell
Ship
E-Commerce is: - Correct Answer - maintaining business relationships and selling information, services, & commodities by means of telecommunications networks
- refer to trading of goods & services over the internet
Top Reasons for NOT Providing E-Commerce - Correct Answer - our field sales reps will become upset
- it's too hard to get the data to get started
- our customers don't need it
- distribution is a relationship business, and e-commerce goes against that mindset
- we've already got e-commerce (an antiquated version)
- it's too expensive, and now is not the time to invest
- we lack the expertise to implement it
- we're too busy
What to look at when looking for the right e-commerce platform: - Correct Answer - price
- ERP integration
- support for B2B best practices
E-Commerce Priorities for Distributors - Correct Answer - increase new customers/orders
- promote company brand
- improve the customer experience
- increase efficiency & operational cost savings
- increase frequency of use & tractions Six Steps for Starting Successful E-Commerce Business - Correct Answer 1) Plan for your online business.
2) Make sure that you ask your customers what they want/need from an e-commerce site.
3) Build your e-commerce infrastructure.
4) Deliver big with a well-planned supply chain
5) Attract customers
6) Grow your reputation & grow your business
Expense Components for B2B E-Commerce - Correct Answer Understand TCO (total cost of ownership)
- acquisition costs
- on-going operations costs
- efficiency & productivity objectives
- future needs for agility & flexibility
- cost of integraiton
- implementation costs
- costs of content (catalog, customer data, online search data)
- marketing costs
Top Challenges for Upgrading E-Commerce - Correct Answer - getting consistent data from suppliers
- uploading accurate product data
- lack of employee time to maintain
- lack of in-house technical knowledge
- too expensive
- can't integrate it with existing technology
Overall Advantages of E-Commerce for Distributors - Correct Answer - keep up with competitors
- meet needs/requirements of customers
- attract new customers
- increase sales
- new/improved sales process
- provide new ways to attract & interact with both current & new customers Bottom Line Question: Is not "can you afford e-commerce," but rather ____________________________________? - Correct Answer "can you afford to not have e-
commerce"
E-Commerce is critical but __________________ is just as critical. - Correct Answer back-end
E-Commerce affects what parts of the ERP system? - Correct Answer - inventory management
- order processing
- pricing
- sales analysis
- accounts receivable
Funnel to competitive advantage has what 3 things? - Correct Answer - CRM
- ERP
- social media
Sales Cycle: Two Parts - Correct Answer - front end
- back end
Sales Cycle: Front End - Correct Answer CRM focus
- lead
- opportunity
Sales Cycle: Back End - Correct Answer ERP focus
- quote
- order
Sales Cycle Order - Correct Answer lead -> opportunity -> quote -> order
ERP & CRM Integration Challenges - Correct Answer - ERP must feed CRM with 'credit hold' data to properly 'arm' the salesman
with Correct Answers 100% Verified
5 S's - Correct Answer Source
Stock
Store
Sell
Ship
E-Commerce is: - Correct Answer - maintaining business relationships and selling information, services, & commodities by means of telecommunications networks
- refer to trading of goods & services over the internet
Top Reasons for NOT Providing E-Commerce - Correct Answer - our field sales reps will become upset
- it's too hard to get the data to get started
- our customers don't need it
- distribution is a relationship business, and e-commerce goes against that mindset
- we've already got e-commerce (an antiquated version)
- it's too expensive, and now is not the time to invest
- we lack the expertise to implement it
- we're too busy
What to look at when looking for the right e-commerce platform: - Correct Answer - price
- ERP integration
- support for B2B best practices
E-Commerce Priorities for Distributors - Correct Answer - increase new customers/orders
- promote company brand
- improve the customer experience
- increase efficiency & operational cost savings
- increase frequency of use & tractions Six Steps for Starting Successful E-Commerce Business - Correct Answer 1) Plan for your online business.
2) Make sure that you ask your customers what they want/need from an e-commerce site.
3) Build your e-commerce infrastructure.
4) Deliver big with a well-planned supply chain
5) Attract customers
6) Grow your reputation & grow your business
Expense Components for B2B E-Commerce - Correct Answer Understand TCO (total cost of ownership)
- acquisition costs
- on-going operations costs
- efficiency & productivity objectives
- future needs for agility & flexibility
- cost of integraiton
- implementation costs
- costs of content (catalog, customer data, online search data)
- marketing costs
Top Challenges for Upgrading E-Commerce - Correct Answer - getting consistent data from suppliers
- uploading accurate product data
- lack of employee time to maintain
- lack of in-house technical knowledge
- too expensive
- can't integrate it with existing technology
Overall Advantages of E-Commerce for Distributors - Correct Answer - keep up with competitors
- meet needs/requirements of customers
- attract new customers
- increase sales
- new/improved sales process
- provide new ways to attract & interact with both current & new customers Bottom Line Question: Is not "can you afford e-commerce," but rather ____________________________________? - Correct Answer "can you afford to not have e-
commerce"
E-Commerce is critical but __________________ is just as critical. - Correct Answer back-end
E-Commerce affects what parts of the ERP system? - Correct Answer - inventory management
- order processing
- pricing
- sales analysis
- accounts receivable
Funnel to competitive advantage has what 3 things? - Correct Answer - CRM
- ERP
- social media
Sales Cycle: Two Parts - Correct Answer - front end
- back end
Sales Cycle: Front End - Correct Answer CRM focus
- lead
- opportunity
Sales Cycle: Back End - Correct Answer ERP focus
- quote
- order
Sales Cycle Order - Correct Answer lead -> opportunity -> quote -> order
ERP & CRM Integration Challenges - Correct Answer - ERP must feed CRM with 'credit hold' data to properly 'arm' the salesman
