Supply Chain Management 6/12 - Sales Side, Basics

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Marco Kofel

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Marco Kofel

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This flashcard set covers university-level concepts in supply chain management, focusing on the sales side and basics of market orientation. It delves into key topics like customer relationship management (CRM), efficient consumer response (ECR), and mass customization, exploring their goals, stages, and systems. The set also examines the differences between B2B and B2C markets, electronic markets, and the role of information and production in supply chains. Ideal for students and professionals aiming to understand the strategic orientation and practical applications of supply chain management to enhance customer relationships and market efficiency.

Cartes-fiches

Utilisateurs

Langue

Anglais

Catégorie

Economie politique

Niveau

Université

Créé / Mis à jour

07.11.2021 / 22.04.2025

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Which statements regarding Electronic Markets are true?

Electronic markets can differ with respect to the range of functionality.

Electronic markets always pursue the reduction of information asymmetries with a focus on product quality.

Owning electronic markets is always open. There are no barriers to entry.

Electronic markets only make sense with dynamic pricing.

Which statements regarding Classical Supply Chain Management are true?

In classical Supply Chain Management, a downstream stage in the supply chain supplies the stage immeadiately upstream.

Classical supply chain management flows "upstream" towards suppliers.

In classical Supply Chain Management an upstream stage in the supply chain supplies the following stage downstream.

Classical supply chain management flows "downstream" towards customers.

Which statements regarding the Differences between B2B and B2C are true?

In B2B, the switching costs (regarding suppliers) are high.

In B2B, delivery logistics is always dependent upon availability, because this is critical for success.

In B2B, delivery logistics is usually plannable and efficient.

In B2B, prices are often dependent upon the quantity.

Which statements regarding Mass Customization are true?

Mass customization does not require sales potential, because customers do not know what they want.

Mass customization does not require a pricing policy; the higher customer benefit also justifies higher prices.

A prerequisite for Mass Customization is to obtain high quantities.

A prerequisite for mass customization is to provide customers with a particularly high level of benefits.

Which statements regarding Efficient Consumer Response (ECR) are true?

"Synchonized Production" stands for the management of inventory at the customers by suppliers.

ECR relies upon networked information systems. From the scanner checkout at the point of sale to the production control system at the manufacturer.

ECR often uses EDI over several stages of the supply chain.

"Synchonized Production" is a possible efficient method of logistics in ECR.

Which statements regarding Customer Relationship Management (CRM) are true?

The CRM component "Integration" places the customer in the center (focus).

The CRM component "Individualization" aims to establish personalized exchange processes.

The CRM component "Interaction" serves to measure the customer relationship.

The CRM component "Information" is used to build the Customer relationship.

Which of the following statements regarding Strategic Orientation of the Sales Side are true?

The strategy should include corresponding goals and actions for each customer segment.

A strategic orientation towards different customer segments is only required in B2C.

Strategic orientation is generally focused on the benefit of the customer.

A strategic orientation towards different customer segments is only required in B2B.

Which statements regarding Mass Customization are true?

An approach of Mass Customization is the balanced combination of discontinuous mass production and continuous individual production.

An approach of Mass Customization is "one-off production at any price!".

An approach of Mass Customization is the balanced combination of continuous mass production and discontinuous individual production.

"One-off production at any price!" is not an approach of Mass Customization.

Which statements regarding Efficient Consumer Response (ECR) are true?

ECR also means a combination of logistics and marketing.

ECR relies upon "Quick Response:" Increasing efficiency through continuous automated information exchange between stages of thesupply chain.

ECR relies upon "Quick Response:" Increasing call center efficiency through more employees.

ECR follows the approach of the "demand chain" (pull orientation).

Which statements regarding Mass Customization are true?

"Individual finishing at the PoS" means a standard product which supplements individual secondary services.

"Customer-Customized Finishing" means individualization during the early stages of production (which is very complex).

"Modular Construction Principle" means standardized components are assembled into customer-customized modules.

"Service individualization" means a standard product which supplements individual secondary services.

Which statements regarding Customer Relationship Management (CRM) are true?

Personalized recommendations serve, above all, to improve the shopping experience for customers.

Based upon customer data, personalized recommendations can be made, e.g. for products.

With personalized recommendations, two basic methoda are differentiated: "Content-based filtering" and "Collaborative filtering".

With personalized recommendations, two basic methods are differentiated: "Collaborative-based filtering" and "Customer filtering".

Which statements regarding Efficient Consumer Response (ECR) are true?

ECR wants that product launches can also fail (flop), so that one sees what works on the market.

ECR focuses on harmonizing the products and services offered (assortment mix).

ECR sees no need for coordination between retail trade and manufacturer for sales promotions.

With ECR, profit-making articles are transformed into strategic articles.

Which statements regarding Customer Relationship Management (CRM) are true?

CRM causes a change from purely transactional marketing into real relationship marketing.

CRM causes a change from purely transactional marketing into a genuine mass marketing.

CRM fully aims at customer satisfaction; customer loyalty plays thereby no role.

CRM has the goal to intensify the customer relationship.

Which statements regarding Electronic Markets are true?

An electronic marketplace can be understood as an exchange platform for goods and services.

Electronic markets are platforms in the internet upon which electronic trade between different actors is operated.

The entire Internet is one single electronic marketplace.

An electronic marketplace is only to be understood as an exchange platform for goods.

Which statements regarding Electronic Markets are true?

Electronic market systems can be categorized according to their market mechanics.

Electronic market systems are categorized according to the software used.

Electronic market systems can be categorized according to their industry orientation.

Electronic market systems can be categorized according to the revenue models of the operators.

Which statements regarding Barcodes and RFID are true?

Until 2009, the use of the "European Article Number" (EAN) was common practice here. Since 2009 this was replaced by the "Global Trade Item Number" (GTIN).

RFID Systems consist of a transponder for data recording and a reader, with which the information stored on the transponder can be read.

Because one-dimensional barcodes (1D codes) contain only a few characters, two-dimensional codes (mostly matrix codes) are increasingly used.

RFID stands for Rapid-Frequency-Identification.

Which statements regarding Customer Relationship Management (CRM) are true?

A strategic target of CRM is durability. The goal is to maintain the customer relationship in the long term.

A strategic target of CRM is differentiation. The goal is to understand customers as a differentiated group.

The primary strategic target of CRM is to increase the company's market share and win as many new customers as possible.

A strategic target of CRM is profitability. The goal is to increase the intensity of buying.

Which statements regarding Efficient Consumer Response (ECR) are true?

ECR uses continuous data exchange by means of information technology.

ECR is primarily implemented in the consumer goods industry and trade.

ECR is primarily implemented in the capital goods industry.

ECR is primarily implemented in the service industry.

Which statements regarding Mass Customization are true?

"Service individualization" means configuration resp. final production (or assembly) by the customer.

"Self-individualization". means configuration resp. final production (or assembly) by the customer.

"Custoner-Customized finishing" means individualization during the last stages of production.

"Modular construction principle" means individualization during early production stages.

Which statements regarding Electronic Markets are true?

Electronic markets usually have a strong influence on the value creation processes of companies.

Electronic marketplaces only exist in the Darknet to trade illegal goods.

Electronic marketplaces always follow the same pattern of interaction.

Electronic markets can offer a wide range of added value.

Which statements regarding the Differences between B2B and B2C are true?

In B2C, procurement often occurs according to individual discretion.

In B2C, marketing focuses on the profitability of the investment.

In B2C, prices are usually fixed, and the conditions are predefined (e.g. in Terms and Conditions).

In B2C, procurement usually occurs after complex decision making.

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Supply Chain Management 6/12 - Sales Side, Basics

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