Logistics and SCM - 6 Sales Side Basics - FHNW

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This flashcard set covers university-level logistics and supply chain management, focusing on sales-side basics. It delves into concepts like Efficient Consumer Response (ECR), Customer Relationship Management (CRM), and mass customization, exploring how these strategies enhance customer relationships and market orientation. The set also discusses the differences between B2B and B2C markets, electronic markets, and the role of information systems in supply chain management. Ideal for students and professionals aiming to understand the strategic orientation and practical applications of modern sales and supply chain practices.

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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!".

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

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

Which statements regarding "Mass Customization" are true?

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

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.

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

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

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.

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

Which statements regarding Electronic Markets are true?

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

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.

Electronic market systems are categorized according to the software used.

Which statements regarding Electronic Markets are true?

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

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

The entire Internet is one single electronic marketplace.

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

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

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

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

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

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

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

In B2B, delivery logistics is usually plannable and efficient.

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

In B2B, prices are often dependent upon the quantity.

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

Which statements regarding Classical Supply Chain Management are true?

Classical supply chain management flows "downstream" towards customers.

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

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

Classical supply chain management flows "upstream" towards suppliers.

Which statements regarding "Mass Customization" are true?

"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.

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

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 capital goods industry.

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

ECR is primarily implemented in the service industry.

Which statements regarding "Efficient Consumer Response" (ECR) are true, and which are false?

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

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

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

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

Which statements regarding "Mass Customization" are true?

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

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

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

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

Which statements regarding Barcodes and RFID are true?

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

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).

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 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.

Which statements regarding Electronic Markets are true?

Electronic markets only make sense with dynamic pricing.

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.

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

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.

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

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

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

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

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

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

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

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.

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.

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

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

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

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

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

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

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

ECR also means a combination of logistics and marketing.

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

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

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Logistics and SCM - 6 Sales Side Basics - FHNW

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