CH4 - Sales Proess

Question 1

The Sales process starts with the ___ which is used to document the sales f goods and services

Answer 1

Sales Order

Question 2

Then the ____ is used to indicate the delivery to the customer

Answer 2

Delivery Document

Question 3

The ____ request the payment from the custoer and the subsequent payment is recorded in the Incoming Payment

Answer 3

A/R invoice

Question 4

As a requisite, every document in the sales process must have the following key data:

Answer 4

• Business partner
• Item master data
• price list

Question 5

A ____ which be a lead or customer must be assigned in the sales department

Answer 5

Business partner

Question 6

A ____ is converted to a customer once the items are already for Delivery

Answer 6

Lead

Question 7

The ___ is a document that signifies the commitment of the customer or leads to buy a product or service at the agree-to quantities and price

Answer 7

Sales order

Question 8

This document tells everyone to get busy filling the order making it important in planning production, creating purchasing orders, and scheduling resources

Answer 8

Sales Order

Question 9

T or F | Changes or updates are possible after the document has been posted as along as the Sales order is still open and the appropriate settings have been made in the documtn settigns

Answer 9

True

Question 10

T or F | Sales order can also be based on one or more sales quotation which is an optional step in the standard sales process

Answer 10

True

Question 11

T or F | the sales order doesn’t affect the available stock level

Answer 11

False. It affects the available stock level by reducing the stock available to sell by the quantity in the order

Question 12

T or F | When the order for the items is cancelled or closed, the committed quantity in the inverntory is decreased

Answer 12

True

Question 13

The ____ indicates that the shipment of goods has been made

Answer 13

Delivery

Question 14

This document is also called a packing slip or delivery note

Answer 14

Delivery

Question 15

Delivery document can be created from a sales order ro a sales quotation by using ____ button

Answer 15

Copy to

Question 16

T or F | When delivery is added or posted it reduces the actual inventory levels since the goods left the warehouse.

Answer 16

True

Question 17

The ____ is a sales document that represents a request for payment

Answer 17

A/R invoice

Question 18

The ___ records the debt owed by the customer and the revenue made from the sale in the profit and loss statement

Answer 18

A/R invoice

Question 19

T or F | the A/R invoice automatically creates a journal entry posting to the corresponding customer and revenue accounts

Answer 19

True

Question 20

For streamlined process, there is only document that is necesary. What is it?

Answer 20

A/R invoice

Question 21

It is designed to be an extremely efficient document for small businesses and it can do the job of recording the customers’ order, kicking off the delivery, posting the goods issue and recording what the customer owes

Answer 21

A/R invoice

Question 22

The ___ is the step in the basic sales process

Answer 22

incoming payment

Question 23

In SAP Business One, there are four documents for the customer relationship management. What are those?

Answer 23

• Activity
• Campaign
• Sales Opportunity -
• Sales quotation

Question 24

The ___ is used throughout the sales cycle to manage customer as well as managing tasks

Answer 24

Activity

Question 25

It allows the scheduling and management of diverse events such as phone calls, meetings, tasks, notes or other interactions with customers.

Answer 25

Activity

Question 26

Inside an ___ you can link it to other objects such as documents and attachments, as well as free form content such as email messages

Answer 26

Activity

Question 27

T or F | There is a transaction for activities in the Business Partner menu, but they can also be created inside marketing documents, sales opportunities, and even business partner master data

Answer 27

Activity

Question 28

The ___ is typically used for marketing to leads or existing customers through different media.

Answer 28

Campaign

Question 29

the team can create an emal and send it to a distribution list that includes your customers' contacts, even an external contact list, using a well-designed email.

Answer 29

Campaign

Question 30

The ___ allows the management of the sales cycle for the opportunity of potential sales with a customer or lead

Answer 30

Sales Opportunity

Question 31

Activities are often linked to ____

Answer 31

Sales Opportunities

Question 32

Opportunies are structured into stages which reflect the stages of your sales cycle.

Answer 32

- Lead - first meeting - second meeting - quotation - negotiation

Question 33

___ is available for analysis of opportunities and for optimizing your sales process

Answer 33

Reporting

Question 34

T or F | Customers may request a Sales Quotation to document an offer or approval for review before placing the order

Answer 34

True

Question 35

T or F | The valid until date is distinct to the sales quotation and this date specifies how long the offer for the specified items and prices is available

Answer 35

True

Question 36

Once a delivery has been made, there are several options open how to solve the customers' issues. What are those?

Answer 36

- Return Request - Return - A/R Credit Memno

Question 37

The ____ allows the recording of the customers' reasons for the return and to provie them authorization to return the item

Answer 37

Return Request

Question 38

Handles the items returned at any point in the sales process

Answer 38

Return Request

Question 39

T or F | One advantage of using the Return Request documennt is that users acn use this document for issues arising from both deliveries and A/R invoices

Answer 39

True

Question 40

The ___ is used for correcting issues arising in Delivery.

Answer 40

Return

Question 41

This brings the item into stock and credits the customer for the purchase

Answer 41

Return

Question 42

T or F | when the return document is added, the return document increases the quantity in the warehouse by the quantity of the returned item

Answer 42

True

Question 43

T or F | THe system also creates a journal entry that posts the value of the returned goods to the debit side of a sales returns account and to the credit side of the cost account.

Answer 43

True

Question 44

Reduces the need for duplicate orders and subsequent deliveries are easier and more transparent

Answer 44

Redelivery

Question 45

Give a customer credit for sending back packaging while they are ordering more itemns.

Answer 45

Exchanges by negative rows

Question 46

T or F | Cancelling a document saves time because any relevant accounting, fiscal, financial, and inventory transactions are completely reversed in one step

Answer 46

True