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Course: Business Information Systems

Study Program: Business Informatics, 6th Semester


SEEU, Spring Semester, 2015

Handout # 3: Marketing Information Systems and


the Sales Order Process
Session Learning Objectives

Describe the unintegrated sales processes of the fictitious Fitter Snacker company

Explain why unintegrated Marketing and Sales information systems lead to company-wide
inefficiency, higher costs, lost profits, and customer dissatisfaction

Discuss sales and distribution in the SAP ERP system, and explain how integrated data
sharing increases company-wide efficiency

Session Readings

Chapter 3, Marketing Information Systems and the Sales Order Process .

EXERCISES

1. Assume you are a new summer intern at Fitter Snacker, working directly under the CIO. Your
first job is to write a memo describing the poor information flow between three functional
areas in the company: Marketing and Sales, Accounting and Finance, and Supply Chain
Management. Focus on the lack of information flow to and from Marketing and Sales, in
particular.

2. A CIO of a major pharmaceutical company once stated that the reason the corporation used
ERP systems could be summed up in one word: control. How does an ERP system give
management control?
3. Identify and explain at least three key terms given at the end of the chapter with which you
were not familiar before, or that you deem more important for this lesson.
ANSWERS:
2. It gives control by having all the people that work in the company work in unison.

QUICK QUIZ

1. Individual information systems for each functional area in a company are known as:
a. silos
b. bagpipes

c. youtubers
d. separated systems

2. The observation that the number of transistors built onto a computer chip doubles every
18 months is known as:
a. Moores Law
c. Doubletake
b. Gates Prophesy
d. Acceleration

3. When a piece of equipments capacity is exceeded, its capacity can be increased by


adding new hardware. This is commonly known as:
a. adaptability
c. scalability
b. middleware
d. computability
4. ____ software allows a plant manager to plan production and raw materials requirements
by working backward from the sales forecast.
a. DBMS
c. MRP
b. EDI
d. EFT
5. The direct computer-to-computer exchange of standard business documents is known as:
a. MRP
c. EDI
b. e-mail
d. DDS
6. Software ____ are individual programs that can be purchased, installed, and run separately,
but extract data from the common database.
a. nodes
c. modules
b. chunks
d. tidbits

7. In ______, third-party software companies are encouraged to develop add-on software


products that can be integrated with existing software.
a. open architecture
c. integrated pieces
b. clip-ons
d. piecemeal nodes
8. Old information and computer systems are known as ______.
a. dinosaurs
c. legacy systems
b. passe systems
d. relics

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