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176 CHAPTER 5 The Fulfi llment Process

REVIEW QUESTIONS

1. Briefl y discuss the organizational levels relevant to the fulfi llment pro-
cess. Be sure to explain the relationships among the various levels.
2. What is a distribution chain? How is it relevant to the fulfi llment process?

3. Explain the relationships among the following organizational levels: sales
organization, distribution channel, division, and sales area.
4. What is a credit control area? Explain the difference between a centralized
and a decentralized model of credit control areas.
5. Briefl y discuss the master data relevant to the fulfi llment process.
6. Explain the relationship between the master data and organizational data
in the fulfi llment process.
7. Describe, with examples, the data in the three segments of a customer
master.

8. At what organizational levels are the material master defi ned as it relates
to the fulfi llment process? Provide examples of data in the material
master.
9. Explain the role of each partner function in the fulfi llment process.
10. What is the purpose of a customer-material info record? Provide exam-
ples of the types of data it contains.
11. How is pricing determined in the fulfi llment process? Provide examples of
data relevant to pricing.
12. What is the credit management master record? How is it related to the
customer master record?

13. Describe the steps in the fulfi llment process in terms of triggers, data,
steps, and outcomes.
14. Describe the structure of the following documents

a. Sales order
b. Delivery document
c. Billing document
15. Explain the relationship between each of the following pairs of key
elements of the fulfi llment process:
a. Quotations and sales orders
b. Sales orders and deliveries
c. Deliveries and transfer orders

d. Deliveries and billing documents
16. Explain how the steps in the fulfi llment process impact the general ledger
accounts.

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