問8
頻出度★★☆
経営戦略が策定され, その戦略の一つに “営業部門の組織力強化”が掲げられた。 この戦略を実現するための情報システムとして, 適切なものはどれか。
平成22年度 春期 ITパスポート試験 問8
ストラテジ系ビジネスインダストリ › ビジネスシステム
This question's explanation and your answers so far.
解説
問 8
Incorrectア
An MRP (Material Requirements Planning) system is a production-management mechanism that calculates, from the production plan, the bill of materials (BOM), and inventory levels, when and how much of each material should be ordered or produced. What it strengthens is the production-planning work of the manufacturing and purchasing departments, not the organizational capability of the sales department, so it is inappropriate.
Incorrectイ
A POS (Point of Sale) system collects item-level data at the moment a product is sold at a retail store register, and uses it for analysis of fast-selling and slow-selling items and for ordering and inventory management. What it yields is actual sales data at the store; it does not share or support the negotiation activities of sales representatives, so it misses the point as a means of strengthening the organizational capability of the sales department.
Incorrectウ
An SCM (Supply Chain Management) system shares information across companies and departments on the whole flow from material procurement through production, logistics, and sales, and optimizes inventory and lead times for the chain as a whole. Its aim is to make the entire supply chain efficient, not to support the activities of one particular department, the sales department, so it is inappropriate.
- エ
正解 The correct answer is エ, the SFA system. SFA stands for Sales Force Automation (a sales support system), a mechanism that centrally records, shares, and visualizes sales activity information that individual sales representatives used to hold on their own: customer information, the progress of negotiations, visit histories, and the outlook for each deal. It turns sales know-how that depended on individuals into a shared asset of the department, and it also makes it easier to manage the progress of deals and for supervisors to give advice and support. It is therefore exactly the tool that realizes, on the information-system side, the strategy in the question, “strengthen the organizational capabilities of the sales department.” The question asks you to match a management strategy with the information system that supports it, and since the target department is explicitly stated to be the sales department, the SFA that directly supports that department is appropriate.
ここがポイント
- SFA = a sales support system. It shares and visualizes sales activity information such as customer information, the progress of negotiations, and visit histories across the organization, so that selling no longer depends on individuals but becomes the strength of the whole department. It is the standard answer tied to strengthening the sales department.
- Sort business acronyms by which department or which task they support: MRP = production (material requirements planning), POS = actual sales results at the store, SCM = overall optimization from procurement to sales, SFA = sales activities, CRM = the customer relationship as a whole. The point being tested is matching the department targeted by the management strategy with the system that supports it.
用語