問34
頻出度★★☆
営業部門の組織力強化や営業活動の効率化を実現するために導入する情報システムとして, 適切なものはどれか。
平成30年度 秋期 ITパスポート試験 問34
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 34
Incorrectア
MRP (Material Requirements Planning) is a production-management method/system that, based on the production plan, calculates the type, quantity, and timing of the materials needed and manages ordering and manufacturing. It is intended for the manufacturing and purchasing departments and has nothing to do with supporting sales activities, so it is wrong.
Incorrectイ
POS (Point of Sale) is a system that collects information at the moment a product is sold at a retail store's checkout register, in order to grasp sales, inventory, and best-selling products. It is used for a store's sales management and is not a mechanism that strengthens sales representatives' deal-making or organizational capability, so it is wrong.
Incorrectウ
SCM (Supply Chain Management) is a mechanism that links the whole flow of supply, from raw-material procurement through production, logistics, and sales, across companies, optimizing inventory and lead time. Its aim is the overall optimization of logistics and procurement, and it does not target the efficiency of sales activities themselves, so it is wrong.
- エ
正解 The correct answer is エ, SFA (Sales Force Automation). SFA is an information system that centrally accumulates and shares the deal progress, customer information, case history, and activity schedules held by each individual sales representative, so as to make the sales process visible and standardized. Because sales know-how that tends to depend on individuals can be shared across the whole organization, it leads to strengthening the organizational capability of the sales department; and by supporting daily-report writing and progress management to cut waste, it achieves improved efficiency of sales activities. Because it exactly matches the two objectives in the question, エ is appropriate.
ここがポイント
- SFA = sales-force-automation (sales support) system. It shares deal, customer, and case information across the organization, aiming at the visualization and efficiency of sales activities and the strengthening of organizational capability.
- Distinguish the scope of the confusing three-letter acronyms: MRP = material requirements planning for production, POS = point-of-sale information management for stores, SCM = overall optimization of the entire supply chain.
用語