Marketing, Sales, and Value Chain Quiz

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What is the primary focus of procurement decisions in the company?

Maximizing profits at the expense of customer needs
Reduction of material costs alone
Optimization of procurement performance only
Integrated approach with operations management, marketing, and logistics (correct)

What is the primary goal of engaging in a healthy debate with internal customers?

To improve logistics and transportation performance
To understand customer needs and generate alternatives (correct)
To increase company profits
To reduce procurement costs

What is the primary consequence of not considering the effects of procurement decisions on other business activities?

Isolation of procurement decisions
Increased profits
Optimization of procurement performance
Decreased customer satisfaction (correct)

What is the primary driver of investments in new products and technology?

Customer needs (A) Signup and view all the answers

What is the primary benefit of taking an integrated approach to procurement decisions?

Increased customer satisfaction (B) Signup and view all the answers

What is the primary importance of understanding customer needs in procurement?

To generate alternatives and collaborate with internal customers (B) Signup and view all the answers

What is the primary objective of Stage 4 of the procurement process?

Reducing the total life-cycle cost of purchased goods and services (C) Signup and view all the answers

What is the key characteristic of Stage 5 in the procurement process?

External integration with suppliers and partners (A) Signup and view all the answers

What is the primary goal of Stage 6 in the procurement process?

Delivering value to the end customer (B) Signup and view all the answers

Why is it important to create a closed loop between different process elements in procurement?

To prevent lack of control in procurement activities (D) Signup and view all the answers

What is a common challenge in procurement, according to the text?

Lack of objectives and targets (A) Signup and view all the answers

What has improved in procurement, allowing operatives to focus on development?

Procurement digitalization (B) Signup and view all the answers

What are the primary objectives of the activities encompassed in the 'Marketing and Sales' category?

To improve the value of the product for customers (D) Signup and view all the answers

What are the primary outputs of the 'Procurement' activities?

Raw materials and supplies (D) Signup and view all the answers

What is the primary focus of the 'Technology Development' activities?

Embedding technology in processes and product designs (C) Signup and view all the answers

What is the primary purpose of the 'Human Resource Management' activities?

To develop and compensate personnel (A) Signup and view all the answers

What is the primary characteristic of the 'Firm Infrastructure' activities?

They support the entire set of company processes (C) Signup and view all the answers

What is the ultimate goal of the value chain?

To create value for customers that exceeds costs (D) Signup and view all the answers

What is the primary purpose of agreements on access to company information in some cases?

To agree on key performance indicators (KPIs) with the supplier (C) Signup and view all the answers

At what stage does it become clear how successful the previous purchasing activities have been?

Post-contractual stage (A) Signup and view all the answers

What is the primary role of the project buyer in complex project management?

To have a good understanding of project goals and objectives (A) Signup and view all the answers

What is the purpose of the pre-contractual stage in project management?

To involve the project buyer in the process of buying and contracting for projects (A) Signup and view all the answers

Why is it beneficial to differentiate between the person who supervises the quality of the services provided and the person who monitors follow-up?

To avoid conflicts of interest and ensure effective monitoring and supervision (C) Signup and view all the answers

What type of projects are used as a point of departure to describe the process of buying and contracting for projects?

Construction projects (D) Signup and view all the answers

What is the main reason for the client having extra requirements during the project but not wanting to pay for them?

Misalignment of objectives between the client and supplier (B) Signup and view all the answers

What is the primary factor that affects the decision in favour of either fixed-price or cost-reimbursement contracts?

Scope and comprehensiveness of the specification (D) Signup and view all the answers

What is the main characteristic of a target sum contract?

The contractor gets paid for all costs plus profit, plus premium depending on actual performance (B) Signup and view all the answers

What is the primary advantage of using milestone payments?

It provides a clear payment schedule for the contractor (C) Signup and view all the answers

What is the main difference between a design-build-finance-maintain (DBFM) contract and a design-build-finance-maintain-operate (DBFM-Plus) contract?

The inclusion of operation and maintenance responsibilities (D) Signup and view all the answers

What is the primary purpose of using an agreement with price-adjustment in contract pricing?

To account for changes in material costs or labour costs over time (A) Signup and view all the answers