Sales/Collection Business Process Quiz

Sales/Collection Process Events in Enterprise Value Chains

• The sales/collection business process is part of the overall enterprise value system.
• This process is also a part of the enterprise value chains, which involve the flow of goods, services, and information.
• The sales/collection process follows the REA (Resources, Events, Agents) model.
• Instigation events are the triggers for the sales/collection process.
• Instigation events can be internally or externally initiated.
• Internally instigated events can include sales calls, advertising campaigns, or promotions.
• Externally instigated events are usually customer inquiries.
• Internal agents, such as sales/marketing personnel or customer service representatives, can initiate instigation events.
• External agents in the sales/collection process are the customers themselves.
• Instigation events do not require a specific identification of the goods or services being promoted; information about the type of good or service is usually sufficient.
• Customer inquiry events are externally initiated instigation events.
• Customer inquiries involve customers contacting the enterprise to inquire about pricing and availability of products or services.