A firm has increased finished-goods inventories for several products to compensate for increased variability in demand. The firm analyzed shipment data and determined that the variability was due to a few customers placing large orders for single shipments to obtain discounts. Which of the following actions is the firm most likely to take to maintain sales and reduce variability in demand?

• A.Increasing the level of safety stock on high-volume products
• B.Reducing discounts for large orders
• C.Encouraging high-volume customers to place blanket orders
• D.Implementing extrinsic forecasting methods

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Which of the following activities occurs as part of the sales and operations planning process?

• A.Time fences are matched to master production schedule horizons.
• B.The next quarter's forecasts are presented by sales staff to finance and operations personnel at the final meeting.
• C.Strategic plans are adjusted based on changing operating situations.
• D.Plans are converted to financial projections and capacity requirements.

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Compared to a blanket purchase order, a supplier alliance agreement is best differentiated by:

• A.a sole-source agreement.
• B.efficient material replenishment processes.
• C.clearly identified roles for the buyer and seller.
• D.a shared vision of added value.

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What approach involves the collection and analysis of information designed for sales andmarketing decision support to understand and serve existing and potential customer needs?

• A.Customer Relationship Management
• B.Lean Six Sigma
• C.4Ps
• D.Customer Service Management

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A company that manufactures complex mechanical assemblies to customer order and ships them directly to the customer is implementing manufacturing cells. The benefit most likely to result from this effort is a reduction in the:

• A.production planning horizon.
• B.number of component shortages.
• C.time to fill customer orders.
• D.response time to a request for quote.

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