Q. Stages of Q2C?

Answer: Quote to cash is a sales and distribution life cycle from presales till payment collection.
Stage1: Presales (Lead Generation (Marketing & Branding), Proposal (RFP/RFQ/RFI), Agreement
(MSA/SLA)
Stage2: Order Booking (Process of validating customers credit check, MSA_SLA and generating SO(Sales
Order) a confirmation document from seller to buyer)
Stage3: Order Administration enables shipping and delivery of goods (Picking, packaging, transportation,
Shipment & posting goods issue (Material document/Invoice).
Stage4: Payment & Collection

Q. What is Q2C?
Answer: Quote to cash is a sales and distribution life cycle from presales till payment collection.

Q. What is O2C?
Answer: Order to cash is a sales and distribution life cycle from order booking till payment collection.

Q. What is CRM?
Answer: Customer Relationship Management is an approach to manage company’s interaction with
current and potential customers. CRM analysis customer’s history with company to improve business
relationship.

Q. What is Channel Support?

Answer: A marketing or sales strategy to reach widest possible customers.

Q. What is SCM (Supply Chain Management)?

Answer: Involves the movement of storage of Raw materials, Inventory, finished goods from point of
origin to point of consumption.

Q. What is Returns management?

Answer: Returns management is the supply chain management process by which activities associated
with returns, reverse logistics, gatekeeping, and avoidance are managed within the firm and across key
members of the supply chain.

Q. What is Credit Check/Report?

Answer: To understand the financial behavior of customer.

Q. What is Up-Sell?
Answer: Encouraging customers to purchase/buy complementary items.

Q. What is Cross-Sell?
Answer: Encouraging customers to purchase/buy high end item, than the one questioned.

Q. What is EDI?
Answer: Electronic data interchange is the management of transferring or exchanging
information/documents from one system to another.

What is DSO?
Answer: Daily Sales Outstanding refers to number of days to collect its payment after sale, It’s a popular
metric by companies to check financial health. DSO calculates the number of days to convert credit sales
to cash.

What is Credit worthiness?

Answer: Creditworthiness is a concept on which company trusts customers and partners on debt
obligations and how much worthy to receive credit.

What are the functions of Sales Department?

Answer: There are four main functions of Sales Department, Pre Sales, Order Booking, Order
Administration and Billing/Collections
Stage1: Presales (Lead Generation (Marketing & Branding), Proposal (RFP/RFQ/RFI), Agreement
(MSA/SLA)
Stage2: Order Booking (Process of validating customers credit check, MSA_SLA and generating SO(Sales
Order) a confirmation document from seller to buyer)
Stage3: Order Administration enables shipping and delivery of goods (Picking, packaging, transportation,
Shipment & posting goods issue (Material document/Invoice).
Stage4: Payment & Collection

What is Order Management? Or

Answer: The process of placing existing customer’s order till payment is Order Management.

What is O2C cycle?

Answer: Order to cash is the sales and distribution life cycle, from order booking till billing and
collection.

What is Cash Application in Accounts Receivable OR Order Management (O2C)?

Answer: Incoming payments from customers are matched with their respective open invoices, the
purpose of cash application is to close invoices in ERP for which the customer has paid.

What is Bad Dept in Accounts Receivable?

Answer: Bad dept is a receivable that customer will not pay, what credit agreed with customer. Situation
arise when company extends credit to customers that are incapable of paying back the debt, resulting in
either a delayed, reduced, or missing payment. For example Credit Cards.