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1、1. Sales and Distribution Questionnaire销售和分销调研1.1. Environment环境1.1.1. Which module does the customer want to implement?贵公司想要实施哪个模块？1.1.2. Describe the company organizational structure(client, company code, plants, warehouses)请描述贵公司的组织结构？（集团，公司代码，工厂，仓库）1.1.3. Describe the sales and distribution orga
2、nizational structure (sales departments, persons responsible, field service employees)?请描述贵公司销售和分销的组织结构？（销售部门，负责人，服务领域的雇员）。1.1.4. If not already mentioned in the functional specifications, describe the quantity structure (material, customer orders, and deliveries)?先不考量功能层次，请描述贵公司的部分总量结构组成（物料，客户定单，出货
3、量等）。1.1.5. Who are you speaking to and what is their function?与你相关联的部门有哪些，他们的职能分别是什么？1.1.6. How many employees have been definitely set aside for this project? (Former experience/training?)销售部现有多少固定的雇员。（以前的经验/培训）1.1.7. Is the interested party a repetitive manufacturer, a make-to order manufacturer o
4、r both? 利益攸关方涉及重复性生产还是按单生产，还是两者都有？1.2. Basic data management基础数据管理1.2.1. Material master data物料主数据1.2.1.1. Are the materials currently maintained centrally or locally (when, by whom)?当前状态下的物料维护是由集团集中性维护还是由各下属单位分性维护（什么时候由谁维护）？1.2.1.2. What numbering system is currently in use (does it need/have to be
5、 retained, is internal number assignment always used when in doubt)?当前使用的编码系统是如何运作的（物料编码是由人工手工输入还是由系统自动给号，还是二者都有，当前编码原则是否需要保留）？1.2.1.3. What sales units of measure are used?使用何销售计量单位？1.2.1.4. Are batches, trading units, ser. no., hazardous goods necessary?是否需要批次管理，交易单位，序列码，危险品管理？1.2.1.5. Are packagi
6、ng goods, returnable packaging managed as stick? If so, is the receiver retained (customer, forwarding agent)?商品是否需要包装，是否涉及可回收的包装物管理？如果有涉及，外发包装物的管理方是谁（客户，货代）？1.2.1.6. What materials are necessary (trading goods, finished products, services)?业务涉及的产品有哪些（贸易商品，产成品销售，服务）？1.2.1.7. Are bills of material ne
7、cessary? 销售是否涉及物料BOM？1.2.1.8. are some materials combined into groups for evaluation/analysis/出于评估和分析的考量，多个物料是否需要集合到特定的群组？1.2.1.9. Are some materials combined into groups for pricing purposes?出于定价的目的，多个物料是否需要集合到特定的物料组。1.2.2. Customer master data客户主数据1.2.2.1. Are the customers currently maintained ce
8、ntrally or locally (when, by whom)?客户主数据当前是在集团端集中维护还是由本地子部门单独维护（什么时候由谁维护）？1.2.2.2. What numbering system is currently in use (does it need/have to be retained)?当前客户主数据使用的是何编码原则（原编码原则是否需要保留）？1.2.2.3. Are there one-time customers?是否需要维护一次性客户？1.2.2.4. Are there customer-specific forms?是否需要维护特定客户格式？1.2.
9、2.5. Are customers assigned to internal organizations (business area, assignment of representatives, persons responsible)?客户主数据是否需要与企业内部组织结构建立关联（业务范围，代理人，责任人）？1.2.2.6. Are customers assigned to groups (for evaluation/analysis or pricing)?出于评估/分析或定价的考量，多个客户主数据是否需要集合到特定群组？1.2.2.7. Does the person resp
10、onsible have customer-specific attributes available in the header (texts, copy functions)?每个责任人所对应的客户是否有特殊属性需要在文件中维护（文本，复制控制）？1.2.2.8. Are customer-specific material descriptions retained? Does the customer use these when ordering?是否需要维护客户方面的物料描述？客户下采购定单时是否使用自己的物料描述？1.2.2.9. Does the customer always
11、 refer to a specific pallet of goods (product proposal)?客户是否经常性涉及栅板管理？1.3. Creating inquires/quotations建立询报价1.3.1.1. Are customer inquires/quotations retained?是否需要在系统中涉及询/报价管理？1.3.1.2. Are these inquiries processed or evaluated according to particular criteria (reason for rejection)?询价处理或评估是否遵循特定的标准
12、（是否需要维护拒绝原因）？1.3.1.3. Are these inquiries/quotations sent to the customer (print forms)? 询报价的凭证是否需要发送给客户？1.4. Order processing定单处理1.4.1. Order types定单类型1.4.1.1. What order types are used (standard,rush,cash,third-party,free of charge delivery, scheduling agreement, contracts, repair, service)and how
13、 are they processed (short description for most common ones)当前企业使用的定单类型都有哪些，它们分别都是如何被处理的？（标准定单，急单，现金销售，第三方销售，免费品，排程协议，合同，维修，服务等）。1.4.1.2. Is customer consignment carried out?是否针对客户实施寄售操作？1.4.1.3. Is subsequent debit for returnable goods carried out?针对可收回的物料，是否要做请款？1.4.1.4. Are dangerous goods proces
14、sing carried out?是否执行危险品处理流程？1.4.1.5. Customer transactions with cost collector?是否使用成本收集器的功能（重复生产）？1.4.1.6. Is there serial number management (such as RM-INST)?产成品是否需要序列号管理？1.4.1.7. How are the orders currently numbered?当前的定单号码是如何管理的？1.4.1.8. What reference is made to the delivery note number?出货单的单号
15、是否有参考文件？1.4.2. Order processing定单处理1.4.2.1. How are the orders placed（fax, telephone, telex, mail, representative, laptop)?如何获取定单？（传真，电话，传真，邮箱，代理人，便携式电脑）？1.4.2.2. What aids to order entries are currently available （referred order, product proposal)?当前的定单输入有何参照文件？（供参考的定单，产品建议）？1.4.2.3. Are the orders entered online or on paper first?定单的最初获取是电子档定单（通过网路获取）还是纸档定单？1.4.2.4. What data is necessary during order entry and where does the data come from (stored in prices or notes)?在定单键入的时候，那些信息是必输项？这些信息的信息源来自哪里（已经存在的价格或说明性文件）？1.4.3. Evaluating orders定单评估1.4.3.1. What lists does the person res
