Oracle B10553-01 Manual de usuario

Oracle® Territory ManagementImplementation GuideRelease 11i (11.5.9)Part No. B10553-01April 2003

x Chapter 4 covers the planning phase of the implementation. Chapter 5 explains how to enable qualifiers as part of the implementation. Chapter 6 p

xiRelated DocumentationOracle Territory Management shares business and setup information with other Oracle Applications products. Therefore, you may w

xiiInstalling Oracle ApplicationsThis guide provides instructions for managing the installation of Oracle Applications products. In Release 11i, much

xiiiinformation to help you build your custom Oracle Forms Developer 6i forms so that they integrate with Oracle Applications.Oracle Applications User

xivOracle Workflow API ReferenceThis guide describes the APIs provided for developers and administrators to access Oracle Workflow.Oracle Applications

xvSupportFrom on-site support to central support, our team of experienced professionals provides the help and information you need to keep Oracle Terr

xviWhen you use Oracle Applications to modify your data, Oracle Applications automatically checks that your changes are valid. Oracle Applications als

Part IGetting StartedThis section of the contains the following chapters: Chapter 1, "Introduction" Chapter 2, "Before You Begin"

Introduction 1-11IntroductionThis chapter provides information on the following topics: Section 1.1, "The Oracle E-Business Suite" Section

Oracle Territory Management Implementation Guide, Release 11i Part No. B10553-01Copyright © 2003 Oracle Corporation. All rights reserved. The Program

The Oracle E-Business Suite1-2 Oracle Territory Management Implementation Guide(OLTP), query-intensive data warehouses, and high capacity web sites. B

The Oracle E-Business SuiteIntroduction 1-3 the eCommerce suiteThe ERP applications include: Oracle Order Management Oracle Supply Chain Planning

The Oracle E-Business Suite1-4 Oracle Territory Management Implementation Guideservice and support activities from initial contact with the customer t

Oracle Territory Management OverviewIntroduction 1-5Common Application ArchitectureThe Common Application Architecture includes functionality that sup

Oracle Territory Management Overview1-6 Oracle Territory Management Implementation Guide1.2.1 ComponentsFor all territory implementations the territor

New in this ReleaseIntroduction 1-7 Territory diagnostics1.3 New in this ReleaseThis document describes functionality to be delivered in the Oracle E

New in this Release1-8 Oracle Territory Management Implementation Guide

Before You Begin 2-12Before You BeginThis chapter provides an overview of what you need to have installed, implemented, and verified before implementi

Installation Verification2-2 Oracle Territory Management Implementation GuideNavigationCRM Foundation > Resource Manager > Territory Administrat

Oracle Territory Management DependenciesBefore You Begin 2-32.From the Cue Card navigate to the Sales Team tab and verify that the resource you assign

iiiContentsSend Us Your Comments...

Oracle Territory Management Dependencies2-4 Oracle Territory Management Implementation Guide

Part IIImplementing Oracle TerritoryManagementThis section contains the following chapters: Chapter 3, "Implementation Overview" Chapter 4

Implementation Overview 3-13Implementation OverviewOracle strongly recommends that you implementOracle Territory Management in the order listed. Sect

Implementation Task Sequence3-2 Oracle Territory Management Implementation GuideThe process for named account territories requires territory administr

Implementation Task SequenceImplementation Overview 3-3Table 3–1 Phase I: Territory PlanningStep Description Type Performed ByTerritory Planning Analy

Multi-Org3-4 Oracle Territory Management Implementation Guide3.3 Multi-OrgYou are not required to set up territories by Operating Unit (OU) in a multi

Phase I: Territory Planning 4-14Phase I: Territory PlanningThis chapter explains the territory planning process and includes the following topics: Se

Planning Your Territories4-2 Oracle Territory Management Implementation Guide How many winners are allowed: A winner is the territory that receives t

Sales Territory Planning ExamplePhase I: Territory Planning 4-3 What are your products and how are they differentiated?2. Decide what qualifiers you

ivPart II Implementing Oracle Territory Management3 Implementation Overview3.1 Process Description ...

Sales Territory Planning Example4-4 Oracle Territory Management Implementation GuideBusiness World is a large manufacturer of computer equipment selli

Sales Territory Planning ExamplePhase I: Territory Planning 4-54.2.1 Step 1: What business objects are we assigning?Which business objects (transactio

Sales Territory Planning Example4-6 Oracle Territory Management Implementation Guide CUSTOMER NAME RANGE, to identify the 200 named accounts COUNTRY

Sales Territory Planning ExamplePhase I: Territory Planning 4-74.2.4 Step 4: Territory hierarchy – Define Catch AllsWe have separate sales forces for

Sales Territory Planning Example4-8 Oracle Territory Management Implementation Guide4.2.5 Step 5: Territory hierarchy – Placeholder territoriesSometim

Sales Territory Planning ExamplePhase I: Territory Planning 4-94.2.7 Step 7: How to implement geographic territoriesWhat geographic qualifier will you

Sales Territory Planning Example4-10 Oracle Territory Management Implementation Guide4.2.8 Step 8: How to support overlaysWe recommend that you implem

Sales Territory Planning ExamplePhase I: Territory Planning 4-111.Either a named account OR a geographic general business territory2. AND one overlay

Sales Territory Planning Example4-12 Oracle Territory Management Implementation GuideIs your sales management organized by product family or by geogra

Sales Territory Planning ExamplePhase I: Territory Planning 4-13If Business World’s overlay sales force is organized by geography and wants Catch Alls

v5 Phase II: Setting Up Territories5.1 Overview of Creating Territories...

Sales Territory Planning Example4-14 Oracle Territory Management Implementation GuideAlternative overlay territory hierarchy BY PRODUCT FAMILYIf Busin

Sales Territory Planning ExamplePhase I: Territory Planning 4-15 “US Desktop Catch All”, with the transactional qualifier rule OPPORTUNITY EXPECTED P

Sales Territory Planning Example4-16 Oracle Territory Management Implementation Guideall the 100 child territories will inherit its transaction qualif

Sales Territory Planning ExamplePhase I: Territory Planning 4-17territories as named accounts because they say they have always done it this way. Ques

Sales Territory Qualifiers4-18 Oracle Territory Management Implementation Guide4.2.15 Qualifier RulesBest practices around qualifier rules are the sim

Sales Territory QualifiersPhase I: Territory Planning 4-19Account Account Hierarchy "Subsidiary Of" a particular organizationAccount Area Co

Service Territory Qualifiers4-20 Oracle Territory Management Implementation Guide4.4 Service Territory QualifiersThe following table maps the sales qu

Service Territory QualifiersPhase I: Territory Planning 4-21Service Item Service Request Not currently used in 11.5.8 and priorService Request Languag

Service Territory Qualifiers4-22 Oracle Territory Management Implementation Guide

Phase II: Setting Up Territories 5-15Phase II: Setting Up TerritoriesThis chapter covers the implementation of territories for all applications. The s

viPart III Post Implementation Tasks7 Verify the Implementation7.1 Verification Tasks ...

Qualifiers5-2 Oracle Territory Management Implementation Guide5.2 QualifiersThere are two types of qualifiers that help define a territory: Transactio

QualifiersPhase II: Setting Up Territories 5-3 Oracle Defect Management Oracle Sales and Marketing Oracle Service Trade ManagementThe following ta

Qualifiers5-4 Oracle Territory Management Implementation GuideLike “Business World %”: This value represents Business World Motor, Business World Book

Territory Winning RulesPhase II: Setting Up Territories 5-55.3 Territory HierarchiesThe purpose of having territory hierarchies is to make the territo

Territory Winning Rules5-6 Oracle Territory Management Implementation Guidewins against the lowest rank of the territories (which would be the higher

Enabling Existing QualifiersPhase II: Setting Up Territories 5-7– Territory 3: Rank 2Winner can be either Territory 1 or Territory 3.Reason: Any terri

Enabling Existing Qualifiers5-8 Oracle Territory Management Implementation GuideLogin(Forms) Log in to Oracle Forms.ResponsibilityCRM AdministratorNav

Creating Individual TerritoriesPhase II: Setting Up Territories 5-95.6 Creating Individual TerritoriesYou can create a stand-alone territory by enteri

Creating Individual Territories5-10 Oracle Territory Management Implementation Guide3.Enter a name and description for the territory. 4. To limit the

Entering Transaction QualifiersPhase II: Setting Up Territories 5-11If task transaction type is selected in a service territory (Service usage), then

viiSend Us Your CommentsOracle Territory Management Implementation Guide, Release 11iPart No. B10553-01Oracle Corporation welcomes your comments and

Entering Transaction Qualifiers5-12 Oracle Territory Management Implementation GuidePrerequisites There must be a territory plan in place. All the t

Entering Resource QualifiersPhase II: Setting Up Territories 5-135.8 Entering Resource QualifiersOptionally use the Resource Qualifiers tab to filter

Specifying Resources for a Territory5-14 Oracle Territory Management Implementation GuideDouble-click the territory in the Tree NavigatorSteps1. Use t

Specifying Resources for a TerritoryPhase II: Setting Up Territories 5-15LoginLog in to Oracle Forms.ResponsibilityCRM AdministratorNavigationTerritor

Adding Subterritories5-16 Oracle Territory Management Implementation GuideFor example, if the selected access type for John Walsh is Service Request,

Running Concurrent ProgramsPhase II: Setting Up Territories 5-172.Click Save from the menu.5.11 Running Concurrent ProgramsIt is important that the te

Running Concurrent Programs5-18 Oracle Territory Management Implementation GuideNavigationRequests > Run to open the Submit a New Request windowSte

Phase III: Creating Named Account Territories 6-16Phase III: Creating Named AccountTerritoriesThis chapter covers the following topics for Phase III:

Overview of Creating Named Account Territories6-2 Oracle Territory Management Implementation GuideThe implementer or administrator creates named accou

Overview of Creating Named Account TerritoriesPhase III: Creating Named Account Territories 6-3Monthly Dun & Bradstreet uploads contain mergers an

viii

Named Account Territory Process6-4 Oracle Territory Management Implementation Guideterritory administrators for centralized named account definitions

Migrating from Existing Territories to Named Account TerritoriesPhase III: Creating Named Account Territories 6-56.Territory administrations and sales

Migrating from Existing Territories to Named Account Territories6-6 Oracle Territory Management Implementation Guide7.When you create new named accoun

Creating Territory GroupsPhase III: Creating Named Account Territories 6-76.4 Enabling QualifiersIn order to implement named account territories you m

Creating Territory Groups6-8 Oracle Territory Management Implementation GuideDetails for the selected named account appear.4. Enter a rank for the ter

Defining Named Account RulesPhase III: Creating Named Account Territories 6-9The Assign Sales Management page appears.11. Choose the name, group, and

Defining Named Account Rules6-10 Oracle Territory Management Implementation GuideResponsibilityTerritory HTML Sales AdministratorNavigationTerritory M

Assigning the Sales Team to Named AccountsPhase III: Creating Named Account Territories 6-1112.If you want to preview what organizations match your qu

Running Concurrent Programs6-12 Oracle Territory Management Implementation Guidea.Use the LOV to select the salesperson.b. Select the sales group from

Running Concurrent ProgramsPhase III: Creating Named Account Territories 6-13PrerequisitesNoneLoginLog in to Oracle Forms.ResponsibilityCRM Administra

ixPrefaceIntended AudienceWelcome to Release 11i of the Oracle Territory Management Implementation Guide.This guide assumes you have a working knowled

Usage Implementation6-14 Oracle Territory Management Implementation Guide4.In the Parameters pop-up window of the Submit Request, enter your parameter

Part IIIPost Implementation TasksThis section contains the following chapters: Chapter 7, "Verify the Implementation" Chapter 8, "Tro

Verify the Implementation 7-17Verify the ImplementationThis chapter contains material useful in verifying the implementation of the Oracle CRM Applica

Verification Tasks7-2 Oracle Territory Management Implementation Guide

Troubleshooting 8-18TroubleshootingThis chapter covers the following topics:Section 8.1, "Tips for Fine-tuning Territory Assignment Performance&q

If the Generate Territory Packages Fails8-2 Oracle Territory Management Implementation Guide Territory BQualifier: Company Name Range = Vision Enterp

Frequently Asked Questions (FAQs) about Transaction QualifiersTroubleshooting 8-3Steps1. Log in with the CRM Administrator responsibility. 2. Select T

Diagnostic Reports8-4 Oracle Territory Management Implementation GuideService Request and Task: This type allows you to define access for account, tas