Oracle Oracle Territory Management, Implementation Manual

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Sales Territory Planning Example
Phase I: Territory Planning 4-5
4.2.1 Step 1: What business objects are we assigning?
Which business objects (transaction types) are being assigned to each type of
resource? Are we defining territories to access customers, leads or opportunities for
account managers, telesales reps and product specialists? Do you need to provide
read access only or update privileges as well? To what territory usage are the
business objects associated?
Business World is going to assign customer, lead and opportunity transaction types
for all territories assigned to account managers and telesales reps.
Territories assigned to overlay product specialists will have a transaction type of
opportunity because they need update privileges for opportunities. Oracle Sales
products (Sales Online and TeleSales) provide, by default, read only access to
customers if a resource is assigned to the sales team of any of the customer’s
opportunities.
Investigate how to set up Oracle Territory Management business objects in
conjunction with the Oracle Sales data security model. If you need update access to
customers, leads or opportunities in Oracle Sales or Oracle TeleSales, then you will
need to assign them in Oracle Territory Management.
4.2.2 Step 2: What qualifiers should we use?
We enable the following qualifiers:
Overlay Product
Specialists 3 product families, 9
product specialists
for each product
family and region 3 product specialists.
Product specialists
cover their mutually
exclusive product
families for the entire
country. Product specialists
service all
opportunities for a
product family and
geographic location
and their related
customers (they are
only allowed to view
customer information).
Each account manager
and telesales
representative has a
Server,
Desktop/Laptop, and
Storage product
specialist.
Table 4–1 Sales territory model
US Canada Comments