Oracle Oracle Territory Management, Implementation Manual

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Overview of Creating Named Account Territories
6-2 Oracle Territory Management Implementation Guide
The implementer or administrator creates named account territory groups by
associating organizations to the territory group. The act of associating organizations
to a territory group elevates an organization to a named account. An account that
falls within the definition, and any leads or opportunities for accounts that match
the definition, all belong to the defined named account.
Territory groups are associated to sales groups within the sales hierarchy and
distributed top down to individual salespeople.
Greater named account accuracy is achieved through a division of tasks to the most
appropriate user. Territory administrators are responsible for centrally managing
territory groups and defining named accounts. Sales management is responsible for
assigning named accounts down the sales hierarchy.
Behind the scenes, a concurrent program generates a set of sales territories similar
to those created manually in the Oracle Territory Management Forms windows. The
application generates a single territory for each named account utilizing the
definitions (customer name range and postal code values) maintained by territory
administrators and assigns salespersons as defined by sales management. This
generation is part of the
Generate Territory Packages concurrent program used to
enable territories.
6.1.1 Components of Self-Service Named Accounts
There are two components of self-service named accounts:
■
Named Accounts: Those customers that have been identified by a division as
important or critical enough to have their own account teams.
■
Territory Groups: Each division has its own set of named accounts. For instance,
each division or line of business will have its own sales organization, its own set
of named accounts, and its own business processes. We loosely associate lines of
businesses or divisions to "territory groups." Each territory group will be
associated to a particular sales force and have its own set of named accounts
with its own business policies and processes. The territory group is assigned a
parent territory already set up in the Forms application. When Generate
Territory Packages is run for Sales and TeleSales, the territory group becomes a
single level territory hierarchy inserted into an existing territory hierarchy.
6.1.2 Ongoing Maintenance
New hires, fires, and to be hireds require sales managers to update named account
assignments throughout the selling year. Any change to named account
assignments can be made by sales managers at any time.