Oracle Oracle Territory Management, Руководство по внедрению

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Sales Territory Planning Example
4-8 Oracle Territory Management Implementation Guide
4.2.5 Step 5: Territory hierarchy – Placeholder territories
Sometimes we create territories purely for organization and ease of maintenance.
The territories under the US Catch All territory are an example of this.
Within the US and Canada, there are named account sales forces and geographic
sales forces. We create two territories under the US Catch All territory:
■
“US Named Accounts”, with no transactional qualifiers or resources
■
“US Geographies”, with no transactional qualifiers and typically with the
territory administrator as the resource in case zip codes are missing.
Similarly, Canada has 2 territories called CAN Named Accounts and CAN
Geographies underneath the CAN Catch All territory.
4.2.6 Step 6: How to implement named account territories
From a business perspective, there are various types of territories. Organizations
will pull particular customers from the general pool that they deem as critical and
assign a specific resource to it. These are termed “named accounts”. In an attempt to
organize the remaining pool of customers, general business customers are
segmented by a simple criteria such as SIC code, state or area code.
Named account territories have rules utilizing the CUSTOMER NAME RANGE
qualifier. For example, if IBM is a named account you define a territory with
CUSTOMER NAME RANGE like ‘IBM%’ and CUSTOMER NAME RANGE like
‘International Business Machines%’. This assigns IBM to the account manager
regardless of how many customers exist begin with IBM or International Business
Machines.
The US direct sales force consists of 15 account managers, each responsible for a
territory of large key accounts. There will be 15 US named account territories as
children of the US Named Accounts territory, one for each account manager.
Similarly there will be 5 Canadian named account territories as children of the CAN
Named Accounts territory.
Lowest level territories or leaf node territories should always have resources
assigned to them and therefore also require access types to be defined. All account
managers are associated to territories with customer, lead and opportunity
access.
See Section 4.2.14, "Appropriate Choice of Qualifiers" for a discussion on the
selection of qualifiers for named accounts.