Oracle Oracle Territory Management, Руководство по внедрению

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Migrating from Existing Territories to Named Account Territories
Phase III: Creating Named Account Territories 6-5
6.
Territory administrations and sales operations can monitor how the completion
percentages of the self-service named account process.
7.
When this process is complete enough, territory hierarchies are automatically
generated and enabled for territory groups.
8.
These read-only, generated territories can be reviewed by territory
administrators from the Forms interface and are used just like any other
manually created territories for real-time and batch territory assignment.
9.
Territory administrators diagnose and fix transactions falling to their named
account Catch Alls.
6.3 Migrating from Existing Territories to Named Account Territories
Perform the following steps to migrate from territories created using the Forms user
interface to the self-service named account territories.
1.
Territory administrators should ensure the CUSTOMER NAME RANGE and
POSTAL CODE qualifiers minimally are enabled. Other qualifiers you wish to
use in the parent territory, like COUNTRY, should also be enabled.
2.
Territory administrators need to create a parent territory in the Forms interface
that is a child of the Oracle Sales and TeleSales usage folder. This will be the
territory under which a generated territory group hierarchy will be inserted. It
should address effective dates, the number of winners and any qualifier rules
that its generated child territories need to inherit; e.g., COUNTRY = 'United
States'.
3.
Sales operations compiles a list of named accounts for each division, and
determines necessary exception handling procedures.
4.
Determine how existing or new sales roles will be used to drive account, lead,
and opportunity access. Lead and opportunity access can further be refined by
product category thereby giving access to leads and opportunities if a
representative's product specialization exists.
5.
Territory groups are created based on exception handling processes and
division lines, and named accounts and sales division vice presidents are
associated.
6.
Assign territory administrators to territory group Catch Alls for customers,
leads, or opportunities that match on CUSTOMER NAME RANGE qualifier
rules only. Otherwise, have IT create workflows encompassing your division's
exception handling processes and procedures.