Oracle Oracle Territory Management Manuale utente

Oracle® Territory Management

Implementation Guide

Release 11i(11.5.9)

Part No. B10553-01

April 2003

Oracle Territory Management Implementation Guide, Release 11i

Part No. B10553-01

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iii

Contents

Send Us Your Comments.................................................................................................................. vii

Preface............................................................................................................................................................ ix

Intended Audience ................................................................................................................................ ix

How To Use This Guide ....................................................................................................................... ix

Documentation Accessibility ................................................................................................................ x

Other Information Sources.................................................................................................................... x

Do Not Use Database Tools to Modify Oracle Applications Data ................................................ xv

About Oracle ........................................................................................................................................ xvi

Part I Getting Started

1 Introduction

1.1 The Oracle E-Business Suite................................................................................................. 1-1

1.1.1 The Applications in the E-Business Suite ................................................................... 1-2

1.2 Oracle Territory Management Overview .......................................................................... 1-5

1.2.1 Components.................................................................................................................... 1-6

1.2.2 Named Accounts............................................................................................................ 1-6

1.2.3 Oracle Territory Management Features...................................................................... 1-6

1.3 New in this Release............................................................................................................... 1-7

2 Before You Begin

2.1 Related Documentation........................................................................................................ 2-1

2.2 Installation Verification........................................................................................................ 2-1

2.2.1 Create a Territory........................................................................................................... 2-1

2.2.2 Run Concurrent Programs............................................................................................ 2-2

2.2.3 Test with a Lead ............................................................................................................. 2-2

2.3 Oracle Territory Management Dependencies ................................................................... 2-3

Part II Implementing Oracle Territory Management

3 Implementation Overview

3.1 Process Description ............................................................................................................... 3-1

3.1.0.1 Phase I: Territory Planning.................................................................................... 3-2

3.1.0.2 Phase II: Setting Up Territories ............................................................................. 3-2

3.1.0.3 Phase III: Creating Named Account Territories ................................................. 3-2

3.1.0.4 Phase IV: Managing Territories ............................................................................ 3-2

3.2 Implementation Task Sequence........................................................................................... 3-2

3.3 Multi-Org................................................................................................................................ 3-4

4 Phase I: Territory Planning

4.1 Planning Your Territories..................................................................................................... 4-1

4.2 Sales Territory Planning Example....................................................................................... 4-3

4.2.1 Step 1: What business objects are we assigning?....................................................... 4-5

4.2.2 Step 2: What qualifiers should we use?....................................................................... 4-5

4.2.3 Step 3: Territory hierarchy - Define date effectivity and number of winners ....... 4-6

4.2.4 Step 4: Territory hierarchy – Define Catch Alls......................................................... 4-7

4.2.5 Step 5: Territory hierarchy – Placeholder territories................................................. 4-8

4.2.6 Step 6: How to implement named account territories .............................................. 4-8

4.2.7 Step 7: How to implement geographic territories ..................................................... 4-9

4.2.8 Step 8: How to support overlays................................................................................ 4-10

4.2.9 Step 9: What is an appropriate territory hierarchy for overlays?.......................... 4-11

4.2.10 Step 10: What rank should each territory have?...................................................... 4-15

4.2.11 Step 11: Have you met all your business requirements?........................................ 4-15

4.2.12 Leverage Territory Hierarchies and Inheritance ..................................................... 4-15

4.2.13 Leverage Territory Ranking and Number of Winners ........................................... 4-16

4.2.14 Appropriate Choice of Qualifiers............................................................................... 4-16

4.2.15 Qualifier Rules .............................................................................................................. 4-18

4.2.16 Migrating Territories.................................................................................................... 4-18

4.3 Sales Territory Qualifiers.................................................................................................... 4-18

4.4 Service Territory Qualifiers................................................................................................ 4-20

5 Phase II: Setting Up Territories

5.1 Overview of Creating Territories........................................................................................ 5-1

5.2 Qualifiers ................................................................................................................................ 5-2

5.2.1 Transaction Qualifiers ................................................................................................... 5-2

5.2.1.1 Sample List of Seeded Transaction Qualifiers .................................................... 5-2

5.2.1.2 Customer Name and Customer Name Range, ................................................... 5-3

5.2.2 Resource Qualifiers........................................................................................................ 5-4

5.2.3.1 Seeded Qualifiers .................................................................................................... 5-4

5.3 Territory Hierarchies ............................................................................................................ 5-5

5.4 Territory Winning Rules ...................................................................................................... 5-5

5.5 Enabling Existing Qualifiers................................................................................................ 5-7

5.6 Creating Individual Territories ........................................................................................... 5-9

5.7 Entering Transaction Qualifiers ........................................................................................ 5-11

5.8 Entering Resource Qualifiers............................................................................................. 5-13

5.9 Specifying Resources for a Territory ................................................................................ 5-14

5.10 Adding Subterritories......................................................................................................... 5-16

5.11 Running Concurrent Programs......................................................................................... 5-17

6 Phase III: Creating Named Account Territories

6.1 Overview of Creating Named Account Territories.......................................................... 6-1

6.1.1 Components of Self-Service Named Accounts.......................................................... 6-2

6.1.2 Ongoing Maintenance ................................................................................................... 6-2

6.1.3 Annual Maintenance ..................................................................................................... 6-3

6.1.4 Territory Autogeneration Mechanics.......................................................................... 6-3

6.2 Named Account Territory Process...................................................................................... 6-4

6.3 Migrating from Existing Territories to Named Account Territories ............................. 6-5

6.4 Enabling Qualifiers ............................................................................................................... 6-7

6.5 Creating a Parent Territory.................................................................................................. 6-7

6.6 Creating Territory Groups ................................................................................................... 6-7

6.7 Defining Named Account Rules ......................................................................................... 6-9

6.8 Assigning the Sales Team to Named Accounts .............................................................. 6-11

6.9 Running Concurrent Programs......................................................................................... 6-12

6.10 Usage Implementation........................................................................................................ 6-14

Part III Post Implementation Tasks

7 Verify the Implementation

7.1 Verification Tasks .................................................................................................................. 7-1

8 Troubleshooting

8.1 Tips for Fine-tuning Territory Assignment Performance................................................ 8-1

8.2 If the Generate Territory Packages Fails ............................................................................ 8-2

8.3 Frequently Asked Questions (FAQs) about Transaction Qualifiers .............................. 8-2

8.4 Diagnostic Reports ................................................................................................................ 8-4

vii

Send Us Your Comments

Oracle Territory Management Implementation Guide, Release 11i

Part No. B10553-01

Oracle Corporation welcomes your comments and suggestions on the quality and usefulness of this

document. Your input is an important part of the information used for revision.

■Did you find any errors?

■Is the information clearly presented?

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title and part number, and the chapter, section, and page number (if available). You can send com-

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Oracle Territory Management Documentation

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If you have problems with the software, please contact your local Oracle Support Services.

viii

Preface

Intended Audience

Welcome to Release 11iof the Oracle Territory Management Implementation Guide.

This guide assumes you have a working knowledge of the following:

■The principles and customary practices of your business area.

■Oracle Territory Management

If you have never used Oracle Territory Management, Oracle suggests you

attend one or more of the Oracle Territory Management training classes

available through Oracle University.

■The Oracle Applications graphical user interface.

To learn more about the Oracle Applications graphical user interface, read the

Oracle Applications User’s Guide.

See Other Information Sources for more information about Oracle Applications

product information.

How To Use This Guide

This document contains the information you need to understand and use Oracle

Territory Management.

■Chapter 1 introduces the application and what is new in this release.

■Chapter 2 provides reference information including other documentation and

dependencies for the application.

■Chapter 3 lists the sequence of tasks needed to implement the application.

■Chapter 4 covers the planning phase of the implementation.

■Chapter 5 explains how to enable qualifiers as part of the implementation.

■Chapter 6 provides the procedures for creating territories.

■Chapter 7 covers verifying the implementation.

■Chapter 8 contains troubleshooting tips.

Documentation Accessibility

Our goal is to make Oracle products, services, and supporting documentation

accessible, with good usability, to the disabled community. To that end, our

documentation includes features that make information available to users of

assistive technology. This documentation is available in HTML format, and contains

markup to facilitate access by the disabled community. Standards will continue to

evolve over time, and Oracle Corporation is actively engaged with other

market-leading technology vendors to address technical obstacles so that our

documentation can be accessible to all of our customers. For additional information,

visit the Oracle Accessibility Program Web site at

http://www.oracle.com/accessibility/.

Accessibility of Code Examples in Documentation JAWS, a Windows screen

reader, may not always correctly read the code examples in this document. The

conventions for writing code require that closing braces should appear on an

otherwise empty line; however, JAWS may not always read a line of text that

consists solely of a bracket or brace.

Other Information Sources

You can choose from many sources of information, including online documentation,

training, and support services, to increase your knowledge and understanding of

Oracle Territory Management.

If this guide refers you to other Oracle Applications documentation, use only the

Release 11iversions of those guides.

Online Documentation

All Oracle Applications documentation is available online (HTML or PDF). Online

help patches are available on MetaLink.

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