Components; Named Accounts; Oracle Territory Management Features - Oracle Territory Management Implementation Manual

Oracle Territory Management Overview

1.2.1 Components

For all territory implementations the territory administrator uses the Forms
windows to create qualification rules and to create territories and a hierarchy of
territories, each with assigned resources.
Sales territory implementors have the option to establish named account territories.
Administrators use the HTML pages to create territory groups and named accounts.
Sales managers then use the HTML pages to assign their named accounts to
individual sales representatives.
Individual sales representatives use the HTML pages to review the named accounts
they own and information about the sales team for an account.
The territory lookup tool in HTML is available for anyone to look up the
salespeople assigned to an account.

1.2.2 Named Accounts

Most customers fall into sales territories segmented along geographic or industry
boundaries. Named accounts represent individual customers elevated from
geographic territories and deemed by a sales organization as critical enough to have
their own salesperson or account manager.
By their very nature, named account territories are difficult and complex to
maintain and revolve around a decentralized business process.
A set of named accounts are identified and associated to a sales division by upper
levels of sales management. The sales vice presidents responsible for the sales
division distribute named accounts to their directs in a top down fashion through
the sales hierarchy until all named accounts are owned by salespersons.
Oracle Territory Management
1.2.3
Oracle Territory Management includes the following features:
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1-6 Oracle Territory Management Implementation Guide
Over 100 qualifiers through which to define territory rules
Assignment to individual resources or groups (for sales)
Assignment to individual resources or groups or teams (for service)
Named account support
HTML based product flows for the distribution of named accounts
Configurable territory exception handling through Oracle Workflow
Features