Phase I: Territory Planning; Planning Your Territories - Oracle Territory Management Implementation Manual

This chapter explains the territory planning process and includes the following
topics:
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4.1 Planning Your Territories

The planning phase is the most important step in territory setup. Before using
Oracle Territory Management, a territory planning team should be established to
analyze the territory setup in your organization. This territory planning process
needs enterprise-wide cooperation and feedback. Multiple territory revisions in the
first months of operation should be expected as your enterprise discovers omitted
information or territories that do not work on a day-to-day basis.
Based on your business needs, your team needs to determine the following:
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Phase I: Territory Planning

Section 4.1, "Planning Your Territories"
Section 4.2, "Sales Territory Planning Example"
Section 4.3, "Sales Territory Qualifiers"
Section 4.4, "Service Territory Qualifiers"
Usage: What applications need territories
Transaction Type (which is based on usage): for example, leads, opportunities,
service requests, and delinquencies
How many territories are needed
What transaction qualifiers should be enabled
Who should be attached to the territories
What should the territory hierarchy structure be
Phase I: Territory Planning 4-1
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