Oracle Territory Management Implementation Manual page 40

Sales Territory Planning Example
Business World is a large manufacturer of computer equipment selling in the US
and Canada. They organize their products into three families: servers,
desktops/laptops, and storage. In their direct sales model, Business World has a
named account sales force consisting of an account manager working specific
accounts, and a telephony sales force working the remaining general pool of
customers. A product overlay sales force works with account managers and
telesales reps based on what products a customer is interested in. Each account
manager or telesales representative works with three overlay specialists, one for
each product family. In planning for FY2004, Business World is expected to have the
following:
I
I
I
I
The following table shows the sales model:
Table 4–1 Sales territory model
Account
Managers
Telesales
Representatives
4-4 Oracle Territory Management Implementation Guide
US and Canada have separate sales forces
The direct sales forces manage their top 200 key accounts
The general business telesales forces manage their remaining customer pool
The overlay sales forces service all opportunities for a product family and
associated customers. There are 3 types of product specialists: Server,
Desktop/Laptop, and Storage product specialists.
US
15 account managers
manage 150 large,
key customers
6 Telesales
representatives in 6
geographic
territories
Canada
5 account managers
manage 50 large, key
customers
3 Telesales
representatives in 3
geographic territories
Comments
Account manager
territories encompass
all leads and
opportunities
associated to a key
customer.
Telesales
representative
territories encompass
all leads and
opportunities
associated to a
customer.