Step 3: Territory Hierarchy - Define Date Effectivity And Number Of Winners - Oracle Territory Management Implementation Manual

Sales Territory Planning Example
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situation in greater detail.

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

The hierarchy is largely designed for ease of maintenance and for the creation of
"Catch All" territories. Hierarchies allow you to inherit qualifier rules and territory
properties such as date effectivity and number of winners. Catch alls will be
discussed later in Step 4.
Under the Sales and TeleSales usage, we need to create a top-level territory
representing Business World's FY2004 Sales territories. This FY2004 Sales territory
will be effective from January 1, 2004 and does not have any transactional qualifiers
or resources. It is the top of the FY2004 Sales territories and is used to maintain the
date effectivity of all territories underneath it and is used to set the number of
winning territories (number of winners = 1).
4-6 Oracle Territory Management Implementation Guide
CUSTOMER NAME RANGE, to identify the 200 named accounts
COUNTRY, because this qualifier is used as a first criterion in identifying
territory and offers the ability to support "Catch All" territories
POSTAL CODE, to create geographic territories composed of postal codes. One
can use less granular geographic qualifiers such as state or province as well.
STATE, to create geographic "Catch All" territories for overlay product
specialists
OPPORTUNITY EXPECTED PURCHASE, to create overlay territories for
product specialists.
Section 4.2.14, "Appropriate Choice of Qualifiers" to analyze your particular