Step 7: How To Implement Geographic Territories - Oracle Territory Management Implementation Manual

Sales Territory Planning Example

4.2.7 Step 7: How to implement geographic territories

What geographic qualifier will you use? The decision is based on what granularity
is used to distribute your geographies. Do you distribute by entire states or
provinces or postal codes? If you distribute by postal code, your geographic
qualifier should be POSTAL CODE. Other options include STATE, PROVINCE,
CITY, COUNTY, COUNTRY and AREA CODE.
The US and Canada each have separate general business telesales forces responsible
for all remaining non-named accounts in a particular geography. The US will have 6
geographic territories as children of the US Geographies territory. Canada will have
3 geographic territories as children of the CAN Geographies territory. Each
geographic territory will have transactional qualifier rules of the contained zip
codes or postal codes and be assigned to a general business telesales representative.
All telesales reps will be associated to territories with customer, lead, and
opportunity access.
Phase I: Territory Planning 4-9