Oracle Territory Management Implementation Manual page 49

If Business World's overlay sales force is organized by geography and wants Catch
Alls by geography, then we create three territories underneath the US Overlay
territory:
"US East Overlay Catch All", with transactional qualifier rules STATE = 'NY',
I
STATE = 'NJ', STATE = 'MA', STATE = 'VT', and so on, and resource qualifier =
Eastern Overlay territory administrator
"US Central Overlay Catch All", with transactional qualifier rules STATE = 'IL',
I
STATE = 'OH', STATE = 'AK', STATE = 'WI', and so on, and resource qualifier =
Central Overlay territory administrator
"US West Overlay Catch All", with transactional qualifier rules STATE = 'CA',
I
STATE = 'NV', STATE = 'OR', STATE = 'WA', and so on, and resource qualifier =
Western Overlay territory administrator
Similarly underneath the Canada Overlay territory, we create three territories:
"Server CAN", with the transactional qualifier rule OPPORTUNITY
I
EXPECTED PURCHASE = 'SERVER' and resource = Canadian server specialist
"Desktop CAN", with the transactional qualifier rule OPPORTUNITY
I
EXPECTED PURCHASE = 'DESKTOP' and OPPORTUNITY EXPECTED
PURCHASE = 'LAPTOP' and resource = Canadian desktop/laptop specialist
"Storage CAN", with the transactional qualifier rule OPPORTUNITY
I
EXPECTED PURCHASE = 'STORAGE' and resource = Canadian storage
specialist
As Canada has a smaller number of customers, three product specialists cover the
entire country, one for each product family.
The US overlay sales force consists of 9 product specialists, each responsible for a
territory of product family and geography. As there is no fixed teaming of account
managers or telesales reps to product specialists, we have chosen to implement the
overlays separately as children of the country overlay territory. There will be 9 US
overlay territories as children of the US Overlay territory, one for each product
specialist. Each specialist will cover one of three geographies: East, West, or Central.
All product specialists will be associated to territories with customer and
opportunity access.
Sales Territory Planning Example
Phase I: Territory Planning 4-13