Oracle Territory Management Implementation Manual page 82

Migrating from Existing Territories to Named Account Territories
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As part of our mapping process, named account definitions or territory rules are
defaulted to CUSTOMER NAME RANGE = business name of the account and
POSTAL CODE = postal code of the account. Territory administrators can also add
alias CUSTOMER NAME RANGES and other postal codes or postal code ranges.
6-6 Oracle Territory Management Implementation Guide
When you create new named account territories, administrators will need to
create named account definitions for each new named account. Named account
definitions or territory rules must be created to map customers, leads, or
opportunities to named accounts. Default mappings are created based on
CUSTOMER NAME RANGE = business name of account and POSTAL CODE =
postal/zip code of named account. Alias business names and postal codes can
be added to named account definitions. For example, Hewlett-Packard is
commonly known as HP or Compaq.
Before each named account mapping is complete, territory administrators
should check that the definition they are creating does not conflict with any
other named account definitions. This ensures that a customer, lead, or
opportunity will only fall into one named account territory. Utilities are
provided to identify conflicting named accounts and their territory rules at a
click of a button so administrators can tighten or loosen their existing territory
rules as necessary. After all conflicts are eliminated the administrator marks the
named account as mapped.
To access the self-service sales management side of Territory Manager, sales
managers, and representatives are given the HTML Sales Territory User
responsibility.
Named accounts are distributed down the sales hierarchy from the sales
division vice president one level at a time until all named accounts are assigned
to lowest level salespersons.
Portals provide territory administrators with the ability to track the progress of
territory assignment down to lowest level reps and named account mapping.
When enough progress is achieved, a territory administrator generates named
account territories by submitting a concurrent program.
Submit a concurrent program to run batch mode Territory Assignment. This
will reassign sales teams to all customers, leads, and opportunities based on the
latest territory definitions generated.
Validate the new named account territories through user acceptance testing.