R12 Oracle Sales Fundamentals Ed 1 LVC (Student Guide)

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates
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D48123GC10
Edition 1.0
May 2007
D50216
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Copyright 2007, Oracle. All rights reserved.
This document contains proprietary information and is protected by copyright and other intellectual property laws. You may copy and
print this document solely for your own use in an Oracle training course. The document may not be modified or altered in any way.
Except where your use constitutes "fair use" under copyright law, you may not use, share, download, upload, copy, print, display,
perform, reproduce, publish, license, post, transmit, or distribute this document in whole or in part without the express authorization
of Oracle.
The information contained in this document is subject to change without notice. If you find any problems in the document, please
report them in writing to: Oracle University, 500 Oracle Parkway, Redwood Shores, California 94065 USA. This document is not
warranted to be error-free.
If this documentation is delivered to the United States Government or anyone using the documentation on behalf of the United
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U.S. GOVERNMENT RIGHTS
The U.S. Governments rights to use, modify, reproduce, release, perform, display, or disclose these training materials are restricted
by the terms of the applicable Oracle license agreement and/or the applicable U.S. Government contract.
Oracle, JD Edwards, PeopleSoft, and Siebel are registered trademarks of Oracle Corporation and/or its affiliates. Other names may
be trademarks of their respective owners.
Authors
Krishna Subhaga, Judy Wood
Technical Contributors and Reviewers
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Donna Johnson, Robert Carini, Ralph Mock, Nuzhath Shereen
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This book was published using: oracletutor
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Table of Contents
Overview of Lead to Order Process ...............................................................................................................1-1

Overview of Lead to Order Process...............................................................................................................1-3
Objectives ......................................................................................................................................................1-4
Oracle E-Business Suite ................................................................................................................................1-5
Enterprise Roles in Sales Flow ......................................................................................................................1-7
Two Types of Customer Relationships..........................................................................................................1-8
Oracle Sales Flow..........................................................................................................................................1-9
Oracle Sales Flow: Sales Campaigns.............................................................................................................1-10
Oracle Sales Flow: Capture/Convert Leads...................................................................................................1-11
Oracle Sales Flow: Manage Opportunities ....................................................................................................1-12
Oracle Sales Flow: Create Forecast ...............................................................................................................1-13
Oracle Sales Flow: Prepare Proposal.............................................................................................................1-14
Oracle Sales Flow: Prepare Quote .................................................................................................................1-16
Oracle Sales Flow: Place Order .....................................................................................................................1-18
Oracle Sales Flow: Close Opportunity ..........................................................................................................1-20
Oracle Sales Flow: Submit Forecast..............................................................................................................1-21
Summary........................................................................................................................................................1-22
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Overview of Sales Products.............................................................................................................................2-1
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Overview of Sales Products...........................................................................................................................2-3
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Objectives ......................................................................................................................................................2-4
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Oracle Sales ...................................................................................................................................................2-5
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Oracle Sales: Key Features............................................................................................................................2-7
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Oracle Sales: Benefits....................................................................................................................................2-11
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Oracle TeleSales ............................................................................................................................................2-12
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Oracle Quoting ..............................................................................................................................................2-14
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Oracle Proposals ............................................................................................................................................2-16
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Oracle Territory Manager ..............................................................................................................................2-17
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Oracle Sales Contracts...................................................................................................................................2-18
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Oracle iStore..................................................................................................................................................2-19
(mCompensation.....................................................................................................................2-21
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Oracle Incentive
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Oracle
Offline.......................................................................................................................................2-22
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Oracle
Sales
for Handhelds ...........................................................................................................................2-23
age Sales Dashboard ............................................................................................................................................2-24
Mandatory Dependencies ..............................................................................................................................2-26
Summary........................................................................................................................................................2-28
Sales Security ...................................................................................................................................................3-1

Sales Security ................................................................................................................................................3-3
Objectives ......................................................................................................................................................3-4
What Are Resources? ....................................................................................................................................3-5
What Is Resource Manager? ..........................................................................................................................3-7
Resource Manager Key Terms ......................................................................................................................3-8
Define Role Types .........................................................................................................................................3-10
Define Roles ..................................................................................................................................................3-11
Define Roles: Role Attributes........................................................................................................................3-12
Create a Salesperson Automatically ..............................................................................................................3-14
Create a Salesperson Manually......................................................................................................................3-15
Create a Salesperson Manually: Roles and Groups Tabs ..............................................................................3-17
Create a Salesperson Manually: Receivables Tab .........................................................................................3-18
User Responsibilities .....................................................................................................................................3-20
Modify Resource: Roles, Groups, and Teams Tabs ......................................................................................3-21
Define Resource Groups Overview ...............................................................................................................3-23
Copyright Oracle, 2007. All rights reserved.
R12 Oracle Sales Fundamentals Ed 1 Table of Contents
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Define Resource Groups................................................................................................................................3-25

Resource Roles, Groups Roles, and Group Member Roles ...........................................................................3-26
Group Hierarchy ............................................................................................................................................3-28
Resource Teams Overview ............................................................................................................................3-30
Define Resource Teams.................................................................................................................................3-32
Sales Teams ...................................................................................................................................................3-34
Customer Access Security .............................................................................................................................3-35
Opportunity Access Security .........................................................................................................................3-37
Lead Access Security.....................................................................................................................................3-39
Additional Security Access............................................................................................................................3-40
Forecast Security ...........................................................................................................................................3-42
Enabling Multi-Organization Access.............................................................................................................3-44
Summary........................................................................................................................................................3-46
Oracle TeleSales...............................................................................................................................................4-1
Objectives ......................................................................................................................................................4-4
Oracle Sales and Oracle TeleSales Interoperability.......................................................................................4-7
Differences Between Oracle TeleSales and Oracle Sales ..............................................................................4-9
Additional Differences Between Oracle TeleSales and Oracle Sales ............................................................4-12
Further Differences Between Oracle TeleSales and Oracle Sales .................................................................4-14
Multi-Org Access ..........................................................................................................................................4-16
Set Up Universal Work Queue ......................................................................................................................4-17
Enable Interaction Tracking and Wrap-up.....................................................................................................4-18
Scripting ........................................................................................................................................................4-20
Summary........................................................................................................................................................4-21
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Leads Management..........................................................................................................................................5-1
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Leads Management........................................................................................................................................5-3
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Objectives ......................................................................................................................................................5-4
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Define Leads Management ............................................................................................................................5-5
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Leads from Multiple Sources.........................................................................................................................5-7
dLeads .....................................................................................................................5-9
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Capturing and Cleansing
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Import Lead (Process
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Data Quality
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Setting
for the Concurrent Program .................................................................................................5-12
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Leads Data Quality ........................................................................................................................................5-15

Interaction Mining Engine.............................................................................................................................5-16
Functioning of the Interaction Mining Engine...............................................................................................5-17
Mining Behavior of Engine ...........................................................................................................................5-18
Linking Interactions to Existing Leads..........................................................................................................5-19
Linking Interactions without Leads ...............................................................................................................5-20
Processing Leads ...........................................................................................................................................5-21
Lead Processing Engines ...............................................................................................................................5-22
Components of an Engine..............................................................................................................................5-23
Set Up Lead Qualification .............................................................................................................................5-25
Set Up Lead Rating........................................................................................................................................5-27
Set Up Channel Selection ..............................................................................................................................5-28
Set Up Lead Assignment ...............................................................................................................................5-29
Set Profiles for Automatic Lead Assignment ................................................................................................5-30
Set Up Lead Statuses .....................................................................................................................................5-32
Convert Lead to Opportunity.........................................................................................................................5-33
Summary........................................................................................................................................................5-35
Opportunity Management ..............................................................................................................................6-1

Opportunity Management..............................................................................................................................6-3
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Objectives ......................................................................................................................................................6-4
Opportunity Management Overview .............................................................................................................6-5
Product Hierarchy..........................................................................................................................................6-7
Set Up Competitor Information .....................................................................................................................6-8
Set Up Opportunity History Tracking ...........................................................................................................6-9
Set Up Win Probabilities ...............................................................................................................................6-11
Sales Methodology and Components ............................................................................................................6-12
Set Up Sales Methodologies..........................................................................................................................6-13
Set Up Sales Stages .......................................................................................................................................6-15
Set Up Sales Coach........................................................................................................................................6-16
Use a Sales Methodology ..............................................................................................................................6-18
Sales Funnel on the Sales Dashboard ............................................................................................................6-20
Define the Sales Funnel.................................................................................................................................6-21
Enable Currency Conversion.........................................................................................................................6-22
Set Up Opportunity Statuses..........................................................................................................................6-23
Create an Opportunity ...................................................................................................................................6-25
View Opportunity History .............................................................................................................................6-26
Set Opportunity Profile Options ....................................................................................................................6-27
Summary........................................................................................................................................................6-29
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Forecasting in Oracle Sales.............................................................................................................................7-1

Forecasting in Oracle Sales ...........................................................................................................................7-3
Objectives ......................................................................................................................................................7-4
Overview of Sales Forecasting ......................................................................................................................7-5
Ways to Forecast in Oracle Sales ..................................................................................................................7-6
Forecasting Terminology...............................................................................................................................7-7
Set Up Forecast Categories............................................................................................................................7-9
Set Up Forecast Category Mappings .............................................................................................................7-10
Set the Defaults for Forecast Amounts ..........................................................................................................7-11
Forecast Categories and Product Hierarchy...................................................................................................7-12
Mapping Forecast Categories to Product Hierarchies....................................................................................7-14
Set Up Web ADI to Enable Forecast Opportunity Export.............................................................................7-15
Set Forecasting Profile Options .....................................................................................................................7-17
Forecasting as a Sales Manager.....................................................................................................................7-19
Forecasting as a Sales Administrator.............................................................................................................7-20
Forecast Page.................................................................................................................................................7-21
Summary........................................................................................................................................................7-23
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Supplements in Oracle Sales .................................................................................................................8-1
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Sales Supplements in Oracle Sales ................................................................................................................8-3

Objectives ......................................................................................................................................................8-4
Sales Supplements Overview ........................................................................................................................8-5
Sales Supplement Hierarchy..........................................................................................................................8-6
Components and Responses ..........................................................................................................................8-7
Create Sales Supplement Template ...............................................................................................................8-8
Using Sales Supplements in Oracle Sales......................................................................................................8-9
Set Up Sales Coaches ....................................................................................................................................8-10
Set Up Account Plans ....................................................................................................................................8-11
Setting Up Strategic Information...................................................................................................................8-12
Summary........................................................................................................................................................8-13
Territories ........................................................................................................................................................9-1
Territories ......................................................................................................................................................9-3
Objectives ......................................................................................................................................................9-4
Oracle Territory Manager ..............................................................................................................................9-5
What Is a Territory?.......................................................................................................................................9-7
Role Based Security.......................................................................................................................................9-8
Multi-Org Access ..........................................................................................................................................9-9
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Enable Matching Attributes...........................................................................................................................9-10

Set Up Export to Excel ..................................................................................................................................9-11
Load Geographic Data...................................................................................................................................9-12
Named Account Territory Alignment............................................................................................................9-13
Set Up Alignment ..........................................................................................................................................9-14
Territory Types ..............................................................................................................................................9-15
Creating Self Service Geographic Territories................................................................................................9-16
Geography Creation (Cont'd).........................................................................................................................9-17
Creating a Named Account Self-Service Territory........................................................................................9-19
Named Account Creation (Cont'd) ................................................................................................................9-20
Add Named Accounts....................................................................................................................................9-23
Organizations or Sites....................................................................................................................................9-24
Steps to Using Spreadsheet............................................................................................................................9-25
Customer Name + Postal Code......................................................................................................................9-26
Concurrent Programs.....................................................................................................................................9-27
Run Territory Assignment .............................................................................................................................9-29
Set Up Real-Time Assignment ......................................................................................................................9-30
Set Parallel Workers ......................................................................................................................................9-32
Summary........................................................................................................................................................9-33
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Oracle Proposals ..............................................................................................................................................10-1

Oracle Proposals ............................................................................................................................................10-3
Objectives ......................................................................................................................................................10-4
Overview of Oracle Proposals .......................................................................................................................10-5
Understanding Proposals ...............................................................................................................................10-6
Key Features..................................................................................................................................................10-7
Key Features with Integrations......................................................................................................................10-9
Conditional Dependencies .............................................................................................................................10-11
Configuring Oracle Proposals........................................................................................................................10-13
Key Elements of a Proposal: Template Categories........................................................................................10-15
Key Elements of a Proposal: Dynamic Fields ...............................................................................................10-16
Quoting Dynamic Fields in Proposals ...........................................................................................................10-17
Set Up User-Defined Dynamic Fields ...........................................................................................................10-18
Key Elements of a Proposal: Set Up Proposal Components..........................................................................10-20
Create Proposal Components.........................................................................................................................10-21
Key Elements of a Proposal: Templates ........................................................................................................10-22
Templates: Multi-Language Functionality ....................................................................................................10-23
Working with Proposal Templates from Campaign Activities ......................................................................10-24
RTF Files: Overview .....................................................................................................................................10-25
Create Proposals ............................................................................................................................................10-27
Working with Proposals ................................................................................................................................10-29
Generating a Proposal....................................................................................................................................10-31
Set Profile Options.........................................................................................................................................10-32
Summary........................................................................................................................................................10-35
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Quoting with Sales Contracts and Incentive Compensation........................................................................11-1

Quoting with Sales Contracts and Incentive Compensation..........................................................................11-3
Objectives ......................................................................................................................................................11-4
Overview of Oracle Quoting .........................................................................................................................11-5
Quoting Key Features....................................................................................................................................11-6
Quote Status and Transitions .........................................................................................................................11-9
Set Up Quote Status.......................................................................................................................................11-10
Quoting Parameters .......................................................................................................................................11-11
Set Up Quoting Parameters ...........................................................................................................................11-13
Set Up Account Creation Requirements ........................................................................................................11-15
Set Up TCA SmartMatch ..............................................................................................................................11-16
Defaulting Rules ............................................................................................................................................11-17
Components of a Defaulting Rule .................................................................................................................11-18
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Set Up Defaulting Rules ................................................................................................................................11-20

Quoting and Sales Contracts Integration .......................................................................................................11-21
Contract Terms Library Setup .......................................................................................................................11-22
Authoring Contract Terms.............................................................................................................................11-23
Validation of Contract Terms ........................................................................................................................11-24
Enabling Sales Contracts in Quoting .............................................................................................................11-25
Quoting and Incentive Compensation Integration .........................................................................................11-27
Sales Credit Allocation..................................................................................................................................11-28
Sales Credit Allocation Rules........................................................................................................................11-29
Sales Credit Allocation - Eligibility...............................................................................................................11-30
Set Up Sales Credit Allocation ......................................................................................................................11-31
Projected Commission...................................................................................................................................11-33
Set Up Projected Commission .......................................................................................................................11-35
Create a Quote ...............................................................................................................................................11-37
Mandatory Dependencies for Oracle Quoting ...............................................................................................11-38
Set Up Oracle Quoting Profile Options .........................................................................................................11-40
Summary........................................................................................................................................................11-41
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Sales for Handhelds and Sales Offline ...........................................................................................................12-1li
Sales for Handhelds and Sales Offline ..........................................................................................................12-3
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Objectives ......................................................................................................................................................12-4
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Overview of Oracle Sales for Handhelds ......................................................................................................12-5
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Outlook Synchronization...............................................................................................................................12-6
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Synchronization Devices ...............................................................................................................................12-7
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Alerts .............................................................................................................................................................12-8
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Implementing the Connected Browser ..........................................................................................................12-9
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Implementing Outlook Synchronization........................................................................................................12-11
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Overview of Oracle Sales Offline..................................................................................................................12-14
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Sales Offline Profile Options.........................................................................................................................12-16
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Date Picker ....................................................................................................................................................12-19
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Product Dependencies/Prerequisites..............................................................................................................12-20
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Summary........................................................................................................................................................12-21
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OA Framework Personalization
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OA Framework
Personalization
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Personalize
the User Interface .......................................................................................................................13-5
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Personalization
Examples..............................................................................................................................13-6
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Personalization Levels...................................................................................................................................13-7
Sales Dashboard Page Personalization ..........................................................................................................13-8
Personalizations for Customers (Org and Person) ........................................................................................13-10
Personalize the Lead, Opportunity, Contact, and Customer Pages...............................................................13-12
Personalize the Forecasting Page...................................................................................................................13-14
Personalize Customer and Contact Searches .................................................................................................13-15
Personalize Lead and Opportunity Searches..................................................................................................13-17
Personalize at the Region Level ....................................................................................................................13-18
Personalize the Sales Funnel .........................................................................................................................13-19
Summary........................................................................................................................................................13-20
Opportunity Reports .......................................................................................................................................14-1

Opportunity Reports ......................................................................................................................................14-3
Objectives ......................................................................................................................................................14-4
Opportunity Reports ......................................................................................................................................14-5
Implement Reports: Profile Options ..............................................................................................................14-8
Implement Reports: Lookups ........................................................................................................................14-9
Implement Reports: Run Concurrent Program ..............................................................................................14-10
Accessing Reports .........................................................................................................................................14-11
Summary........................................................................................................................................................14-12
Appendix - Product Catalog ...........................................................................................................................15-1

Appendix - Product Catalog ..........................................................................................................................15-3
Objectives ......................................................................................................................................................15-4
Product Lifecycle Management.....................................................................................................................15-5
Setting Up Product Catalog for Sales ............................................................................................................15-6
Setting Up Product Catalog for Sales (Cont'd) ..............................................................................................15-7
Summary........................................................................................................................................................15-8
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Preface
Profile
Before You Begin This Course
Working experience with implementing Oracle Sales products
Prerequisites
You must have a working knowledge of the following modules of the Oracle E-Business Suite
before you take this course:
Oracle Trading Community Architecture
Oracle Multiple Organizations
Oracle Marketing
Common CRM Components Calendar, Notes, Tasks
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How This Course Is Organized
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R12 Sales Fundamentals is an instructor-led
u
m sessions
t reinforce the concepts and skills introduced.
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Online demonstrations and written
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Related Publications
Oracle Publications
Title
Part Number
Oracle Sales Implementation Guide
B25231-02
Oracle Sales User Guide
B25230-02
Oracle TeleSales Implementation Guide
B25228-03
Oracle TeleSales User Guide
B25229-01
Oracle Sales Offline Implementation Guide
B40042-01
Oracle Sales Offline User Guide
B40049-01
Oracle Sales for Handhelds Implementation Guide
B25170-01
Oracle Sales for Handhelds User Guide
B25169-01
s
n
a
r
-t
Oracle Quoting User Guide
B28003-03
n
o
a n B25112-02
Oracle Proposals Implementation Guide
s
ha uideB25111-02
Oracle Proposals User Guide
)
G B28361-04
om nt Guide
c
Oracle Leads Management Implementation and

Administration
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System a
release
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L
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Oracle Quoting Implementation Guide
B28002-02
International Oracle Users Group (IOUG) articles
Oracle Magazine
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Typographic Conventions
Typographic Conventions in Text
Convention
Bold italic
Caps and
lowercase
Courier new,
case sensitive
(default is
lowercase)
Initial cap
Element
Glossary term (if
there is a glossary)
Buttons,
check boxes,
triggers,
windows
Code output,
directory names,
filenames,
passwords,
pathnames,
URLs,
user input,
usernames
Arrow
Brackets
Commas
Plus signs
Key combinations
Quotation
marks
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Uppercase
Click the Executable button.

Select the Cant Delete Card check box.
Assign a When-Validate-Item trigger to the ORD block.
Open the Master Schedule window.
Code output: debug.set (I, 300);
Directory: bin (DOS), $FMHOME (UNIX)
Filename: Locate the init.ora file.
Password: User tiger as your password.
Pathname: Open c:\my_docs\projects
URL: Go to http://www.oracle.com
User input: Enter 300
Username: Log on as scott
Customer address (but Oracle Payables)
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Include a reusable module component and click Finish.
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Graphics labels
(unless the term is a
proper noun)
Emphasized words
and phrases,
titles of books and
courses,
variables
Interface elements
with long names
that have only
initial caps;
lesson and chapter
titles in crossreferences
SQL column
names, commands,
functions, schemas,
table names
Menu paths
Key names
Key sequences
Italic
Example
The algorithm inserts the new key.
This subject is covered in Unit II, Lesson 3, Working with

Objects.
Use the SELECT command to view information stored in the

LAST_NAME
column of the EMP table.
Select File > Save.
Press [Enter].
Press and release keys one at a time:
[Alternate], [F], [D]
Press and hold these keys simultaneously: [Ctrl]+[Alt]+[Del]
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Typographic Conventions in Code
Convention
Caps and
lowercase
Lowercase
Element
Oracle Forms
triggers
Column names,
table names
Example
When-Validate-Item
Passwords
DROP USER scott

IDENTIFIED BY tiger;
OG_ACTIVATE_LAYER
(OG_GET_LAYER (prod_pie_layer))
SELECT last_name
FROM s_emp;
PL/SQL objects
Lowercase
italic
Uppercase
Syntax variables
CREATE ROLE role
SQL commands and SELECT userid

FROM emp;
functions
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Typographic Conventions in Oracle Application Navigation

-tra Paths
on
n
This course uses simplified navigation paths, such as the following
to direct you
a example,
s
a
e
through Oracle Applications.
) h Guid
m
o Queryn>tFind (B) Approve
c(M)
(N) Invoice > Entry > Invoice Batches Summary
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following:
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1. (N) From the Navigator
select Invoice then Entry then Invoice Batches
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(B) Click the Approve button.
Notations:
(N) = Navigator
(M) = Menu
(T) = Tab
(B) = Button
(I) = Icon
(H) = Hyperlink
(ST) = Sub Tab
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Typographical Conventions in Oracle Application Help System Paths
This course uses a navigation path convention to represent actions you perform to find
pertinent information in the Oracle Applications Help System.
The following help navigation path, for example
(Help) General Ledger > Journals > Enter Journals
represents the following sequence of actions:
1.
In the navigation frame of the help system window, expand the General Ledger entry.
2.
Under the General Ledger entry, expand Journals.
3.
Under Journals, select Enter Journals.
4.
Review the Enter Journals topic that appears in the document frame of the help system
window.
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Overview ofno
Lead to Order
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Overview of Lead to Order Process
Chapter 1 - Page 1
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Chapter 1 - Page 2
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Chapter 1 - Page 3
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Objectives
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Chapter 1 - Page 4
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Oracle E-Business Suite
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Oracle
L E-Business Suite
d
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ag The Oracle E-Business Suite automates every aspect of your business - every department and
every function - within your company: marketing, sales, support, finance, human resources,
consulting, education, engineering, and so on. It automates functions that include procurement,
order management, contracting, projects, supply chain, alliances, and many others.
Oracles goals in engineering this automation were to:
Integrate all corporate data and processes within a single database
To use only standard tools (HTML, Java, XML, and the Oracle database)
To accommodate all essential business processes while eliminating any need for
customization
To use the Business Process Execution Language (BPEL) to provide a map between
applications to orchestrate how the services created by an application should be used by
other applications.
The best of breed approach attempts to automate processing within departments but Oracle
E-Business Suite automates within and across departments to accommodate complete business
flows.
Chapter 1 - Page 5
The major flows the suite is engineered to support include:

Campaign to Cash
Problem to Resolution
Order to Cash
Procure to Pay
Accounting to Financial Reporting
People to Paycheck
Forecast to Demand
Demand to Build
Project Proposal to Project
Develop to Launch
The suite also offers industry-specific modules and an information architecture which supports
integration with complementary business systems.
In this course, we will be learning about the objects that are part of the Campaign to Cash flow.
This flow has the following sub-flows:
Campaign to Lead
Lead to Opportunity
Opportunity to Quote
Quote to Order
Order to Cash
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Chapter 1 - Page 6
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Enterprise Roles in Sales Flow
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Enterprise
Roles in Sales Flow
L
d
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ag There are several enterprise roles in the Oracle E-Business Suite sales flow:
Sales Manager
A sales manager is the administrative professional in charge of sales campaigns and the
overall sales plan of an organization.
Sales Administrator
The Sales Administrator role enables a sales group member (such as an administrative
assistant, or other support team member) to have access to all leads, opportunities,
customers, and contacts to which the manager of the sales group has access.
Sales Representative
A sales representative, also known as a sales agent, typically answers customer inquiries
online, in person, or via telephone. This person may also set up quotes, proposals, and
perform some administrative tasks with opportunities and leads.
TeleSales Agent
A telesales agent is a sales representative who interacts with the customer via telephone.
This person, for example, would use Oracle TeleSales to interact with customers.
Chapter 1 - Page 7
Two Types of Customer Relationships
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TwoLTypes of Customer Relationships
d
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ag Customers for an industry can be both end consumers as well as organizations.
Selling to customers who are the end users of a product or service (known as B2C selling) can
require the same support for complex selling processes as is required when selling to
organizations (known as B2B selling).
Oracle Sales provides a complete solution for managing leads, opportunities and customer
information for both kinds of transactions.
Scenarios supported in Oracle Sales
Oracle Sales can be configured to support B2B only scenarios, B2C only scenarios, and
blended scenarios where both B2B and B2C features are enabled.
The B2B features are enabled out of the box and an implementing organization may use OA
personalization to enable product features to suit B2C only or blended scenarios.
The E-Business Suite uses a common data model (Trading Community Architecture) for
addressing both types of relationships.
Chapter 1 - Page 8
Oracle Sales Flow
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Oracle
L Sales Flow
d
e
ag The following are examples of scenarios within the sales flows:
Customers show interest and change their mind, therefore a lead does not progress to an
opportunity.
A telesales campaign prompts telesales agents to make outbound calls; the lead is
generated and converted to an opportunity.
A customer adds information to an iStore shopping cart and requests a quote from a sales
person.
Note there can be many different variations to the sales flow.
Chapter 1 - Page 9
Oracle Sales Flow: Sales Campaigns
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Oracle
L Sales Flow: Sales Campaigns
d
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ag The Sales Dashboard is a tool for sales managers to:
Create and execute Sales Campaign Schedules

Explore the install base and historical customer data
Mine the data for cross-sell and up-sell opportunities
Distribute supporting sales kits to sales users
Review the leads generated from the sales campaign schedule
Chapter 1 - Page 10
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Oracle Sales Flow: Capture/Convert Leads
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Oracle
L Sales Flow: Capture/Convert Leads
d
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ag A lead is an expressed customer interest that a sales agent uses to determine whether there is
potential for a sales opportunity.

Leads are intended to capture the initial contact with potential or existing customers, gathering
just enough information to inform a sales organization whether there is sufficient interest on
behalf of the buyer to make a lead worth pursuing.
Chapter 1 - Page 11
Oracle Sales Flow: Manage Opportunities
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Oracle
L Sales Flow: Manage Opportunities
d
e
ag An opportunity is a sales deal that can be forecast. Opportunity management is used to track
information about the products a customer has expressed an interest in buying. Opportunities
differ from leads because the expected revenue from the sale can be tracked, as can the
likelihood of closing the deal. Opportunities can also be used as the basis for allocating sales
credits towards quotas, and quotes can be created from them.
Chapter 1 - Page 12
Oracle Sales Flow: Create Forecast
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Oracle
L Sales Flow: Create Forecast
d
e
ag Forecasting is a quantitative tool used to predict the amount of sales for a specified time period.
Forecasting can be used by individual sales representatives or in a consolidated form by
managers, to commit the amount of sales they predict will close by the end of the forecasting
period.
Chapter 1 - Page 13
Oracle Sales Flow: Prepare Proposal
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Oracle
L Sales Flow: Prepare Proposal
d
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ag You create proposals to position a product or service as a possible solution to a customers
business need. The creation of proposals is based on pre-determined templates, allowing you to
use pre-existing content, and standardized document layouts, as well as information stored in
the database during the sales cycle.
Proposals can be created from:
The Proposals page
A quote in the Quote Details page
An opportunity in Oracle TeleSales or Oracle Sales
A customer in Oracle TeleSales or Oracle Sales
A lead in Oracle Sales
If a proposal is created from a quote, opportunity, customer, or lead the corresponding
information is carried over from the source object to the proposal.
If the proposal is created standalone from Oracle Proposals, the information must be manually
entered.
Chapter 1 - Page 14
To create a proposal, select a template from a list of templates that an administrator has
provided and configure the proposal details.
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Chapter 1 - Page 15
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Oracle Sales Flow: Prepare Quote
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Oracle
L Sales Flow: Prepare Quote
d
e
ag Quoting functionality provides sales agents with the ability to communicate prices, discounts,
and special offers associated with an item which is part of a sale.
Oracle Quoting calculates and stores pricing for each item, estimates associated shipping and
tax costs, and passes the information to Order Management at order placement. Order
Management then determines fulfillment of the order.
Assumptions:
There are a number of processes that can precede this flow:
Lead to Opportunity in TeleSales or Sales
Inbound call to Lead for TeleSales
Outbound call to Lead related to Sales Campaign
Shopping Cart from iStore to Contract
There are a number of processes that can occur following this flow:
Quote to Warranty or Extended Warranty
Quote to Order
Order to Shipment (or Drop Shipment)
Chapter 1 - Page 16
Insight to Campaign Plan

Product Trade-in to Order
Service Request to Entitlement for Depot (or Dispatch)
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Chapter 1 - Page 17
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Oracle Sales Flow: Place Order
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Oracle
L Sales Flow: Place Order
d
e
ag The above flow is a basic order flow. The order process will vary depending upon
implementation parameters and whether the order is placed through Oracle iStore or Oracle
Quoting.
Oracle iStore Orders
The following is the basic flow for Oracle iStore orders:
After placing items in the shopping cart, the customer selects the Checkout button from
the shopping cart.
Enters shipping and billing information.
Reviews terms and conditions of the order. If the terms are acceptable, the order is placed.
If the terms are rejected, the sales assistance process is initiated, and the cart becomes a
quote in Oracle Quoting.
Optionally, the customer can also request sales representative assistance before placing the
order. In this case, the sales assistance process is initiated, and the cart becomes a quote in
Oracle Quoting.
Chapter 1 - Page 18
The customer clicks the Place Order button, and the order is submitted to Oracle Order
Management.
Oracle Quoting Orders
The following is the basic flow for sales representatives using Oracle Quoting:
Creates a new quote or retrieves an existing quote
Adds products to the quote and verifies pricing
Verifies customer, shipping, and billing information
Selects Place Order to submit the order into Oracle Order Management
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Chapter 1 - Page 19
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Oracle Sales Flow: Close Opportunity
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Oracle
L Sales Flow: Close Opportunity
d
e
ag Close an opportunity by setting its status to Close.
You use one of the following entry points to close an opportunity:

Sales Dashboard > Top Opportunities table > Click Full List > Select an opportunity from
the list or search for an opportunity to access the Update Opportunity page
Sales Dashboard > Shortcuts > Click Opportunities > Select an opportunity from the list or
search for a opportunity to access the Update Opportunity page
To close the opportunity on the Update Opportunity Page, choose a close status in the
Status field, choose a Close Reason, and save the changes.
You can also close an opportunity from Oracle TeleSales by choosing a Close Reason in
the Opportunitys Win/Loss tab.
Chapter 1 - Page 20
Oracle Sales Flow: Submit Forecast
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Oracle
L Sales Flow: Submit Forecast
d
e
ag After editing the desired forecast values, users can submit the forecast to the sales manager.
Once a worksheet is saved or submitted, Oracle Sales will calculate Judgment for each forecast
value.
Judgment is calculated as the difference between the product category forecast value entered in
the Forecast Worksheet, and the corresponding value in the Opportunity Forecast Summary.
Judgment helps you to determine the difference between a salesperson's forecast and the actual
pipeline for that product category, which can indicate a forecast is incorrect.
Chapter 1 - Page 21
Summary
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Chapter 1 - Page 22
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Overview ofno
Sales Products
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Overview of Sales Products
Chapter 2 - Page 1
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Chapter 2 - Page 3
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Objectives
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Chapter 2 - Page 4
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Oracle Sales
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Oracle
L Sales
d
e
ag Oracle Sales is an enterprise application for sales professionals that simplifies and optimizes
the task of planning and managing the sales process by providing complete visibility into the
sales cycle, helping companies to plan and manage effective selling activities. It is fully
integrated in the E-Business Suite and covers key sales flows from sales campaign to leads to
opportunities to quotes.
The Sales Dashboard provides summarized data viewable on a single page, providing an
overview of the salespersons current sales efforts. This summarized view helps salespeople
identify issues and use links to access detailed information for resolution. Multiple bins are
available from the sales dashboard, highlighting the highest priority items, which may link
them directly to the item for quick access. These items include leads, opportunities and
customers, in addition to a link to forecasting as well as other areas of the application.
Oracle Sales provides an easy way for administrators to configure the application to the needs
of their specific organization. Through personalization, an administrator may update prompts,
section headers and table column labels to more closely follow the organizations terminology.
The administrator may also remove fields, table columns or entire page sections from the
application. Additionally, they may make important fields mandatory to prevent users from
Chapter 2 - Page 5
saving information until all key data has been provided. Fields may be set to read-only to
prevent users from changing defaulted values.
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Chapter 2 - Page 6
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Oracle Sales: Key Features
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Oracle
L Sales: Key Features
d
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ag Oracle Sales includes the following features:
Business Activities
The application offers you a view of:
- Orders and Returns
- Opportunities
- Leads
- Proposals
- Quotes
- Campaigns
- Sales Contracts
- Sales Agreements
- Service Contracts
- Service Request Backlog
Chapter 2 - Page 7
ns
e
c
li
Streamlined creation and management of customers, contacts, leads and

opportunities
Oracle Sales supports management of B2B and B2C customers. Leads can be created
manually, imported via Oracle Marketing, generated by TeleSales Agents, Marketing
campaigns and Sales Campaigns. Oracle Sales assists in tracking these leads and routing
them to the appropriate sales representatives thus enabling the conversion of leads to
opportunities. Sales representatives can then update opportunity details and track
opportunity progress.
Competitor tracking
Competitor information such as name, product and win/loss status can be included within
each opportunity at the product level. Additionally, Oracle Sales has defaulting
capabilities that match products in the opportunity to potential competitor products.
Convenient customer analysis

Important customer information is integrated into the leads and opportunities pages in
Oracle Sales. While working on leads or opportunities, you can view information such as
a list of recent opportunities and a recent Service Request Backlog. This provides you with
background information on the account as you develop leads and opportunities.
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Integrated product information
u
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o
Oracle Sales enables you to add product
information
to
and opportunities to track
c
n leads
ilwant todpurchase.
e
a
goods and/or services customers may
Products
added are defined and
u
m
t
g
S
categorized in Oracle Inventory.
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Multiple Operating
a
toUnit access
m
(
Access
to
business
objects
across operating units are based on access rights, which include
i
f
t
Loaccess to selected business activities, products added to leads or opportunities, quotes, and
products under service contract.
Sales team management

Sales team data is integrated into the leads, opportunities, and customer pages in Oracle
Sales. Sales team members can be added to a lead, opportunity, or customer manually, or
by using Territory Manager to build the sales team according to predefined business rules.
Configurable flexfields
Salespeople can use global and context-sensitive descriptive flexfields to enter additional
information for leads, opportunities, customers, and contacts. Flexfields are defined by
your organization, and enable unique information to be entered, stored, and managed
using the Oracle Sales application.
Chapter 2 - Page 8
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Oracle Sales: Key Features
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Oracle
L Sales: Key Features
d
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ag Oracle Sales includes the following features:
Create and Manage Leads and Opportunities

New leads can be created manually, imported from Oracle Marketing, or generated from
marketing campaigns or sales campaigns. Oracle Sales assists in tracking these leads and
routing them to the appropriate sales representative thus enabling the conversion of leads
to opportunities. Sales representatives can then update opportunity details and track
opportunity progress.
Forecasting
Oracle Sales provides sales organizations with flexibility in managing their forecasts.
Sales organizations can analyze their forecast data at opportunity and product levels,
enabling management to gauge the overall health of their organization.
Account Plans
Account Plans enable the sales organization to manage their relationship with a customer
and/or prospect.
Chapter 2 - Page 9
Business Hierarchy
A display of the structure and relationships of a business give you a view into your
customer.
Sales Offline
Oracle Sales integrates with Oracle Sales Offline to enable sales representatives to manage
sales efforts in a disconnected mode.
Proposals
Oracle Sales integrates with Oracle Proposals to provide sales representatives with the
ability to create proposals and send collateral.
Quoting
Oracle Sales integrates with Oracle Quoting to provide sales representatives with the
ability to create a quote from an opportunity or directly.
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Sales Coach
fi@ thisto help guide a sales representative through the sales
tfunctionality
Oracle Sales provides
o
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se a customer definable form. These forms capture
e
methodologygstage
u
arelevantttoo an organization's sales process in a structured format.
information
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Incentive Compensation
Oracle Sales integrates with Oracle Incentive Compensation to enable the sales
representative to view sales commissions, earnings statements, attainment summaries, and
year to date summaries.
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Oracle Sales: Benefits
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Oracle
L Sales: Benefits
d
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ag Oracle Sales brings the users closer to their most pertinent information. By eliminating
intermediate steps and clicks, a salesperson may maximize productivity by spending less time
navigating the application, and more time with customers and prospects.
The sales dashboard allows sales representatives the ability to view their business activities and
prioritize their workload. By displaying business activity information in one location,
salespeople can locate a specific activity and quickly navigate to the specific activity within the
application.
Enterprise applications are often developed to meet the needs of many customers across
multiple industries. Organizations and their respective industries have varied approaches to
business and application needs. The ability to select and remove application segments not
applicable to the implementing organization's focus will simplify the application and allow the
users to focus on necessary information for the organization.
Additionally, enterprise applications often will use industry standard terminology, not
necessarily applicable to a particular organization. Personalization allows each customer to use
terminology specific to their organization, thus reducing the time necessary to train new users.
Chapter 2 - Page 11
Oracle TeleSales
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Oracle
L TeleSales
d
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ag Oracle TeleSales is an application designed for interaction center professionals, whether they
are inbound or outbound telesales agents. The application provides a versatile set of tools to
manage the sales cycle, from prospecting to booking orders. Oracle TeleSales offers a true
multi-channel selling and servicing solution that leverages all channels. The eBusiness Center
within Oracle TeleSales offers a complete cross-application tool for all Oracle call center
applications. The eBusiness Center provides elements of Service and Collections for an
unparalleled customer view. Key functions include contact, lead, opportunity, quote, and order
management; event registration and collateral fulfillment.
TeleSales agents use four main windows:
Universal Work Queue
Used to view a list of open leads, opportunities, and daily tasks. Actions, such as updating
an opportunity or converting a lead to an opportunity, can be performed in the Action
section of the window. The work queue serves as a launch pad for the rest of the
application. For example, select a lead to view and edit, click the Get Work button, and
the lead opens in the Lead Center, where you can work directly on the lead selected.
Chapter 2 - Page 12
eBusiness Center
Used as the central work area for Oracle TeleSales when a TeleSales Agent is on the
phone with a customer or prospect. Use it to create and manage customer and prospect
records, to send collateral, enroll customers in events, and launch the Oracle Quoting or
Oracle Order Management windows. The eBusiness Center also provides the ability to
quickly enter basic information for leads and opportunities.
When integrated with Oracle Advanced Outbound or Oracle Advanced Inbound, the
eBusiness Center is automated to dial the next call or take the next incoming call and
display the customer information immediately based on the automatic number ID.
Recording the results of the call can also be automated. Statistics for the current call and
number of calls for the day are available in the Interaction Wrap Up window.
Lead Center
Used to create new leads, manage the details of specific leads and update existing leads.
Opportunity Center
Used to create and manage individual opportunities. It includes managing the sales team
and partners for a specific opportunity. Additionally, a telesales agent can enter products a
prospect is interested in purchasing, forecast dates, partners, and sales credits for the sales
team.
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Oracle Quoting
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Oracle
L Quoting
d
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ag Oracle Quoting enables simple, secure creation and management of customer quotes across all
sales and interaction channels. Organizations can propose product solutions and negotiate
prices, while enforcing consistent business rules throughout the sales cycle.
Oracle Quoting users can create quotes using modifiable templates
add and configure complex products
perform real-time global availability checks
accept product trade-ins
assign sales credits
manually adjust prices
define defaulting rules to populate specified attributes
Quoting integrates with Sales Contracts to allow users to negotiate a quote with contract terms
and conditions. Complex customer approval chains are supported and users can view and
change customers existing installation information, publish and print quotes, and eventually
convert quotes to orders.
Chapter 2 - Page 14
Oracle Quoting is available with a Oracle Applications (OA) Framework user interface to
integrate with Oracle Sales and a Forms user interface to integrate with Oracle TeleSales.
Quotes can be created directly from existing opportunities in the Sales products. Configured
products and service products can also be added to a quote.
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Oracle Proposals
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Oracle
L Proposals: Functional Overview
d
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ag Oracle Proposals streamlines proposal creation by automating time and resource consuming
tasks. Users can generate proposals from templates that package recurring proposal elements
such as cover letters, executive summaries, and product descriptions.
Central template administration guarantees standard and professional corporate proposals.
Oracle Proposals also enables proposals administration through:
Template management
Dynamic field administration
Oracle Proposals is a part of the Oracle E-Business Suite, an integrated suite of enterprise
applications designed to transform a traditional business into an e-business.
Chapter 2 - Page 16
Oracle Territory Manager
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Oracle
L Territory Manager
d
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ag Oracle Territory Manager assigns business objects (for example, customers and leads) to
resources based on configurable business rules. It defines who owns what.

An example of a sales territory is all high-tech companies within a specific geographic area
assigned to sales representative Joe or Sams sales group.
Chapter 2 - Page 17
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Oracle Sales Contracts
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Oracle
L Sales Contracts
d
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ag Sales Contracts play an important role in businesses, where the terms and conditions of
business transactions are defined and are legally binding to both parties. The Sales Contracts
functionality is a vital part of business processes like quoting, ordering and negotiating long
term agreements.
Chapter 2 - Page 18
Oracle iStore
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Oracle
L iStore: Functional Overview
d
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ag Oracle iStore is a web-based application which lets businesses establish flexible, robust
Internet storefronts. In the Site Administration application, merchants create and maintain sites
which, in the Customer Application, appear as stores, allowing users to make online purchases.
Strong integration with a variety of other Oracle applications (including Oracle Inventory,
Oracle Order Management, and Oracle Advanced Pricing) provides an extensive range of emerchandising capabilities.
Implementing Oracle iStore enables businesses to:
Build, test, and launch sophisticated online stores in multiple languages and currencies
Deploy sites for business partner, business-to-business (B2B) and business-to-consumer
(B2C) scenarios
Target different customer segments and/or organizations
Capture and track customer information and activities
View reports about the activities in the online stores
Provide a full range of online purchasing capabilities, including:
- Customer home page that can portal into other applications
Chapter 2 - Page 19
- Flexible pricing, including qualifiers, modifiers, and customer-specific prices

- Sales assistance, including terms and conditions and published quotes
- Collaborative purchasing (shared carts and shared quotes)
- Regular or Express checkout
- Secure storage of customer addresses and credit card data
- Shopping lists and direct item entry
- Address defaulting into carts
- Services (e.g., extended warranties)
- Promotional goods
- User maintenance by administrative customer users
- Order tracking, cancellation, and returns
In addition, organizations can build integrated sites which support users of Oracle iSupport and
Oracle Partner Management applications.
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Oracle Incentive Compensation
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Oracle
L Incentive Compensation
d
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ag Using Oracle Incentive Compensation, you can align your businesss unique corporate
objectives to sales force activities, automate the complex task of calculating variable
compensation, and ensure timely and accurate payments. Based on logic that can be configured
or modified by an end user, the application determines:
What events are eligible for incentive payments
Who should receive credit
How the credits are calculated and paid
Chapter 2 - Page 21
Oracle Sales Offline
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Oracle
L Sales Offline: Functional Overview
d
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ag Oracle Sales Offline provides the information necessary to manage sales efforts while on the
road. You can access detailed customer information, product interests, and related customer
notes. Contact information allows salespeople to identify key players within their accounts and
share information with other members of the sales team.
Sales Offline is a mobile application that imports and exports (synchronizes) information from
an Oracle enterprise database, and enables the user to view and update sales information
remotely via their laptops. A salesperson can add, view and edit: customers, opportunities,
leads, quotes, tasks, notes and forecastsdisconnected from the Oracle enterprise database;
and can save those changes on their laptops for upload later.
An important feature of Sales Offline is the ability to resolve conflicts between the offline
application and the enterprise database.
Chapter 2 - Page 22
Oracle Sales for Handhelds
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Oracle
L Sales for Handhelds
d
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ag Oracle Sales for Handhelds is an enterprise application for traveling sales professionals which
simplifies and optimizes the task of planning and managing the sales process by providing
visibility into key sales activities. It is fully integrated in the E-Business Suite and
complements the online and disconnected editions of the Oracle Sales application.
Alerts can be sent via Short Message Service (SMS) as text messages or by e-mail.
Chapter 2 - Page 23
Sales Dashboard
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Sales
L Dashboard
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ag Sales Funnel
Provides the ability to view a summary of the open opportunities in the pipeline.
Latest Submitted Forecast
Displays a summary of your most recently submitted forecast data, based on the set currency
and your default forecast parameter settings (sales group, current period, and category). This
summary includes Best Case, Forecast amount, and Worst Case.
Leads
Provides a listing of leads - select a lead to view details or update the lead. Click the contact or
customer names to access details or update the contact or customer information. Sort the listed
leads by clicking the column headings in the Lead table.
Opportunities
Provides a listing of opportunities - click a opportunity to view details or update the
opportunity. Click the customer names to access a customer to view details or update customer
information.
Chapter 2 - Page 24
Proposals
Provides a listing of proposals, with the same view/update functionality as Leads and
Opportunities.
Quotes
Provides a listing of quotes, with the same view/update functionality as Leads and
Opportunities.
Top Customers (Person or Organization)
Provides a listing of a salesperson's top ten customers based on highest total order amount or
opportunity amount; it is made available through personalization. If the implementing
organization supports both business environments (B2B and B2C), a separate table for each
type of customer (Organization and Person) can be displayed.
Leads by Age
The Leads by Age table lists your leads by rank and separates them into age groups. The table
also shows closed leads, converted leads, and the conversion percentage.
Cross-Sell/Up-Sell Sales Campaigns
Provides a summary of leads and opportunities generated from cross-sell/up-sell sales
campaigns for which the user is on the sales team. Additionally, a percentage of leads
converted to opportunities is also displayed.
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Chapter 2 - Page 25
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Mandatory Dependencies
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Mandatory
Dependencies
L
d
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ag The Oracle Sales applications depend upon other Oracle applications to provide additional
functionality, some of which are mandatory dependencies required for the sales applications to
function properly. The following applications are required to be completely installed and
implemented:
Oracle Applications Framework
Oracle Applications Framework (OA Framework) provides an extensible application
foundation, which enables the users to personalize the Oracle Sales interface.
Oracle General Ledger
Oracle General Ledger provides business unit information to Oracle E-Business Suite
applications, and also provides the accounting calendar, currency and conversion rates utilized
by Oracle Sales.
Oracle Inventory
Oracle Inventory provides the product repository for the Oracle E-Business Suite applications.
Chapter 2 - Page 26
Oracle Product Lifecycle Management (PLM)

Oracle PLM provides product category and product hierarchy information.
Oracle Daily Business Intelligence (DBI) for Sales
Oracle Daily Business Intelligence (DBI) for Sales is a management reporting tool that
provides information in two key areas Opportunity and Forecast.
Oracle Trading Community Architecture (TCA)
Oracle TCA provides customer and contact information. It models and manages an electronic
representation of the commercial community in which you do business. Oracle Trading
Community includes:
A comprehensive database schema also referred to as the Community Registry
A set of PL SQL APIs for custom development
Access integration with content providers
A sophisticated set of data management utilities.
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Oracle Common Application
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se information. It integrates with other Oracle CRM
e
Provides calendar,
notes,
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a
toextend its functionality and is included in your general installation.
applications
to provide and
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Oracle CRM Application Foundation
The Oracle CRM Application Foundation offers a common platform for developing
applications with HTML and Java. It also provides user-friendly screens for centralized setup
and administration.
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Summary
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Sales Security
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Sales Security
Chapter 3 - Page 1
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Sales Security
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Objectives
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What Are Resources?
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What
L Are Resources?
d
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ag The following sales-related entities are considered resources and are used in Resource
Manager:
Employee
An employee is a person who has been hired to work for a company. Resources of type
Employee can be imported as resources from Oracle Human Resources Management
System (HRMS). An example of an Employee resource could be a Sales Representative or
Field Service Engineer.
Partner
A partner is one of two or more persons who contribute capital to establish or maintain a
commercial venture and who usually share in the risks and profits. Resources of type
Partner can be imported as resources from Accounts Receivables. An example could be
a Sales Representative at a partner company.
Resources can be organized into groups and teams with role types and roles identified.
Sales Security
Chapter 3 - Page 5
Note:
You can also create a resource within Resource Manager of resource type Other and To be
hired. If a resource will be created in the HRMS, do not create a resource in the Resource
Manager because this resource information will not be recorded in the HRMS.
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What Is Resource Manager?
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What
L is Resource Manager?
d
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ag Use Resource Manager for the following functionality:
Import employees from Oracle HRMS and partners from Oracle Accounts Receivables.
Identify resources as salespeople. In the HTML Resource Manager, you can define and
identify employee resources as salespeople, and this employee information is also
recorded in the Human Resources Management System (HRMS) tables and automatically
becomes a CRM resource.
Assign additional attributes to the resources, thus enabling use by other applications.
Create a resource group and team structure by using Resource Manager to better manage
resources for particular business needs.
Assign individual resources with resource roles and role types to groups and teams. This
allows you to assign groups of people with the appropriate roles to specific tasks.
Oracle HRMS and Resource Manager
If Oracle HRMS is not installed or licensed, then you can use the shared HRMS Forms in
Resource Manager.
To access the HRMS Forms from Resource Manager, select Maintain Employee > Employee.
Sales Security
Chapter 3 - Page 7
Resource Manager Key Terms
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Resource
L Manager Key Terms
d
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ag The following terms are used in Resource Manager:
Resource are defined as employees and partners that are used by Oracle Sales applications
to accomplish business objectives.
Resource Manager is a tool that helps you manage resources.
Role type is a collection of roles associated with a particular application. For example,
Sales, TeleSales, Marketing are some seeded role types.
Role is a job function or description performed by a resource. Examples of a role are a
Sales Manager, TeleSales Agent or Field Service Engineer.
Role attribute is associated with a role. It defines the responsibility for each role in a group
or team. For example, a TeleSales Agent role represents the Member role attribute in a
group, and a Sales Manager role represents the Manager role attribute in a group.
Salesperson is a generic term used for any person involved in the sale or support of
products and services.
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Chapter 3 - Page 8
A group is organized based on the similar functionality or roles of its members. For
example, several sales representatives and sales managers can be organized into a group
specifically for sales purposes by geography, product or customer.
A team is a collection of cross-functional resources. It is organized for the purpose of
accomplishing a project. Team members are chosen for their availability, qualifications,
and location.
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Define Role Types
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L Role Types
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To define a role type, select the last entry in the record and select File > New. Enter the code
name, meaning, and description information. Verify the Enabled check box is selected before
using this new role type.
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Define Roles
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L Roles
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ag A role can encompass one or more job descriptions, job titles or job functions within
applications.
You can use the Roles window to define:
Roles tied to role types
Role attributes
Note:
You must verify a role type exists before you can associate any new role.
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Define Roles: Role Attributes
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L Roles: Role Attributes
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ag Each role is associated with at least one specific role attribute. This helps you to group
different roles together when defining a resource reporting hierarchy. This hierarchy is used in
sales product families, such as Sales and TeleSales, to control the data access privilege
(customer, sales lead, and sales opportunity) as well as sales forecast rollup and incentive
compensation plan. It is also used for workflow notifications and escalations.
Therefore, besides defining a role, you need to specify a role attribute:
Member
This is the attribute for group members.
Lead
Used in the context of team lead.
Admin
Used to view and modify information about other group members. In the HTML Resource
Manager, only a user in a group with either the Administrator or Manager group member
role can update group member and group hierarchy information.
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Chapter 3 - Page 12
Manager
Used to set up the group reporting hierarchy. For example, all the forecasts for a group of
sales representatives will roll up to the person with the Manager role attribute in that
group. In addition, a user with the Manager group member role can update the group
member and group hierarchy information in the HTML Resource Manager.
Note:
The Active check box indicates that the role is active.
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Create a Salesperson Automatically
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L a Salesperson Automatically
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ag In general, there are three ways to import resources into the Resource Manager:
Import Individually
An individual resource can be imported into Resource Manager by logging in with the
CRM Administrator responsibility, and selecting Resource Manager > Maintain Resources
> Import Resources.
Mass Import
Done through the concurrent programs to synchronize data between Resource Manager
and Oracle HRMS, Oracle Purchasing, and Oracle Accounts Receivables.
Through the APIs
The APIs of your legacy systems and Resource Manager public APIs are used when you
want to import data from legacy HR, Purchasing, or Accounts Receivables systems into
Resource Manager.
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Create a Salesperson Manually
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L a Salesperson Manually
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ag A salesperson is any person involved in the sale or support of products and services.
Salespeople are typically field personnel, but can also be support teams and other product
specialists involved either directly or indirectly in generating revenue for the organization.
Who Can Be a Salesperson?
Depending on their relationship to the sales organization, salespeople can be internal
employees or external people or organizations. Parties, employees, partners, and supplier
contacts can all become salespeople by having sales numbers and other relevant information
assigned to them after being imported into Resource Manager. However, these imported
resources will always carry their original resource categories of Employee, Party, Partner or
Supplier Contact. The resource categories will never change.
For example, Vision Company partners with Business World to promote certain products.
Business World can be imported as category Partner and be given a sales number and relevant
information. Thus, Business World becomes a salesperson and can be assigned to your group
or team, still with the same category of Partner, for marketing campaigns or opportunities.
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Chapter 3 - Page 15
Salespeople with Resource Type of Other or To Be Hired

The only resources that you can create in the Forms version, but not import, through the
Resource window is a resource of type Other or a salesperson of type Other or TBH (to be
hired).
Note:
To create a resource of type Other, you can enter the identification number. A resource of type
Other that is not a salesperson can be an individual or an object. If a salesperson is defined with
category To Be Hired, then this salesperson is not visible within Accounts Receivable. A
salesperson defined in this manner can be viewed only within CRM. When a resource is
designated as a salesperson of type Other, then it must be associated with a specific
organization.
For example, as a sales representative, you are responsible for an account and may team up
with a consultant to help you close a sales deal for that account. The consultant could negotiate
with you and share 10% of your sales deal. In this case, you can create a resource with resource
type of Other for the consultant who will share the profit of your sales compensation. A
similar situation can be applied to a to-be-hired employee resource who starts one week earlier
than the actual hiring date recorded in the HRMS, in order to help you close a sales deal. You
can create a resource with resource type of To be hired to share the sales credits or
compensation.
After creating a resource with resource type Other or To be hired or importing a resource
with resource type Employee, Party, Partner or Supplier Contact, you can assign a salesperson
number to the resource in the Resources window. After you save this resource information, you
can enter Sales Credit Type and the other required information on the Receivables tab in the
Resource window.
Warning:
Since the resources of type of Other and To be hired will never be connected with
employees in Oracle HRMS, you do not want to create resources in Resource Manager that
will later be created in Oracle HRMS.
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Create a Salesperson Manually: Roles and Groups Tabs
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L a Salesperson Manually: Roles and Groups Tabs
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ag After creating or importing a resource, you must assign a salesperson number to the resource if
the resource is a salesperson.

A salesperson number can be either numeric numbers or letters or a combination of both. It
can also be the same number as the employee number. It must be unique in each organization.
After saving or updating resource information, validation will occur to ensure no duplicated
salesperson numbers are created.
Use the Roles tab to assign or modify sales roles to a salesperson. Each salesperson can be
associated with one or more sales roles.
Use the Groups tab to assign or modify group information. For example, Oracle Incentive
Compensation uses this tab to define the compensation group hierarchy in order to specify how
sales credits and forecast roll-ups are to be distributed within the sales organization. The
compensation group hierarchy is a group of sales people who share a roll-up relationship.
Note:
You can assign this salesperson to a group here in the Groups tab or in the Define Groups
window.
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Create a Salesperson Manually: Receivables Tab
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ag Use the Receivables tab to enter the following information:
Date Active
Enter the range of active dates for the salesperson. You must enter the Active start date
field, but the end date is optional. If you do not enter an end date, this salesperson is active
indefinitely.
Note:
- If the salespersons status is Active, but the transaction date entered in the
Transactions window (from Receivables responsibility, select Transactions >
Transactions) is not within the salespersons effective date range, Receivables does
not display this salesperson in the list of values in the Transactions window. For
instance, if the start date in the Active Date field of the salesperson is March 20, 2008
and the transaction date in the Transactions window is March 3, 2008, then this
salesperson does not display from the list of values of Salesperson in the Transactions
window.
- Do not confuse the Active Date field in the Receivables tab with the Start Date and
End Date fields in the Resource region. The Active Date field is used particularly for
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a salesperson, whereas the Start Date and End Dates are for any resource. If you add
the start date March 2, 2008 to the previous example, you will still not be able to find
this salesperson from the LOV in the Transaction window.
Geo Override and Inside City Limits
The Geo Override value associates the salesperson with a unique tax jurisdiction. Both
fields are available only if you have installed a sales tax vendor of type a sales tax vendor
of type Taxware Sales. Oracle recommends you use Tax System or Vertexs Quantum. If
you entered a value in the Geo Override field and the tax jurisdiction for this address is
within city limits, select the Inside City Limits check box.
Sales Credit Type
Note that Receivables does not currently use this information. Oracle Order Management
uses this information to determine whether the sales credit for an order is a quota or
nonquota amount. You can define additional sales credit types in Oracle Order
Management. However, you can assign only Sales Credit Types that are of type Quota to
salespersons in Receivables.
Accounting Flexfields
The accounting flexfields include Revenue, Freight, and Receivable Accounts.
Receivables uses this information, along with AutoAccounting rules, to determine the
revenue, freight and receivable accounts for invoices assigned to this salesperson.
Territory Flexfield
The territory flexfield includes a combination of area, country, and region. Receivables
uses this information for reporting purposes.
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User Responsibilities
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Modify Resource: Roles, Groups, and Teams Tabs
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Modify
L Resource: Roles, Groups, and Teams Tabs
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ag After retrieving all resources that match your criteria in the Resource Search Results window,
locate the resource and click the Resource Details button to display the Resource window.
Note:
You can only create a resource of category OTHER, or TBH (to be hired), through the
Resource window. If your resource is of another type, it must be imported. If a salesperson is
defined with category TBH, then this salesperson is not visible in Accounts Receivable.
You can also define more resource information by using the following tabs:
Roles
Assign or modify role and role type information for an individual resource. These roles,
role types, and role attributes check boxes are defined in the setup screen. The start date
default is the current date, which can be modified here.
Groups
Assign or modify group information. Groups are not necessarily more than one person,
and a resource can belong to more than one group. This tab reveals in detail which groups
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Chapter 3 - Page 21
the resource belongs to, and their role within the group. Click the group name to display
Group Member Roles if this resource has group member roles assigned.
Teams
Assign or modify team information. Teams can comprise multiple groups and
combinations of groups and individuals. Click the team name to view Team Member
Roles if this resource has team member roles assigned.
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Define Resource Groups Overview
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Define
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ag A group is based on the similar functionality or roles of its members. It can consist of
individual resources and resource groups.

For example, Vision Motor Company has several sales groups for different models. Linda, as a
sales manager, leads the Vision Model A Sales Group. She has three sales representatives
John, Mark and Carol directly working for her. This Vision Model A Sales Group can also
consist of another resource group, Key Accounts West Group, to handle sales in the west
region for model A.
Note:
A resource can belong to multiple groups. For example, as a sales manager for model A, Linda
may belong to another sales group to provide model A information.
Group Member Roles
Roles and responsibilities can be associated with all members of a resource group.
For example, Linda is a sales manager; John, Mark, and Carol are sales representatives. The
Sales Manager and the Sales Reps are job roles assigned to the Vision Model A Sales Group.
Each member can have multiple roles defined within a group or among groups. Suppose Key
Accounts West Group consists of only two people due to resource constraints. One of them can
Sales Security
Chapter 3 - Page 23
play two roles, sales manager and sales agent, at the same time. Or while Linda is a manager in
the Vision Model A Group, she may be a member in the Vision Model B Group.
Used In Application Areas
Identify group used in application areas.
For example, the Vision Model A Group can be used in Sales Compensation, and Sales and
TeleSales.
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Define Resource Groups
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Define
L Resource Groups
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The buttons in the Members tab have the following functionality:

Member Details
Opens the Resource window and displays the members information
Move Member
Opens the Move Member window, where you can assign a member to another group
Member Roles
Opens the Member Roles window, where you can define the member role type, name, and
effective dates
After saving group information, a group number populates automatically. Use this group
number to define parent-child relationships in the Parent Groups or Child Groups tab.
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Chapter 3 - Page 25
Resource Roles, Groups Roles, and Group Member Roles
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Resource
L Roles, Group Roles, and Group Member Roles
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ag Use the following information to define role types and roles:
Use the Roles tab in the Resource window to define or modify role types and roles that
resources might use in the future before assigning them to groups or teams.
For example, assign the following roles and role types to Alex Able:
- Sales role type, with sales manager and representative roles
- Telesales role type, with Telesales agent role
Note:
A sales role, with Sales role type, is a feature used in Sales Compensation to assign
default compensation plans to sales representatives. One or more sales roles can be
assigned to a sales representatives, allowing for multiple compensation plans to be
assigned to a sales representative. A date range can also be attached to these roles.
Use the Roles tab in the Define Groups window to define the group roles associated with
role types. The group role is particularly useful when it is assigned to a team. For example,
you can assign telesales manager, sales manager, and sales representative roles to a group
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Chapter 3 - Page 26
as its group roles. When this group is assigned to a team, it may only perform the telesales
managers role in that team.
Use the Member Role button on the Member tab in the Define Groups window to assign
specific roles associated with role types to the resource in a particular group. The
availability of roles here is limited to the roles that were specified earlier in the Resource
window. Suppose Alex Able is assigned to a group, the available group member roles are
limited by the roles, Sales Manager and Sales Representative, previously associated with
Alex's resource setup.
The same concept is used in defining resources in a team. Use the Roles tab in the Define
Teams window to define the team roles and role types. Use the Member Role button on the
Member tab in the Define Teams window to assign specific roles and role types to a resource
in a particular team.
Managing Changes in Group Member Roles
If the reporting hierarchy changes, for performance reasons, it is better to delete a group
member role in the Member Roles window rather than end-dating the role. This is because enddating a role is a slower operation than deleting it. In a deep hierarchy structure, this will have
a considerable impact on performance.
Exclusive Flag
If this check box is selected, then you can only assign resources to this group with a particular
member role and group usage that is not assigned to any other exclusive group with the same
role and usage in the same time frame. Because you specify the resource in this group
exclusively, the same resource with the same member roles cannot be assigned to another
group during the overlapping time frame.
For example, you assign Susan Smith as sales manager with the usage of Sales to East Sales
Group, with Exclusive Flag checked, from January 1, 2008 to January 31, 2008. You can
assign Susan with the same usage and time frame to West Sales Group, with different usage of
Sales Compensation and the Exclusive Flag checked. You cannot assign her with the same
role, the same usage of Sales, and the same time frame to South Sales Group with the usage of
Sales and the Exclusive Flag selected.
Searching for Groups
In the Define Groups window, select View > Find to open the Find Groups window. You can
search by group number, name, and effective dates.
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Group Hierarchy
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Group
L Hierarchy
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ag Individual resources can be assigned to a group, and a group can belong to another group or to
multiple groups. Resources therefore can be organized through a group hierarchy with a
parent-child relationship.
For example, Jack William and Frank Nelson are sales representatives who belong to the
Product A group and report directly to Pat Smith, the sales manager of Product A; but they
report indirectly to Jeff Walsh who leads the Sales group as sales manager. The Sales group
and the Product A group have a parent-child relationship.
You can use the group hierarchy to view direct reporting or all reporting information for a
resource.
For example, you can search for direct reporting information for the employee Jeff Walsh
based on the above group hierarchy. You can see Pat Smith and Jim Breen listed as the results
for direct reporting. Jack William and Frank Nelson are added to the list if it is for all the
reporting information due to the parent-child relationship between these groups.
Note:
To show the direct reporting structure, the member role in the parent group must be higher
than the member role in the child group.
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Chapter 3 - Page 28
The direct reporting discussed here applies only to subordinates, not to the direct manager,
for a specific resource.
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Resource Teams Overview
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Resource
L Teams Overview
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ag A team is a collection of cross-functional resources. It consists of groups and individual
resources that work together to efficiently complete a project. You define a team to organize
the necessary resources to accomplish an objective or a particular task. Team members are
chosen on the basis of their availability, qualifications, and location.
For example, Vision Motor Corporation wants to develop a new model which has the features
of model B. A new model development team can be established to have a new product
development group, a sales manager for model B, and a support engineer who specializes in
model B.
Team Member Roles
Each team member, whether it is an individual resource or a resource group, has a member role
assigned to it.
For example, the new model development group (a group resource) and the support engineer
(an individual resource) can both have a development member team role. The Development
Member role must be one of the group roles that have been assigned to the New Model
Development Group. Like a group member, a team member can have multiple roles assigned
to a team.
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Chapter 3 - Page 30
Team Roles
You can assign multiple roles to a team.
For example, the New Model Development Team will play a Development Member role, and a
Support Manager role at the same time.
Team Used In Application Areas
Specify the usage of your team. For example, the New Model Development Team can be used
in Support, Sales and TeleSales, and Service.
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Define Resource Teams
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Define
L Resource Teams
d
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ag Use the Define Teams window to define a team first, then assign individuals, including any of
the resource categories, or group resource associated with its role types, roles, and used in
application areas information to that team.
Use the following tabs to enter team details information:
Members
Use this tab to assign individual resources or group resources to the team. Use the
following button to define additional functionality:
- Member Details (B)
Opens the Resource window and displays the member information.
- Member Roles (B)
Opens the Member Roles window, where you can define the member role type, role,
name and effective dates.
Roles
Use this tab to assign role type and role information specifically for the team.
Sales Security
Chapter 3 - Page 32
Used In Application Areas

Use this tab to identify team used in application areas.
Note:
If you want to assign group resources to a team, then the group information must be
available.
The value of the role type limits the list of values for the role.
Exclusive Flag
This checkbox has the same function as that in the Define Groups window. If this flag is
checked, then you can assign resources only to this team with a particular member role and
team usage that is not assigned to any other exclusive team with the same member role and
usage in the overlapping time frame. Because you specify the resource in this team exclusively,
the same resource with the same member roles cannot be assigned to another team during the
overlapping time frame.
For example, you assign Susan Smith as sales manager with the usage of Sales to the Sales
Support Team, with the Exclusive Flag checked, from January 1, 2008 to January 31, 2008.
You can assign Susan with the same usage and time frame to Sales Project Team, with
different usage of Sales Compensation and the Exclusive Flag checked. You cannot assign her
with the same role, the same usage of Sales, and the same time frame to Cross Sales Team with
the usage of Sales and the Exclusive Flag selected.
Searching for Teams
This has the same functionality of searching for groups in the Define Groups window. Select
View > Find from the Define Teams window to open the Find Teams window.
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Sales
L Teams
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ag A sales team is a group of sales users assigned to a customer, lead, or opportunity. Any valid
resource can be added to these sales teams, as long as the resource is part of a sales group with
the Application use type Sales and TeleSales. Note that customer, opportunity, and lead sales
teams are separate entities and that you cannot move one type of sales team to another type.
For example, you cannot move the customer sales team to be the lead or opportunity sales
team.
Sales teams are either assigned manually or using the Territory Assignment Program (TAP).
The Do Not Reassign flag prevents TAP from reassigning sales team members. If a user is
added to the sales team when creating a lead or opportunity, the Do Not Reassign flag is
selected. The Do Not Reassign flag is controlled by the profile ASN: Default Value for Sales
Team Do Not Reassign Flag. If the profile is not set, the flag is enabled by default. The value
in the profile is used while adding a sales team to customers, leads, and opportunities. A usergroup combination can only be added to a sales team once. A user can be on the sales team
multiple times, as long as each instance is for a separate group.
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Customer Access Security
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Customer
L Access Security
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ag ASN: Customer Access Privilege profile option can be set at all levels (Oracle Sales).
If you use both Oracle Sales and Oracle TeleSales and you want the behavior of both to be the
same, then choose a value supported by both. Following are the values for OS: Customer
Access Privilege in Oracle TeleSales.
Full: The user can view and update all customers.
Prospecting: Users can view all customers but can update customer information only if
they are on the sales team.
Sales Team: Users can view and modify customer information when they are on the sales
team.
Users with either manager or representative roles can create organizations, people, or contacts
depending on the respective profile options being set to Yes:
OS: Create Organization Privilege
OS: Create Person Privilege
OS: Create contact Relationship Privilege
Sales Security
Chapter 3 - Page 35
Set the profile option OS: Always Add Creator to Customer Sales Team to Yes to
automatically add the user who creates a customer to the customer sales team.
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Opportunity Access Security
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Opportunity
Access Security
L
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ag ASN: Opportunity Access Privilege profile option can be set at all levels (Oracle Sales).
Full: The user has Update access for all opportunities.

Sales Team: The user has Update access to all opportunities for which the user is on the
opportunity sales team with the Full Access flag selected and read-only access for all
opportunities where the user is on the Opportunity sales team with the Full Access flag
deselected.
OS: Opportunity Access Privilege profile option can be set at all levels (Oracle TeleSales).
Prospecting: Users can create opportunities for a customer only when they are on that
opportunity's sales team.
Sales Team: When the opportunity creator selects the Full Access checkbox on the Sales
Team tab for a team member, that team member can update the opportunity. Otherwise the
record is view only.
Org Full: Users can view and update all opportunities for all operating units to which they
have access based on security profile settings.
Sales Security
Chapter 3 - Page 37
Global Full: Users can view and update all opportunities whether they are on the sales
team or not.
Set the profile option OS: Privilege to Change Opportunity Owner to Yes to grant the user, if
the current owner of an opportunity, the privilege to change the owner of the opportunity.
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Lead Access Security
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Lead
LAccess Security
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ag ASN: Lead Access Privilege profile option can be set at all levels (Oracle Sales).
If you use both Oracle Sales and Oracle TeleSales and you want the behavior of both to be the
same, then choose a value supported by both. Following are the values for OS: Sales Lead
Access Privilege in Oracle TeleSales.
Full: Users can view and update all leads.
Prospecting: Users can view all leads but can update customer information only if they are
on the sales team.
Sales Team: Users can view and modify lead information when they are on the sales team.
Set the profile option OS: Privilege to Change Lead Owner to Yes to grant the user, if the
current owner of a lead, the privilege to change the owner of the lead.
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Additional Security Access
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Additional
Security Access
L
d
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ag The following profile options increase the access of the sales administrator role and the
manager role. They can be set at the site, responsibility, and user levels.
ASN or OS: Sales Admin Update Access
An employee with the Administrator role (as defined in the Resource Manager) can access
the same records as the manager of the group they are assigned to. Groups are also set up
in Resource Manager. The access can be of three types:
- Update data: The administrator can update the same data as the manager of the group.
- Inherit data: Administrators inherit the access privileges of the group manager. This
means they can update the same customers and opportunities as the manager's
subordinates.
- View Data: Administrators can only view the data created by the manager's
subordinates.
ASN or OS: Manager Update Access
This profile option sets the level of access for sales team members with the role of
Manager to update information for their subordinates in the sales organization. This
Sales Security
Chapter 3 - Page 40
system profile applies only to individuals granted the Sales Team access privilege in OS:
Opportunity Access Privilege. This profile has three possible settings
- Update data: Update.
- Inherit data: Inherit access privilege from subordinate.
- View data: View data only.
Concurrent Program
Run the concurrent program Setup Checking for Oracle Sales Application. Enter No when the
Parameters window prompts you with the question: "Only for 11i upgrade?".
This concurrent program checks for any inconsistencies in the setting of access privilege
system profiles. The program generates a log file with any errors, such as missing or invalid
profile settings.
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Forecast Security
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Forecast
L Security
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ag Following are the accesses available to forecasting:
Sales Manager Access: A sales manager can always view the subordinate's opportunities
on the forecast pages. The sales manager cannot update the subordinate's opportunities in
the forecast pages, unless the sales manager owns the opportunities or has update access to
the opportunities as per the ASN: Manager Update Access profile setup. The sales
manager can edit the opportunities by drilling down to the opportunity page.
Sales Admin Access: The Sales Admin has view only access to a manager's forecast
details unless the profile option ASN: Sales Admin Forecast Update Access is set to Yes.
Note that even with the ASN: Sales Admin Forecast Update Access profile set to Yes, the
Sales Admin will not be able edit the sales manager's owned opportunities on the Forecast
page. The Sales Admin can edit the opportunities by drilling down to the opportunity page
depending on the setting of the ASN: Sales Admin Update Access profile.
Product-Level Forecasting: Product-level forecasting within an opportunity This means
that if multiple sales representatives have worked on an opportunity that contains multiple
products, the opportunity is forecasted showing all of the product lines and the
representative for each product line. As a result, multiple sales representatives can forecast
Sales Security
Chapter 3 - Page 42
for a single opportunity. This product level forecasting can occur within a sales group, and
also across multiple sales groups for the distribution of sales credits.
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Enabling Multi-Organization Access
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Enabling
L Multi-Organization Access
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ag Operating units are not associated with legal entities. Operating units are assigned to ledgers
and a default legal context. Information is secured by operating unit for these applications
using responsibilities. Each user can access, process, and report on data only for the operating
units assigned to the MO: Operating Unit or MO: Security Profile profile option. The MO:
Operating Unit profile option only provides access to one operating unit. The MO: Security
Profile provides access to multiple operating units from a single responsibility.
The Multi-Organization Access Control (MOAC) functionality enables users to access secure
data in one or more operating units within the context of a single responsibility. Thus, users
logged in under a single responsibility can perform business tasks on entities belonging to all
of the operating units to which they have access. For example, a user can add products
associated with multiple operating units to the same opportunity or lead. Since product
categories are not restricted by organization, users can add any product category at any level in
the product category hierarchy.
To enable the stamping of opportunities with the user's default operating unit, you must set the
profile option MO: Default Operating Unit and MO: Security profile to valid values. This
profile option setting is mandatory. The MO: Security Profile controls the list of operating
units a user with a specific responsibility can access and the MO: Default Operating Unit
Sales Security
Chapter 3 - Page 44
controls the default operating unit that defaults in all pages that display the operating unit field.
Stamping the user's new opportunity with the default operating unit does not limit user access
to the opportunity and the operating unit stamp is not exposed to the user.
Note: If you are not implementing multiple organization functionality, you must set the profile
option MO: Operating Unit. The MO: Operating Unit profile option only provides access to
one operating unit.
See the Oracle Applications Multiple Organizations Implementation Guide for information on
setting the profile MO: Default Operating Unit and MO: Security Profile, as well as
implementation considerations for operating unit security, and other details on enabling Oracle
Sales users to access multiple operating units.
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Summary
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Oracle TeleSales
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Oracle TeleSales
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Oracle TeleSales
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Objectives
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Oracle TeleSales
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Oracle
L TeleSales
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ag Oracle TeleSales is an application designed for interaction center professionals, whether they
are inbound or outbound telesales agents. The application provides a versatile set of tools to
manage the sales cycle, from prospecting to booking orders. Oracle TeleSales offers a true
multi-channel selling and servicing solution that leverages all channels. The eBusiness Center
within Oracle TeleSales offers a complete cross-application tool for all Oracle call center
applications. The eBusiness Center provides elements of Service and Collections for an
unparalleled customer view. Key functions include contact, lead, opportunity, quote, and order
management; event registration and collateral fulfillment.
TeleSales agents use four main windows:
Universal Work Queue
Used to view a list of open leads, opportunities, and daily tasks. Actions, such as updating
an opportunity or converting a lead to an opportunity, can be performed in the Action
section of the window. The work queue serves as a launch pad for the rest of the
application. For example, select a lead to view and edit, click the Get Work button, and
the lead opens in the Lead Center, where you can work directly on the lead selected.
Oracle TeleSales
Chapter 4 - Page 5
eBusiness Center
Used as the central work area for Oracle TeleSales when a TeleSales Agent is on the
phone with a customer or prospect. Use it to create and manage customer and prospect
records, to send collateral, enroll customers in events, and launch the Oracle Quoting or
Oracle Order Management windows. The eBusiness Center also provides the ability to
quickly enter basic information for leads and opportunities.
When integrated with Oracle Advanced Outbound or Oracle Advanced Inbound, the
eBusiness Center is automated to dial the next call or take the next incoming call and
display the customer information immediately based on the automatic number ID.
Recording the results of the call can also be automated. Statistics for the current call and
number of calls for the day are available in the Interaction Wrap Up window.
Lead Center
Used to create new leads, manage the details of specific leads and update existing leads.
Opportunity Center
Used to create and manage individual opportunities. It includes managing the sales team
and partners for a specific opportunity. Additionally, a telesales agent can enter products a
prospect is interested in purchasing, forecast dates, partners, and sales credits for the sales
team.
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Oracle Sales and Oracle TeleSales Interoperability
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Oracle
L Sales and Oracle TeleSales Interoperability
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ag Oracle Sales and Oracle TeleSales have separate sets of profile options that do not affect the
other application. Therefore, when a feature in Oracle TeleSales is dependant on a profile

option, setting the TeleSales profile option will not affect Oracle Sales. You must set the
corresponding Oracle Sales profile option separately.
Note
Corresponding profile options may have slightly different values. You should choose a
value supported by both, if you want the behavior to be the same.
Additionally, there may be TeleSales profile options for which there are no corresponding
Oracle Sales profile options. You should set these profile options to mimic Oracle Sales
behavior, or Oracle Sales should be personalized to mimic TeleSales behavior.
Mapping of OTS-ASN Profile Options
OS: Forecast Sales Credit Type ASN: Forecast Sales Credit Type
OS: Default Opportunity Win Probability ASN: Default Opportunity Win Probability
OS: Default Opportunity Sales Channel ASN: Default Opportunity Sales Channel
OS: Default Opportunity Status ASN: Default Opportunity Status
Oracle TeleSales
Chapter 4 - Page 7
OS: Default Close Date Days ASN: Default Close Days Date
OS: Default Win/Loss Status ASN: Default Win/Loss Status
OS: Default Status for Leads ASN: Default Lead Status
OS: Opportunity Access Privilege ASN: Opportunity Access Privilege
OS: Customer Access Privilege ASN: Customer Access Privilege
OS: Sales Lead Access Privilege ASN: Lead Access Privilege
OS: Manager Update Access ASN: Manager Update Access
OS: Sales Admin Update Access ASN: Sales Admin Update Access
OS: Default Value for Sales Team Keep Flag ASN: Default Value for Sales Team Do
Not Reassign Flag
Set Oracle TeleSales Profile Options
The following profile options and value settings must be set to enable interoperation with
Oracle Sales.
OS: Assign New Lead (Set this profile option to No.)
OS: Sales Methodology (Assign a value.)
OS: Sales Lead Default Close Reason (Set this profile option to Converted to
Opportunity.)
OS: Default Opportunity Sales Stage (Assign a value.)
OS: Lead Link Status (Set to Converted to Opportunity. This is an Oracle Leads profile
option.)
OS: Lead Incubation Channel (This is an Oracle Leads profile option. Leave blank.)
OS: Activate Sales Interoperability (Set to Yes.)
OS: Lead to Opportunity Move Sales Team (Set to Yes. This is an Oracle Leads profile
option. )
OS: Opportunity Sales credit Enforce Sales Team Definition (Set to Yes.)
OS Always Add Creator to Customer Sales Team (Set to Yes.)
Set Oracle TeleSales and Oracle Sales Lookups
Set the following lookups in both products in order to enable interoperability:
OTS Lookup
- CLOSE_REASON
- LEAD_CONTACT_ROLE
- Opportunity Contact Rank
- VEHICLE_RESPONSE_CODE
Oracle Sales Lookup
- ASN: Lead Close Reason
- ASN: Opportunity Close Reason
- ASN: Contact Role Type
- ASN: Vehicle Response Code
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Differences Between Oracle TeleSales and Oracle Sales
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Differences
Between Oracle TeleSales and Oracle Sales
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ag Both Oracle Sales and Oracle TeleSales provide Administration screens that enable
administrators to set up the product. As the two products do not share Administration screens,
there are differences in the features and functionality available.
The following areas may require additional setup considerations:
Sales Methodology
Oracle Sales allows user to designate whether sales methodologies and stages apply to
leads, opportunities, or both, while in TeleSales sales methodologies and stages apply only
to opportunities. Therefore, Oracle TeleSales will expose only stages marked as applicable
to Opportunities. Existing stages created, including those created through the TeleSales
Administration user interface, will be treated as applicable to Opportunities only.
Sales Coach
Oracle Sales introduces the use of a Sales Coach, which helps guide a user through a sales
methodology stage. Oracle TeleSales does not use this functionality and will continue to
use Tasks tied to Sales Stages. Oracle Sales users can view the tasks created in Oracle
TeleSales. When creating a sales methodology in Oracle TeleSales, the administrator
should ensure that the Create tasks for all sales stages checkbox is not selected. If this
Oracle TeleSales
Chapter 4 - Page 9
checkbox is selected for a sales methodology whose stages use tasks, and the sales
methodology is assigned to an opportunity from Oracle Sales, the tasks are not visible in
Oracle TeleSales.
Sales Methodologies and Stages
In Oracle TeleSales, both stage and sales methodology are mandatory. In Oracle Sales,
they are conditionally mandatory - if the stage is specified, then the sales methodology
becomes mandatory. If the methodology is specified, then the sales stage becomes
mandatory, only if there is an applicable sales stage. Therefore, you must ensure that each
stage is associated with at least one sales methodology. Additionally, Oracle TeleSales
requires that at least one stage within each methodology is set up as applicable to
Opportunity.
Converting Leads to Opportunities
Oracle TeleSales enables any lead to be converted to an opportunity, regardless of status,
while Oracle Sales enables only leads in open status to be converted. Oracle TeleSales
enables multiple leads to be converted to the same opportunity by linking these leads to
the opportunity, and also enables opportunities to be linked to one or more leads.
When a lead is converted to an opportunity in Oracle Sales, the status is always Converted
To Opportunity. When a lead is converted to an opportunity in Oracle TeleSales, the status
and close reason are determined by the profile options, OS: Lead Link Status and OS:
Sales Lead Default Close Reason. Therefore, when Oracle TeleSales and Oracle Sales are
interoperating, these profile options should be set to Converted To Opportunity.
- Sales Methodologies and Sales Coaches
If a lead is in a sales stage that is applicable to opportunity, Oracle Sales will carry
any information entered in the sales coach over to the opportunity. If the lead is
converted through Oracle TeleSales, this information will not be carried over. If there
is no methodology or sales stage designated in the lead, the opportunity in Oracle
Sales will not have a methodology or sales stage, whereas Oracle TeleSales uses the
methodology and sales stage from the profile options, OS: Sales Methodology and
OS: Default Opportunity Sales Stage, which are both mandatory profile options.
- Sales Team
In Oracle Sales, the sales team for the lead is carried over to the opportunity, while in
Oracle TeleSales, whether or not the sales team is carried over is governed by the
profile option, OS: Lead to Opportunity Move Sales Team. Therefore, when Oracles
TeleSales and Oracle Sales are interoperating, this profile option must be set to Yes.
Role and Address in Sales Team
In Oracle TeleSales, when assigning a resource to an opportunity sales team, the user can
designate a role and address, thereby allowing the resource to be assigned to the same
sales team multiple times with different role-address combinations. Oracle Sales does not
support roles and addresses. This information will be viewable in Oracle Sales, but the
user will not be allowed to update the opportunity until the sales team assignments are
removed.
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Note
If the profile, OS: Lead to Opportunity Move Sales Team is set to Yes, and a lead from
Oracle Sales is converted to an opportunity in Oracle TeleSales, there will be duplicate
resources on the Sales Team.
Customer Sales Team
Oracle Sales automatically adds the logged-in user to the customer sales team. In order for
the logged-in user in Oracle TeleSales to get be added to the customer sales team, you
must set the profile, OS: Always Add Creator to Customer Sales Team to Yes.
Rolling Forecast
Oracle Sales does not support the rolling forecast flag. Opportunities created in Oracle
Sales will not have the rolling forecast flag set.
Marketing Campaigns/Offers
Oracle TeleSales enables users to specify marketing campaigns and offers at both the
header and line levels, while Oracle Sales supports only header-level campaigns (not
offers). Additionally, in Oracle TeleSales there is a cross validation that ensures the offer
is associated with the selected campaign. If an opportunity with a header-level offer is
accessed in Oracle Sales, and the campaign is changed, the offer may no longer be valid.
To resolve this issue, the user can update the opportunity in Oracle TeleSales.
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Additional Differences Between Oracle TeleSales and Oracle

Sales
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Differences Between Oracle TeleSales and Oracle Sales
a
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The following additional areas may require additional setup considerations:

Freeze Flag
In Oracle TeleSales, a user with update access can freeze an opportunity to keep it from
being modified, while in Oracle Sales, a user cannot freeze an opportunity.
Close Competitor and Comment
Upon closing an opportunity in Oracle TeleSales, the user can enter a key/close
competitor and close comment, while in Oracle Sales, this is not an option. For
opportunities created in Oracle Sales, the key/close competitor and close comment fields
are empty.
Customer Budget Status
In Oracle TeleSales, a user can specify customer budget status for a lead or opportunity.
Oracle Sales does not support this information. These fields are blank for leads and
opportunities created in Oracle Sales. Oracle Sales supports the budget amount for leads
but not for opportunities.
Oracle TeleSales
Chapter 4 - Page 12
End Customer and Address

In Oracle TeleSales, a user can specify an end customer and address. Oracle Sales does
not support this data. These fields are blank for opportunities created in Oracle Sales.
Projects and Decision Time Frame
In Oracle TeleSales, a user can associate a project to a lead or opportunity or associate a
decision time frame with a lead. As Oracle Sales does not support this data, these fields
are blank for leads or opportunities created in Oracle Sales.
Accept or Reject Leads
Oracle TeleSales allows a user to accept or reject leads. This feature is not available in
Oracle Sales.
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Further Differences Between Oracle TeleSales and Oracle Sales
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Further
L Differences Between Oracle TeleSales and Oracle Sales
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ag The following further areas may require additional setup considerations:
Concurrent Updates
If an Oracle TeleSales user and Oracle Sales user are working on an opportunity at the
same time, the application detects the change made by the other person and prevents
overwriting. This behavior does not apply to leads, which can be overwritten.
Attachments
In Oracle TeleSales, the user can append attachments to tasks, addresses, notes, and
relationships; however, these attachments are not available in Oracle Sales. Attachments
for leads, opportunities, customers, and contacts that are added in Oracle TeleSales are
accessible in Oracle Sales, since Oracle Sales supports attachments in these areas.
However, if these attachments are added in any other category apart from the seeded Misc
category, they will not be visible in Oracle Sales. Through personalization, you must make
them available by enabling the category in the Attachment table for the lead, opportunity,
customer, or contact.
Oracle TeleSales
Chapter 4 - Page 14
Incentive Compensation
In Oracle Sales, the sales representatives and sales manager can access only the
commission statement and no other areas of the Oracle Incentive Compensation
functionality. In Oracle TeleSales, the telesales agent can access other areas of Incentive
Compensation (for example, planning, income planner, compensation plan, and reports) in
addition to the commission statement.
Lead and Opportunity Currency
Oracle Sales supports all valid FND currencies. Oracle TeleSales supports only the
currencies defined in the Oracle TeleSales lookup type REPORTING_CURRENCY.
When selecting values for the REPORTING_CURRENCY lookup, you should select all
FND currencies that you are currently using for Oracle Sales.
Account Plans and Strategic Information
Account plans and strategic information are captured in Oracle Sales. However, this
information is not available in Oracle TeleSales.
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Multi-Org Access
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Multi-Org
L Access
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ag Leads and opportunities are not multi-org enabled in Oracle TeleSales. Quotes are enabled, and
users can only create quotes for their assigned organizations. However, users can view quotes
across all organizations. When building a quote, users select operating units when they choose
products.
Oracle TeleSales
Chapter 4 - Page 16
Set Up Universal Work Queue
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Set L
Up Universal Work Queue
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ag There are profile options for all levels that determine how the UWQ displays; and, in what
order the nodes display. UWQ can also display marketing lists as well as calling lists the user
creates using Universal Search. You can limit the size of these lists and the number of lists per
user. See the Oracle TeleSales Implementation Guide for a complete list of profile options.
Inbound Telephony
In Call Center Administration, access the Media Action tab of the Interaction Center Server
Manager to specify:
Media Type: Inbound Telephony
Classification: The name of the media item classification that triggers the screen pop
media action
Media Action: The business application that starts when the media item of the Inbound
Telephony type and the specified classification is selected from a work queue.
Oracle TeleSales
Chapter 4 - Page 17
Enable Interaction Tracking and Wrap-up
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Setup
L Interaction Tracking and Wrap-up
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ag Interaction tracking records and maintains a viewable history of interactions with customers
such as calls, e-mails, creating and updating a lead, and so on. Following are the steps to enable
interaction tracking:
Set profile options that determine what activity records are recorded: collateral, customer,
event, lead, opportunity, query, service request, or task. (Collateral history requires that
you periodically run the concurrent program Interaction History Bulk Process to update
the history.)
Set defaults using additional profile options.
Automatic Interactions
Agents manually start and end interactions. You can also configure TeleSales to have
interactions start automatically when an agent opens a record and stop automatically when the
agent moves to a new record. Following are the steps to enable automatic interaction tracking:
Set OTS: Interactions-Enable Automatic Start to Yes.
Set OTS: Interactions-Start on Query to Yes if you want the interaction to start when the
agent displays a new record. Leave the default No setting to record an interaction only
when the agent creates, updates, or deletes a record.
Oracle TeleSales
Chapter 4 - Page 18
Set OTS: Interactions-Enable Change Activity to Yes to allow users in the wrap-up
window to change the recorded activities.
Leave OTS: Interactions-Enable Auto Wrap-up set to No to require agents to view the
wrap-up screen for each interaction and verify or change the outcome of the interaction.
Set to Yes to end the interaction without the agent seeing the wrap-up screen.
Simultaneous Interactions
Each center (eBusiness Center, Opportunity Center, Lead Center) can track only one
interaction at a time, but the agent can open additional centers and start interactions in each.
For example, an agent can open two Opportunity Centers and one eBusiness Center and start
interactions in all three. In order to track these interactions simultaneously, set the following
profile options:
OTS: Interactions Maximum multiple interactions: Set the maximum number of
simultaneous interactions.
OTS: Interactions: Prompt for Wrap-up: This is set to Yes by default. The agent is
prompted to decide whether to close the current interaction or leave it open while starting
the next interaction.
Wrap-Up
In the Interaction wrap-up window agents can select outcomes, reasons, and results. You
define what selections are available for each, and the valid combinations at the interaction and
activity level. You can specify whether an outcome requires a result, and a result requires a
reason.
You can also create default wrap-ups including campaign codes, outcomes, results, and
reasons. Then create action-activity type pairs and assign a default wrap-up to each pair. The
agent can accept the default or change the wrap-up information as needed.
See the Oracle Customer Interaction History Implementation Guide for more details on
creating the selection lists and defaults.
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Scripting
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Scripting
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ag Within Oracle Scripting you can set up scripts for your agents to follow in different situations.
Additionally, set the following profile options:

OTS: Scripting Installation: Set to Yes to enable scripting in Oracle TeleSales.
OTS: Script Launch on Interaction: Set to Yes if you want the script to launch
automatically when an interaction is started in the interaction center, providing there is
also a script associated with the source code entered by the agent.
OTS: Script Launch on UWQ Delivery: Set to Yes if you want a script to launch
automatically when a call is received. The prior two options must also be set to Yes.
OTS: Scripting-Default Script: Enter the name of the script to launch when there is not an
available script associated with the source code or campaign.
OTS: Security-Apply Security for Suspended Scripts: Set to No to allow any agent to
resume a suspended script. Set to Yes to restrict the ability to resume a script to the agent
who suspended it.
OTS: Script Language: Select language to display scripts in a specified language.
Oracle TeleSales
Chapter 4 - Page 20
Summary
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Chapter 4 - Page 21
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Chapter 4 - Page 22
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Leads Management
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Leads Management
Chapter 5 - Page 1
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Chapter 5 - Page 2
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Leads Management
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Objectives
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Define Leads Management
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Define
L Leads Management
d
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ag A lead is an expressed customer interest used by a sales agent to determine whether there is a
potential for a sales opportunity. An opportunity is a sales deal that can be forecast.
Many leads can be associated with one organization or consumer, and the goal is to qualify
leads to transform them into opportunities, which in turn can initiate the generation of a quote,
and subsequently an order.
Leads are intended to capture the initial contact with potential customers, gathering just enough
information to tell a sales organization whether or not there is sufficient interest on the part of
the buyer. When a lead is entered into the system, it may be ranked and assigned to the
appropriate sales resource. When the agent feels that there is sufficient prospect interest in
purchasing, the lead may be converted to an opportunity.
It is not a requirement that a lead must be created to precede an opportunity; an opportunity can
arise - with or without a lead. Each organization must decide how it will handle leads and
opportunities. Essentially, a lead is created when a customer/prospect indicates interest in a
product or service. A lead should be converted to an opportunity when there is foreseeable
potential.
Leads Management
Chapter 5 - Page 5
Oracle Lead Management is a useful way to track customer interest in the products. You can
use a series of ranking rules to sort leads by importance. You can update leads, monitor their
progress through the sales cycle, and report on their status. You can add notes and tasks to a
lead, and assign leads to the appropriate sales resource for action.
Oracle Leads Management provides solutions to automate and optimize prospect-to-sales
conversion across the enterprise. It provides a staging area for all prospective leads. In the
staging area, the leads go through data quality processing, qualification, and prioritization
before being assigned to sales teams for conversion.
Once a lead is created and qualified, it can be converted into an opportunity or forecast. If the
lead is not progressing, it can be closed. Only open leads can be converted to an opportunity.
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Leads from Multiple Sources
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Leads
L from Multiple Sources
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ag Oracle Scripting
To develop a personalized relationship with customers, marketing organizations use the

branching functionality in Oracle Scripting. The branching functionality responds
differently to the input of customers based on their profiles or the answers that they
provide to questions. When a customer expresses interest in a product, a lead is created
and managed by Oracle Leads Management.
Oracle iStore
Customers who use Oracle iStore for purchases can be mined in as leads for a cross-sell or
an up-sell. Also, when customers abandon a shopping cart before making the final
purchase, leads are created from such records, and followed up.
Marketing Campaigns
The marketing department may run several campaigns, and capture leads. These leads may
be imported into Oracle Leads Management from a .csv, .txt or a flat file. Marketing
campaigns can generate leads from several sources, e.g., order history, event registrations
and/or attendance, installed base, survey responses, and so on.
Leads Management
Chapter 5 - Page 7
Interactions
An interaction is a record of communication between a potential customer and a company
representative. An interaction is generally timed and has an outcome or result that can be
tracked. These interactions are tracked and leads are created from them.
Oracle TeleSales
TeleSales agents record lead information from phone calls. Leads can only be created for
an Organization or Person. You cannot create a lead for a party relationship. This is
achieved by using the Leads tab in the E-Business Center, Lead Center, Leads Task List in
UWQ.
Partner Referrals
The Referral Management feature in Oracle Partner Management allows a partner to
submit referrals to the vendor. After the vendor accepts the referrals, the referral becomes
a lead. For more information about Referral Management, see the Oracle Partner
Management Partner User Guide.
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Capturing and Cleansing Leads
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Import Lead Process
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Import
L Lead Process
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ag You can import leads in two ways:
Using a .csv file Import data from the .csv file using the Lead Import utility
Using a flat file Run the Lead Sales Table from Flat File concurrent program
AS_IMPORT_INTERFACE table - is an intermediary table that stages all leads records
before they are refined and cleaned.
Import Sales Lead concurrent program - runs every lead through Data Quality Management
and the Leads Existence checking processes to remove redundant lead records.
TCA Registry - lead record is stored in the common TCA registry which can be accessed by
all the E-Business Suite and ERP applications.
Leads Management
Chapter 5 - Page 10
Data Quality Management (DQM)
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Setting Profiles for the Concurrent Program
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Setting
L Profiles for Concurrent Program
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ag These profiles must be set before running the Import Sales Lead concurrent program:
OS: Use DQM Rule code to match Party

Associate this profile with rules that find matching records based on the Party ID in the
imported record.
OS: Use DQM Rule code to match Person
Associate this profile with rules that find matching records based on the Person in the
imported record.
OS: Use DQM Rule code to match Contact
Associate this profile with rules that find matching records based on the Contact in the
imported record
OS: Default Resource ID Used for Sales Lead Assignment
Set this system profile to the resource who is to handle any leads that are not assigned to
any current territory.
OS: Auto Assigning from Lead Import
Set this profile to Y. This is the default.
Leads Management
Chapter 5 - Page 12
OS: Auto Ranking from Lead Import

Set this profile to Y. This is the default.
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Customer Data Quality
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Customer
L Data Quality
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ag The Import Sales Lead concurrent program uses the rule-based DQM tool to identify existence
of customer records in the TCA registry. It uses customer entities like parties (both
organization and person), party site, contacts and contact points information to match a record.
The DQM program matches the imported record with the records in the TCA registry to find a
matching customer record. If a match is not found, a customer record is created by the Import
Sales Lead concurrent program in the TCA registry.
Leads Management
Chapter 5 - Page 14
Leads Data Quality
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Leads
L Data Quality
d
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ag The Import Sales Lead concurrent program uses the Deduplication Rule to identify duplicate
lead records between the AS_IMPORT_INTERFACE table and the existing leads in the
AS_SALES_LEAD table.
The lead is identified as duplicate based on a set of attributes. If a lead is identified as a
duplicate, the status of the lead is marked as Duplicate, and the record is not transferred to the
AS_SALES_LEAD table.
The PV: Run Lead Deduplication Rule profile must be set to Y for the concurrent program to
run the deduplication rule.
Leads Management
Chapter 5 - Page 15
Interaction Mining Engine
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Interaction
Mining Engine
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d
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ag An interaction is a single contact event between a customer or customer system and a resource
of the business. An example of an Interaction with a prospect or customer would occur when
marketing campaigns target lists of e-mail addresses for mass mailings or when a person calls a
call center to get product information.
Leads Management
Chapter 5 - Page 16
Functioning of the Interaction Mining Engine
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Interaction
Types and Interaction Scores
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Registration, Survey Completion, Web Visit, and so on. Each interaction type is associated
with a default interaction score that indicates the significance of the interaction. For example,
an interaction where the customer tells the call center agent to have a sales representative call
back is a very significant type of interaction. This event has an immediate sale potential, and
merits a high score. Whereas, an interaction type such as Event Registration may indicate that
the customer has some interest in the product associated with the event. However, it does not
merit immediate sales attention, and hence is worthy of a low score.
Interaction Score Threshold
The Interaction Score Threshold (IST) is a set value against which the sum of all the
interaction scores for a customer are matched. When the sum is equal to or greater than the
IST, a lead is generated from the set of interactions. Each time an interaction is linked to a
customer, the sum of interaction scores are evaluated against the IST.
Leads Management
Chapter 5 - Page 17
Mining Behavior of Engine
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Chapter 5 - Page 18
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Linking Interactions to Existing Leads
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Chapter 5 - Page 19
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Linking Interactions without Leads
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Chapter 5 - Page 20
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Processing Leads
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Processing
Leads
L
d
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ag The Lead Processing Engine is comprised of three engines which:
Determine whether there is sufficient interest
Grade leads
Determine the sales channel for the lead, if it is not specified
Leads Management
Chapter 5 - Page 21
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Lead Processing Engines
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Chapter 5 - Page 22
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Components of an Engine
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Components
of an Engine
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ag Guards
Guards can have multiple conditions. There is an implicit AND across conditions and an
implicit OR within conditions. For example, if the Guard is defined as Country = France,
Germany, UK; Product Category = Printers, Desktops, then this is interpreted as evaluate all
leads that originate from countries France or Germany or UK for product lines Printer or
Desktops.
After the rule sets are bucketed into different groups, the Precedence of each rule set is used to
determine the order of evaluation. For example, if the attributes of a lead are matched with a
Country-specific and a Campaign-specific rule set, by assigning the Country-specific rule set a
higher precedence, this rule set is evaluated before the Campaign-specific rule set.
For precedence, 100 is higher than 1.
Rules
If certain conditions are true at the time of evaluation, the lead is set to qualified, or rated A, or
channelized to Direct Sales.
Leads Management
Chapter 5 - Page 23
Rules are evaluated in precedences from 1-n, where 1 is evaluated first. On evaluation, the
winning rule set with the highest precedence is used to select the rule set result. If more than
one winning rule set has equal precedence, the best or the highest ranked result, wins.
Attributes
Attributes are characteristics of a lead such as Budget Amount, Annual Income, or Country
based on which the lead is qualified, rated and channeled.
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Set Up Lead Qualification
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Set L
Up Lead Qualification
d
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ag Lead Qualification is an important part of the lead process because Oracle TeleSales does not
allow a lead to be converted into an opportunity until it is qualified manually or automatically

through the Leads Rules Engine. A response turns into a lead when it is qualified, or when it is
confirmed that there is sufficient interest for a sales representative to engage the prospect
through an interaction.
Lead Qualification determines whether enough information has been provided for a sales
representative to follow up on a lead. A lead is qualified manually or through the lead rules
engine.
A lead is qualified either manually by selecting the Qualified check box (in Oracle
TeleSales) or through the Leads Rules Engine. If a lead is automatically qualified, then it can
be overwritten manually by clearing the Qualified check box.
If the Qualified check box is left blank, then the Lead Rules Engine will automatically assess
whether the lead is qualified or not using the parameters set up in the engine.
Oracle Sales allows you to convert a lead to an opportunity, even if the lead has not been
qualified. Oracle Sales does not provide the manual qualification functionality.
Leads Management
Chapter 5 - Page 25
Lead qualification should not be confused with lead quality. The fact that a lead is qualified
does not signify its quality, it merely indicates that certain information is present. The quality
of a lead, in terms of its importance and/or likelihood of being eventually converted into a sale,
is measured by lead ranking.
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Set Up Lead Rating
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Set L
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d
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ag Ratings must be created before rating rule sets are defined. For example, a hot lead may be
ranked A, whereas a cold lead is ranked D. When a lead is run through the Rating Engine (RE),
the engine first identifies the correct Rating rule set to evaluate. This process finds all matching
rule sets by applying the lead attribute values against each rule set's guard values.
For example, if the lead has Campaign A as an attribute, the RE looks for rule sets with
Campaign A as a guard value. After a matching Rating rule set is identified, the engine starts
evaluating the rules for each rule set, starting with the rule set of the highest precedence.
The RE evaluates the rules in the order of evaluation assigned and stops when it finds a rule
that matches the lead. When a rule wins, that is, all the criteria are met for the lead, the RE
stops evaluation. The lead is then assigned a rating, and the winning rule set is logged into a
history table for analysis. If more than one rule set with equal precedence win, the highest
rating is selected. If no rule sets win, the rating set in the OS: Default Rating for Lead Rating
Engine profile is used. The default value for this profile is Cold Lead. This profile value must
not be set to blank.
Leads Management
Chapter 5 - Page 27
Set Up Channel Selection
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Set L
Up Channel Selection
d
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ag Channels must be created before channel selection rule sets are defined.
The Channel Selection engine is similar to the Rating Engine in that for each channel selection
rule set, the criteria are a set of rules. Each rule contains attributes used for determining the
best channel for a lead and is associated with a channel selection outcome.
When a lead is run through the Channel Selection Engine, the engine first identifies the correct
rule sets to evaluate. This process finds all matching rule sets by applying the lead attribute
values against each rule set's guard values.
Once the matching channel rule sets are identified, the engine starts evaluating the rules,
starting with the rule of highest precedence. Each rule has an order of evaluation associated
with it. The Channel Selection Engine evaluates the rules in that order and stops when it finds a
rule that matches the lead. When a rule wins, i.e., all the criteria are met for the lead, the engine
stops evaluating channel rule sets. The lead is then channeled and the winning rule set is
logged into a history table for analysis.
If more than one rule set wins with equal precedence, the highest ranked channel is selected. If
no rule sets win, the default channel set in the profile OS: Default Channel for Lead Channel
Selection Engine is used.
Leads Management
Chapter 5 - Page 28
Set Up Lead Assignment
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Set L
Up Lead Assignment
d
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ag Various system profiles can be set to assign resources to leads based on the Leads Processing
Engine results. Depending on the requirements of your organization, you can also define
custom functions to route leads to appropriate resources. Leads can be assigned either
manually or automatically.
Manual Lead Assignment
Manual Lead Assignment does not require any setups. The sales representative who
creates the lead is automatically assigned to the lead.
Automatic Lead Assignment
Automatic Lead Assignment requires Territories are created. It uses the territory setup to
determine who gets assigned to a lead.
Leads Management
Chapter 5 - Page 29
Set Profiles for Automatic Lead Assignment
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Set L
Profiles for Automatic Lead Assignment
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ag Setting Up Automatic Lead Assignment
You can configure the application to automatically assign resources to a lead whenever an
agent or salesperson creates or updates the lead.
This is achieved by assigning values to selected profiles:
OS: Assign New Lead
If this profile is set to No, then the application uses the Territory Manager to automatically
assign resources to the lead. The first person the Territory Manager assigns becomes the
owner. The rest of the resources in the territory become sales team members on the lead. If
this profile is set to Yes, then the agent must enter the owner manually using the Owner
drop-down list. If the agent does not make an entry, then the lead is assigned to the default
user set in OS: Default Resource ID Used for Sales Leads. If no default resource is set,
then the application assigns the ownership to the user who is updating or importing the
lead.
Note: If both the resource in this profile and the user who created or updated the lead do
not have a valid sales role assigned to them, then the leads that you import will not be
accessible from Oracle TeleSales.
Leads Management
Chapter 5 - Page 30
This profile must be set to no for Oracle Sales.

Default: No
OS: Calendar Setting Required for Assignment
Set this profile to Yes if the territories in your organization use agent availability as one of
the criteria for assigning agents. This enables the automatic assignment of lead owners
based on availability. This profile is set to No by default. Apart from setting this profile,
you must also make sure that each resource has a calendar set up for them. If the territories
in your organization use agent availability as one of the criteria for assigning agents, then
setting the profile OS: Calendar Setting Required for Assignment to Yes enables the
automatic assignment of lead owners based on availability. If you are using agent
availability for assigning lead ownership then you must make sure that each resource has a
calendar set up for them. OS: Calendar Setting Required for Assignment is set to No by
default.
OS: Default Lead Marketing Owner
The immature lead owner assigned API will use the default marketing lead owner if an
owner cannot be found in the owner table.
OS: Default Resource ID Used for Sales Lead Assignment
If the owner of a lead declines the lead, the owner will be the next available resource
defined in territory. If all the resources are used up, the lead owner will be the one defined
in this profile. The original lead owner, if not defined in territory, will be removed from
the sales team.
OS: Sales Team Creator Keep Flag
Used to defaulting the keep flag in the lead sales team page.
Setting Up Immature Lead Assignment
An immature lead is a lead that is not yet ready for a sales representative to spend time on. It is
a low quality and low grade lead that needs to be matured by the marketing team before it is
assigned to a sales team. The Channel Selection engine assigns all immature leads to a specific
channel, such as an Immature channel.
This channel is decided by the value in the OS: Lead Incubation Channel profile.
OS: Lead Incubation Channel
All immature leads are assigned to a particular channel. The channel is decided by the
value in this profile. The lead owner of an immature lead is determined by immature lead
assignment. When a lead is assigned to the immature channel, the owner is decided by the
value in the OS: Default Lead Marketing Owner profile. If the OS: Default Lead
Marketing Owner profile is not set, the Territory Assignment program assigns all
immature leads to the resources identified to act on immature leads. The Maturation
Assignment page in the Administration > Leads tab can be used to provide information
about the territory assignment setup.
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Set Up Lead Statuses
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Set L
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d
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ag A combination of lead status and lead qualification indicates the progress of the lead. For
example, through the Lead Status, you know whether the lead is new or open. If the Lead
Status is open, then it is live, and can be worked upon. If the Lead Status is closed, it cannot be
worked upon.
Statuses in Sales applications are configurable. You can choose whether a status is to be used
for leads and/or opportunities, whether opportunities with a particular status are included in
forecasting calculations, and whether the item has a win/loss indicator.
Following are some lead statuses seeded in the application:
New
In Progress
Converted to Opportunity
Dead Lead
Loss
Leads Management
Chapter 5 - Page 32
Convert Lead to Opportunity
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Convert
L Lead to Opportunity
d
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ag You can convert Leads into Opportunities. In Oracle Sales, the lead becomes read-only once it
is converted.
The following lead information is carried over to the opportunity:
Lead name (which becomes the Opportunity Name)
Customer Name
Sales Methodology
Sales Stage
Currency
Sales Channel
Source Name
Contact information
Product information
Sales Team information
Notes
Leads Management
Chapter 5 - Page 33
The following profiles are used when converting a lead to an opportunity:

OS: Auto Convert Lead to Opportunity
If this profile is set to Yes, an opportunity is created for all qualified indirect leads, and the
partner matching workflow is launched. If you are using Oracle Sales, this profile should
be set to No, because automatic conversion of lead to opportunity is not supported in
Oracle Sales
OS: Lead Link Status
Used to set the status of the lead after linking leads to an opportunity.
Default: Converted to Opportunity.
Oracle Sales does not use this profile option. The status of the lead will be changed to
Converted to Opportunity.
OS: Lead to Opportunity Move Sales Team
When converting a lead to an opportunity, you can govern whether all the sales team
members are copied to the opportunity sales team by setting this profile. If set to Yes, all
sales team members are copied to the new opportunity. If set to No, the sales team is
limited to the sales representative who converted the lead, plus those sales representatives
who are included as per the Territory Manager settings. The Keep flag is copied as is, and
the Owner flag is copied as No.
OS: Linking Opportunity to Lead
There are three settings for this profile:
- Allow with prompt
If selected, allows the user to create a link to a lead either through the Create
Opportunity function or through the Leads link on the Opportunity detail page. For
the Create Opportunity function, after creating an opportunity, the opportunity is
displayed on the detail page. A prompt appears that allows you to link to an existing
lead (this is optional). Please note, if no leads exist, this prompt will not be displayed
even if this setting is selected.
- Allowed
If selected, allows the user to create a link to a lead through the Leads link on the
opportunity detail page.
- Not allowed
If selected, does not allow users to create links to leads.
Oracle Sales does not support the functionality to link an existing opportunity to a lead.
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Summary
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Opportunityno
Management
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Opportunity Management
Chapter 6 - Page 1
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Objectives
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Opportunity Management Overview
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Opportunity
Management Overview
L
d
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ag Opportunity Management can be used to track information about products that a customer has
expressed an interest in buying. It is the next phase in a sales cycle after leads and before
quotes, although an opportunity can be created without having to originate from a pre-existing
lead.
Opportunity Management can also track expected revenue from a sale and the likelihood of
closing a sale (booking an order). It provides the basis for tracking and allocating sales credits
towards sales quotas for one or more sales representatives, after a sale has been closed.
Opportunities can be assigned to sales teams across channels, or to individual sales
representatives in a call center or out in the field.
A module within Oracle Sales and Oracle TeleSales, Opportunity Management allows
businesses to:
Create, track, and manage opportunities using summary data, including potential deal
value, sales stage, win probability, and expected closing date
Maintain information on the sources of leads
Attach additional information to opportunities, such as Notes and Tasks, and attach
potential obstacles such as details of competitors and their products
Chapter 6 - Page 5
Generate new quotes from opportunities

Opportunity Management in Oracle Sales allows account managers, sales managers, and
territory managers to analyze their pipelines. Real-time reports summarizing pipelines are
available through the application. In addition, it also helps them to:
Track deal size, sales stage, win percentage, and projected closing date
Provide support for sales methods
Share opportunities across sales channels
Generate new quotes from opportunities
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Product Hierarchy
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Product
L Hierarchy
d
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ag Refer to the Oracle Product Lifecycle Management Users Guide for complete setup
information. You can also refer the appendix lesson Product Catalog included in this course.
Chapter 6 - Page 7
Set Up Competitor Information
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Set L
Up Competitor Information
d
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ag Use the following steps to set up competitor information:
1. Log in to Self Service Applications with the Oracle Trade Management User responsibility.
2. Navigate to Trade Management > Product > Competitor Products.
3. Enter the details of the competitor, competitor product and details of the product in your
organization.
The product of your organization and the corresponding competing product must be created
in the same category.
Chapter 6 - Page 8
Set Up Opportunity History Tracking
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Set L
Up Opportunity History Tracking
d
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ag Use the following steps to set up opportunity history tracking:
1. To enable opportunity history and make the history information tables available to the user,
you must set the profiles listed below:
a. OS: Enable Tracking Opportunity History Data Set this profile to Yes to enable the
Opportunity History Tracking table.
b. OS: Enable Tracking Purchase Line History Data and OS: Enable Tracking Sales
Credits History Data - Set both to Yes to enable Product History Tracking.
c. OS: Enable Tracking Purchase Line History Data and OS: Enable Tracking Sales
Credits History Data - Set both to Yes to enable non-revenue history tracking.
2. Set the profile OS: Time Frame for Opportunity Logs to Null.
3. Run the Initial Load of Opportunity Log Tables concurrent program.
This program must be run only when you initialize history tracking. Be sure that all the
history tracking profiles are set to Yes before running the concurrent program. After the
program has run, you can use the profiles to disable selected portions of history tracking.
For detailed information on running concurrent programs, refer to the Oracle Applications
System Administrator's Guide - Maintenance.
Chapter 6 - Page 9
4. Use personalization to make history tracking available to users (the history pages and the
View History button as well).
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Set Up Win Probabilities
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Set L
Up Win Probabilities
d
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ag There is a set of predefined Win Probabilities included with the application, although these
may be changed based on implementation considerations. You may choose not to use the
predefined set and create customized win probabilities of your own. Or, you can use a
combination of both.
To create new win probabilities:
1. Log in to Oracle Sales using the Sales Administrator responsibility.
2. Navigate to Opportunity > Win Probability.
3. Enter a value for the win probability.
The Win Probability can be any number between 0 and 100. Smaller numbers represent
weak opportunities, and higher numbers represent opportunities that are more likely to
close.
4. Enter a meaning and a start date.
The To date determines when the win probability is invalid. If you want to remove a win
probability, you can end date it or use the enable flag.
5. Click Update when complete.
Chapter 6 - Page 11
Sales Methodology and Components
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Set Up Sales Methodologies
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Set L
Up Sales Methodologies
d
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ag Every time a sales representative has a potential opportunity, the sales representative
follows a series of steps before closing the sale. This process is referred to as a Sales
Methodology, and the specific steps are referred to as Sales Stages.
Multiple Methodologies can be created, each of which can have a set number of stages
that the opportunity must go through before it is closed.
The selection of a sales methodology for an opportunity is optional, but once a
methodology has been selected, existing sales stages cannot be modified, although new
sales stages can be added.
Different sales environments call for different sales strategies. Methodologies with
different stages and steps can be created to guide selling to different industries, for
different products, to different regions and countries, etc. Methodologies are simply
selected for an opportunity, and all the stages and steps necessary to bring the business to
a close is presented to the user.
Sales Methodology in Oracle Sales
To set up a sales methodology in Oracle Sales:
- Log in to Oracle Sales with the Sales Administrator responsibility.
Chapter 6 - Page 13
- Navigate to Opportunities > Sales Methodology

Sales Methodology in Oracle TeleSales
In Oracle TeleSales, each sales stage creates a set of tasks, mandatory or optional, to be
performed by the sales representative in accordance with the Sales Methodology selected.
To set up a sales methodology in Oracle TeleSales:
- Log in to Oracle Sales with the TeleSales Administrator responsibility.
- Navigate to Sales: Opportunity
When creating a sales methodology in Oracle TeleSales, ensure that the Create tasks for
all stages checkbox is not selected. If this checkbox is selected for a sales methodology
whose stages use tasks, and the sales methodology is assigned to an opportunity from
Oracle Sales, then the tasks will be created but will not be visible in Oracle TeleSales.
Additionally, Oracle TeleSales allows you to create a set of mandatory or optional tasks
for each sales stage to be performed by the sales representative. Additionally, a task
template, or skeleton task can be appended to a Sales Methodology. Creating tasks from a
template eliminates interaction with the specific properties of a task and makes task
creation simple and quick. Once the task template has been defined, you can specify
resource types, which relates to this template, create dependencies, and schedule repeating
tasks. When creating tasks from a task template, you can select an appropriate template
group to generate tasks simultaneously.
Oracle TeleSales supports the following profiles that govern behavior when using sales
methodologies:
- OS: Create Tasks Flag
Used to disable automatic creation of tasks throughout the sales methodology work
flow.
- OS: Regenerate Methodology Tasks
Determines whether to regenerate sales methodology tasks for iterations of sales stage
regression and progression. Work for sales methodologies that have the Create Tasks
for All Stages flag set to No.
- OS: Sales Methodology
Used to set the default sales methodology at the site, application, or user level.
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Set Up Sales Stages
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Set L
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A set of predefined Sales Stages is included with Oracle Sales and Oracle TeleSales. You
may choose not to use the predefined set, and create customized sales stages of your own.
Or, you can use a combination of the predefined set with additional customized Sales
Stages.
In Oracle TeleSales, you can set up a series of tasks that a sales representative should
perform at certain stages throughout the opportunity life cycle. These tasks can be
mandatory or optional, and are linked together using sales methodologies, which can
include a number of sales stages.
In Oracle Sales, to create a new sales stage:
- Log in to Self Service Applications with the Sales Administrator responsibility.
- Navigate to Opportunities > Sales Stage
Chapter 6 - Page 15
Set Up Sales Coach
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Set L
Up Sales Coach
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ag Oracle Sales supports custom sales methodologies, with multiple stages, allowing
customers to create their own unique methodologies based on product lines, sales
channels, and marketing campaigns. Within each stage, Oracle Sales provides a Sales
Coach that walks the sales representative through a pertinent series of questions. The sales
coach ensures that sales representatives follow certain procedures throughout the sales
process.
The Sales Coach feature is available only in Oracle Sales. Oracle TeleSales continues to
use Tasks tied to Sales Stages. Oracle Sales users will be able to see the tasks created in
Oracle TeleSales.
Sales Coaches are created by setting up Sales Supplements in Oracle Quoting. Once sales
stages are defined, you can define a Sales Coach for each stage.
For each step within the stage it is possible to create a customer definable form, which is
called the Sales Coach. This form allows the sales representative to use free text areas,
drop downs (or List of Values), and radio buttons or check boxes to capture relevant
information for each sales step (if required).
Chapter 6 - Page 16
When sales representatives capture the relevant information in a structured way, it ensures
that the entire sales organization is following a common strategy. After the data has been
captured in a structured format, then it is easy to report on it. This allows the
representatives and the management to have more detail about the deals they are working
on and more informed ways of seeing what works and what doesnt. It can also be used as
a learning tool for less experienced representatives, particularly useful in a high turnover
sales environment.
At any time the user can look at the Worksheet view of stage(s) which displays in PDF
format everything that has been entered into the selected stage(s) and can be printed out
for use in update meetings with the sales team and management.
Note
When you create a sales supplement template to use as Sales Coaches, ensure the template is
created for the application Oracle Sales.
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Use a Sales Methodology
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Use L
a Sales Methodology
d
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ag Select a Sales Methodology
When creating a lead or an opportunity, select a sales methodology. When you click Apply, the
methodology you selected for the lead or opportunity is displayed in the Update Lead or
Update Opportunity page.
Access the Sales Methodology
Click Sales Cycle to access the Sales Coaches in the stages of the methodology. You can select
the various stages and underlying steps and click View Worksheet to view a printable version
of the Sales Coaches. Use this as a worksheet to help you get started on your customer research
before you enter the data into the online Sales Coaches. After the Sales Coaches are complete,
you can click View Worksheet to access this information.
Enter Data into Sales Coaches
To enter information into the Sales Coaches, click the Sales Coach icon for the desired stage
(to access Sales Coaches for all of the steps) or step (to access the Sales Coach for that step
only). You can enter data into the Sales Coaches for the various stages and steps in the
methodology prior to the lead or opportunity actually being in that stage. This enables you to
capture information applicable to later stages of the lead or opportunity as soon as possible.
Chapter 6 - Page 18
Indicate When a Step or Stage is Complete

When you have completed the Sales Coach for a step or stage in a sales methodology, you can
mark it as Complete by selecting the associated Completed check box. The stages in the Sales
Coach and the actual stages of the lead or opportunity are not synchronized with each other. As
a result, you can mark the stages and steps as complete regardless of the actual status of the
stages of the lead or opportunity.
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Sales Funnel on the Sales Dashboard
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Define the Sales Funnel
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Define
L the Sales Funnel
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ag Refer the Oracle Sales Implementation Guide for details on the steps to define the sales funnel.
Chapter 6 - Page 21
Enable Currency Conversion
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Enable
L Currency Conversion
d
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ag To enable currency conversion, you must:
Set Up Currency Codes

Set Up the Accounting Calendar
Set Up Calendar Types
Set Up Period Type Mapping
Set Up Profile Options for Multiple Currency
Set Up Reporting Currencies
Set Up Quarters as a Time Period in the General Ledger
Enter GL Daily Conversion Rates
Run Concurrent Programs to Set Up Pseudo Period Rates
For detailed setup information on the above, refer the Oracle Sales Implementation Guide.
Chapter 6 - Page 22
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Set Up Opportunity Statuses
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Set L
Up Opportunity Statuses
d
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ag There is a set of predefined statuses included with the application, although additional
customized statuses can also be created. You may choose not to use the predefined set, and
create customized statuses of your own. Or, you can use both the predefined and additional
customized statuses.
The following statuses are predefined:
Active
Inactive
Lost
Won
Forecast
No Opportunity
Dealer
Expired
Preliminary
Upside
Chapter 6 - Page 23
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New Opportunity
To create new status codes:
1. Log in to Self Service Applications with the Sales Administrator responsibility.
2. Navigate to Opportunities > Status Code
3. Click Create to create a status code.
4. Select the Enabled check box to enable the status code.
5. Select the Open check box to signify the lead/opportunity is open.
If this box is not checked, a lead/opportunity having this status will be closed and the
application will require a Close Reason to be specified for the lead/opportunity.
6. Select the Include in Forecast check box if you want opportunities that have this status to
be included in the forecast.
7. Choose to apply this status to Opportunity, Sales Lead, or both.
8. Indicate whether this status shows that the deal has been Won, Lost, or Neither.
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Create an Opportunity
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Create
L an Opportunity
d
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ag Opportunities are typically created after leads are qualified and the sales representative has
determined that there is sufficient potential for a sale to this customer. However, a
standalone opportunity can also be created.
In Oracle TeleSales, you can limit the maximum number of days allowed to close an
opportunity. The opportunity close date should fall within the allocated period set in the
profile OS: Maximum number of days allowed to close an opportunity.
An opportunity appears in the forecast if it meets the following criteria:
- The opportunity status is a status that is set up as forecastable
- The close date at the purchase line level is within the forecast period
Chapter 6 - Page 25
View Opportunity History
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View
LOpportunity History
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ag To access history, click View History on the Update Opportunity page.
Chapter 6 - Page 26
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Set Opportunity Profile Options
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Set L
Opportunity Profile Options
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the Oracle Sales and Oracle TeleSales applications function.

The profiles are:
ASN: Default Close Date Days
Determines the default close date (in number of days) when creating an opportunity unless
otherwise specified by the user.
ASN: Default Opportunity Sales Channel
Determines the default sales channel when creating a lead or opportunity unless otherwise
specified by the user.
ASN: Default Opportunity Status
Determines the default opportunity status when creating an opportunity unless otherwise
specified by the user. Available values are based on statuses set up with the applicability
"Opportunity" selected and Open flag selected.
Chapter 6 - Page 27
ASN: Default Opportunity Win Probability

Determines the default win probability when an opportunity is created unless otherwise
specified by the user.
ASN: Default Win/Loss Status
Determines the win/loss status when a competitor product is added to an opportunity
unless otherwise specified by the user. Values are based on the lookup ASN: Win/Loss
Status.
ASN: Forecast Sales Credit Type
Determines the default credit type used for forecasting.
ASN: Forecast Defaulting Type
Determines the defaulting logic for forecast values in the opportunity. Valid values are
Pipeline and Win Probability.
ASN: Worksheet Reports Directory
Directory for Sales Coach Worksheet Report source files.
OS: Enable Real Time Opportunity Assignment
If set to Yes, then resources are assigned as soon as a transaction is created or updated.
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Summary
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Forecastingno
in Oracle Sales
a
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a
Chapterh7
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u
om nt G
c
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ai tude
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g sS
@
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ot se thi
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age to u
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a
M
(
i
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Lo
Forecasting in Oracle Sales
Chapter 7 - Page 1
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Objectives
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Overview of Sales Forecasting
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Overview
L of Sales Forecasting
d
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ag Forecasting is a quantitative tool used to predict the amount of product sales for a specified
time period. Forecasting can be used by managers and sales representatives to commit to the
amount of sales that they will close by the end of the forecasting period.
Roles play an important part in Forecasting security.
For instance, in viewing forecasts, a manager can view the forecasts for the subordinates, but a
sales representative cannot view any other forecasts besides his or her own.
Chapter 7 - Page 5
Ways to Forecast in Oracle Sales
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Ways
L to Forecast in Oracle Sales
d
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ag Sales organizations can analyze their forecast data at opportunity and product category levels,
thereby enabling management teams to judge the overall health of their organization.
Product Category
Product category forecasts might be provided to management dependent on, or
independent of, the opportunity pipeline.
Opportunity
Opportunity forecasts can be maintained within the opportunity itself. This provides
instant visibility to management without the need for users to separately submit forecasts,
thereby reducing the time spent by users preparing their forecast.
Chapter 7 - Page 6
Forecasting Terminology
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Forecasting
Terminology
L
d
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ag The following terms are used with Forecasts in Sales:
Forecast
Used to predict the amount of sales for a specified time period
Forecast Category
Allows users to designate the product or service families to include in a forecast. The
forecast category is comprised of product categories.
Forecastable
A term that is used when an opportunity should be included in a forecast. To include an
opportunity in the forecast, it should be in a status that is set to be forecastable. While
creating the status, select the Include in Forecast checkbox.
Pipeline
The combination of all forecastable opportunity amounts.
Product Category
A way to group similar products together for inventory and sales purposes.
Chapter 7 - Page 7
Product Hierarchy
The parent-child relationship among product categories.
Rolling Forecast
A repeating series of forecasts for a product in TeleSales.
The close date in an opportunity from Oracle TeleSales will copy to the line level. Oracle
Sales does not support the functionality provided by the Rolling Forecast flag; therefore,
the user will have to enter the close date at the line level manually.
Weighted Pipeline
The opportunity amount multiplied by the win probability.
Won To Date
The combination of opportunity amounts where the opportunity status is set to Won.
Product Category Worksheet
Allows sales representatives to report a product-based forecast to sales managers.
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Chapter 7 - Page 8
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Set Up Forecast Categories
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Set L
Up Forecast Categories
d
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ag To set up forecast categories:
Log in to Oracle Sales with the Sales Administrator responsibility.

Navigate to Forecast > Forecast Category
Stop and restart the web server to display the forecast category.
Chapter 7 - Page 9
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Set Up Forecast Category Mappings
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Set L
Up Forecast Category Mappings
d
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Navigate to Forecast > Forecast Category Mapping.
Chapter 7 - Page 10
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Set the Defaults for Forecast Amounts
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Set L
the Defaults for Forecast Amounts
d
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ag If the pipeline is used to calculate forecast amounts, it is used as shown in the following table:
Status
Best
Forecast
Worst
Forecastable, Not
Won
Pipeline Amount
Pipeline Amount *
Win Probability
Forecastable, Won
Pipeline Amount
Pipeline Amount
Pipeline Amount
Not Forecastable
Blank and not

editable
Blank and not

editable
Blank and not

editable
Chapter 7 - Page 11
Forecast Categories and Product Hierarchy
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Forecast
L Categories and Product Hierarchy
d
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ag The opportunity forecast summary is calculated based on the opportunity line pipeline and
forecast values, from the opportunity forecast detail that make up the forecast. These values are
rolled up based on the product category to which they belong. There are specific setups for
forecast categories and product hierarchy that need to be done by the implementer.
Setting Up Forecast Category
If only one forecast is required, a default forecast category exists that the administrator can use
to map for all product categories.
However, if management would like to see separate forecasts submitted by specific forecast
categories, the administrator can create one or many forecast categories (e.g., Hardware,
Services, etc.) and then map the product categories to the appropriate forecast category (e.g.,
Desktops to Hardware and Support to Services). The slide above shows an example.
Setting Up Product Hierarchy
Oracle Sales uses a product catalog common to all products across the Oracle E-Business
Suite. Within the product catalog, administrators must create a product catalog hierarchy,
assigning first level catalog categories as components. Within each component, the
administrator assigns categories and items.
Chapter 7 - Page 12
The administrator can map a new product category to a forecast category.

For information on creating the product catalog hierarchy, refer to the Oracle Product
Lifecycle Management Users Guide.
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Chapter 7 - Page 13
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Mapping Forecast Categories to Product Hierarchies
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Product
L Hierarchies and Forecasting
d
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ag If you want the user to be able to reconcile the forecast for an extended length of time after the
period has ended, you should end-date the mapping on a date soon after the reconciliation
period is over. However, this causes the forecast to include Product Categories for the new
period until that specified end-date.
Chapter 7 - Page 14
Set Up Web ADI to Enable Forecast Opportunity Export
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Set L
Up Web ADI to enable Forecast Opportunity Export
d
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ag Be sure that the Web ADI profile option BNE_UIX_PHYSICAL_DIRECTORY is set to
contain the path to the UIX (Cabo) libraries used to generate the Web ADI user interface. Also,
be sure to have your users set their Internet browser security setting for "Initialize and script
ActiveX controls not marked as safe" to "Prompt". Ensure that the Microsoft Excel macro
security is set to Medium.
For details on the purpose of setting the ActiveX controls, refer the Frequently Asked
Questions section in the Oracle Web Applications Desktop Integrator Implementation and
Administration Guide.
To export forecast opportunities:
Navigate to the Forecasts page by clicking the Forecasts link in the Shortcuts bin.
Click Export Opportunities to quickly download to a spreadsheet all opportunities that
match the forecast parameters criteria.
Click Yes when the ActiveX box appears.
This particular spreadsheet template enables you to view and format a large number of
opportunities.
Chapter 7 - Page 15
Note: The Opportunity Filter does not affect the opportunities downloaded using Export
Opportunities.
The Export Opportunities button is available through personalization.
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Chapter 7 - Page 16
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Set Forecasting Profile Options
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Set L
Forecasting Profile Options
d
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ag Set the following profile options to set up forecasting.
ASN: Default Forecast Category

Determines the default forecast category on the forecast screen
ASN: Default Forecast Period Type
Determines the default forecast period on the forecast screen. You must set ASN: Forecast
Calendar before setting this profile option. For example, you can set the period type to
Quarter if you forecast on a quarterly basis.
ASN: Default Non-Revenue Credit Type
Determines the default credit type used in the non-revenue table for non-revenue
forecasting.
ASN: Default Value for Maximum Number of Opportunities Displayed for
Forecasting Purpose
The default number of opportunities to display in the Opportunity Worksheet detail.
ASN: Forecast Calendar
Determines the GL calendar from which periods and period types will be selected. You
must set this profile before setting the ASN: Default Forecast Period Type and
Chapter 7 - Page 17
ASN: Currency Conversion Period Type profiles. This value must be the same as the
value set for the OS: Forecast Calendar profile.
ASN: Forecast Calendar Month
Determines the number of periods that will be displayed in the Forecast parameter Period
menu.
ASN: Forecast Defaulting Type
Determines the defaulting logic for forecast values in the opportunity. Valid values are
Pipeline and Win Probability.
ASN: Forecast Display Decimal
Determines whether the amounts shown in forecasts on the forecast pages and the forecast
information on the Sales Dashboard contain decimal places.
ASN: Forecast Sales Credit Type
Determines the default credit type used for revenue forecasting.
ASN: Internal Opportunity Filter for Win Probability From and ASN: Internal
Opportunity Filter for Win Probability To
These two profiles determine the minimum and maximum win probability for the
opportunities that can be displayed in the Opportunity Forecast Detail
ASN: Internal Opportunity Filter for Status Code
Determines the status of the opportunities that can be displayed in the Opportunity
Forecast Detail
ASN: Internal Opportunity Filter for Pipeline Amount From and ASN: Internal
Opportunity Filter for Pipeline Amount To
these two profiles determine the minimum and maximum pipeline amount for the
opportunities that can be displayed in the Opportunity Forecast Detail
ASN: Internal Opportunity Filter for Channel Code
Determines the channel code for the opportunities that can be displayed in the Opportunity
Forecast Detail
OS: Forecast Calendar
Determines the name of the calendar you are using to manage your forecasts. The value of
this profile option should be the same as that for the ASN: Forecast Calendar profile.
OS: Opportunity Sales Credit Enforced Sales Team Definition
Set to Yes to keep the forecast credit assignee on the sales team for opportunities. This
profile must be set to Yes for Oracle Sales to interoperate with Oracle TeleSales.
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Chapter 7 - Page 18
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Forecasting as a Sales Manager
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Forecasting
as a Sales Manager
L
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ag As a sales manager, your forecast is similar to that of a sales representative, with the following
differences:
Option to default Direct Report Submitted forecast values (through the Worksheet Default
Values menu) for each product category in the Forecast Worksheet. This is in addition to
Previously Saved and Current Opportunity defaulting options.
Inclusion of the name of your Direct Report who has forecast ownership for each
opportunity product line in the Opportunity Worksheet Detail.
In the Opportunity Forecast Detail Worksheet, you will see some opportunities that you
cannot edit. These opportunities are owned by your subordinates.
Direct Reports Forecast Detail displays a summary of each direct report's individual
forecast, with a link to additional details for each direct report. All of your direct reports
are listed, whether they have submitted a forecast or not. An icon in the Status column
indicates the status of the forecast.
Chapter 7 - Page 19
Forecasting as a Sales Administrator
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Chapter 7 - Page 20
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Forecast Page
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Forecast
L Page
d
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ag To access the Forecast page, click the Forecast link in the Shortcuts bin of the Sales
Dashboard.
Forecast Parameters are used to determine which opportunities will be included in your
forecast. Opportunities included in the forecast must be in a forecastable opportunity status,
belong to the user for the Sales Group selected, have a forecast date that falls within the
selected Period and contain product lines belonging to a product category that maps to the
selected Category.
Sales Group
Identifies the sales group where you are a member. If you are a member of more than one
sales group, all the sales groups that you are a member of are in the drop-down list. You
must submit multiple forecasts, one per group.
Period Type
Identifies the time frame used for the forecast - month, quarter, or year.
Chapter 7 - Page 21
Period
The time period you wish to forecast on. Values in this drop-down list will be determined
by your choice of Period Type.
Category
Contains a list of product interest types to be included in the forecast. A separate forecast
category can be configured for different lines of businesses.
Other information on the Forecast page:
Forecast Worksheet displays current opportunity data by the product categories for the
selected forecast category.
Opportunity Forecast Summary provides a summary of the Opportunity Forecast Detail
worksheet, with amounts broken out into product categories.
Opportunity Forecast Detail is similar to the Forecast Worksheet but displays the data by
opportunity for the selected forecast category.
Notes allows the user to create notes.
Forecast History shows forecasts. Click on the submission date of the forecast to view the
History Detail Page.
Direct Reports Forecast tables provide managers with a summary of the forecasts
submitted to them by their subordinates.
Note: Forecasting supports multiple currencies.
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Chapter 7 - Page 22
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Summary
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Chapter 7 - Page 23
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Chapter 7 - Page 24
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Sales Supplements
in Oracle
no
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Salesha
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Chapter
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Sales Supplements in Oracle Sales
Chapter 8 - Page 1
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Chapter 8 - Page 2
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Chapter 8 - Page 3
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Objectives
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Chapter 8 - Page 4
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Sales Supplements Overview
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Sales
L Supplement Overview
d
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ag In the Forms UI, Sales Supplement functionality is enabled using the profile option ASO:
Enable Sales Supplement. By default, this profile is set to No.

In HTML UI, enable Sales Supplement using OA Personalization. You can enable/disable this
tab by setting the Rendered property for this tab to No through personalization.
Chapter 8 - Page 5
Sales Supplement Hierarchy
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Sales
L Supplement Hierarchy
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ag You cannot delete templates, sections, components, or responses.
Chapter 8 - Page 6
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Components and Responses
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Create Sales Supplement Template
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Create
L Sales Supplement Template
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ending with the template. You must manually query each tab, as the tabs are not automatically
queried. Each tab behaves as a standalone tab and therefore, you must save your work in each
tab.
Chapter 8 - Page 8
Using Sales Supplements in Oracle Sales
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Set Up Sales Coaches
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Set L
Up Sales Coaches
d
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ag The sales coach:
Provides text instructions on how the step must be accomplished

Helps the sales representative capture important information about the lead or opportunity
Chapter 8 - Page 10
Set Up Account Plans
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Setting
L Up Account Plans
d
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ag To set up an account plan:
Create the sales supplement template in Oracle Quoting for the account plan. Create the
template for the application Oracle SalesAccount Planning.
The Account Plan Worksheet is a generic template. Create your own template that meets
your sales users needs and then enter the name of your created template in the profile
option: ASN: Account Plan Sales Supplement Template.
The account plan has a section for revenue objectives. In order to enable currency
conversion for this section, set the Daily Business Intelligence profile option BIS: Primary
Currency at the site level.
Create account plan output templates for XML Publisher. The user can then select the
desired template to print the plan.
Set default plan output templates using the profile options ASN: Default Account Plan
Document Template for the worksheet generation and ASN: Default Sales Document Type.
Chapter 8 - Page 11
Setting Up Strategic Information
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Set L
Up Strategic Information
d
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ag To set up strategic information:
Use Oracle Quoting to create a sales supplement template for the application Oracle
SalesContact Information.
A Contact Strategic Information template is provided.
If you decide to create your own template that meets your companys needs, enter the
name of your created template into the profile option ASN: Contact Sales Supplement
Template.
Note: It is recommended that you make a copy of the seeded template before updating it.
Chapter 8 - Page 12
Summary
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Chapter 8 - Page 13
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Territories
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Territories
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Chapter 9 - Page 1
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Chapter 9 - Page 2
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Territories
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Chapter 9 - Page 3
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Objectives
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Chapter 9 - Page 4
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Oracle Territory Manager
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Oracle
L Territory Manager
d
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ag Oracle Territory Manager assigns business objects (for example, customers and leads) to
resources (for example, salespeople and partners) based on configurable business rules. It
defines who owns what.
An example of a sales territory is: all high-tech companies within a specific geographic area
assigned to sales representative Joe or Sams sales group.
When concurrent programs are run, the territory assignment engine assigns sales resources to
business objects such as the following:
Customers
Leads
Opportunities
Quotes
Proposals
To define a territory, the sales administrator specifies the types of transactions the territory
assigns, who is assigned to the territory, and the criteria used to assign.
Territories
Chapter 9 - Page 5
Self-Service
Self-service territory management is available for leads, opportunities, customers, proposals,
and quotes. In the self-service model, the sales administrator creates a large territory and
assigns it to a senior sales manager. The senior sales manager then distributes portions of the
territory to sales managers. The sales managers in turn distribute portions of their assigned
territories to individual sales representatives or sales teams. This process applies to two types
of territories:
Geography
Territories are defined by geographic region and the business rules are generated based on
postal codes.
Named Accounts
Named accounts represent individual customers elevated from geographic territories and
deemed by a sales organization as critical enough to have their own salesperson or account
manager. A set of named accounts are identified and associated to a sales division by
upper levels of sales management. The sales vice-presidents responsible for the sales
division distribute named accounts to their directs in a top down fashion through the sales
hierarchy until all named accounts are owned by salespersons.
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What Is a Territory?
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What
L Is a Territory?
d
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ag An example of a sales territory is: High-tech companies within a specific geographic area. This
territory is defined using the following qualifiers:
Account Classification = High Tech
State = California
The resource assigned to the territory is Joe who is assigned to Sams sales group. When the
assignment engine is run, Joe is assigned to all high-tech companies that have an address in the
state of California. Because Joe is assigned to Sams sales group his manager and the other
resources assigned to his group can be granted access to these same companies.
Territories
Chapter 9 - Page 7
Role Based Security
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RoleLBased Security
d
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ag All users are assigned the Territory Management responsibility. Each user is also assigned one
or more territory roles. The roles determine what menu items appear on each users personal
home page. The Sales-related roles are:
Sales Territory User: provides access to self-service territories.
Sales Territory Administrator: provides access for the administrator to create and manage
territories.
Territory Manager Application Administrator: provides access to setup and administration
of Oracle Territory Manager, including enabling matching attributes and running the
concurrent program.
Sales Team Search User: provides access only to the stand-alone sales team search. The
sales team search function is also available to the Sales Territory User and Sales Territory
Administrator roles.
See the Oracle Applications System Administrators Guide Security for information on how
to assign roles to users.
Territories
Chapter 9 - Page 8
Multi-Org Access
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Multi-Org
L Access
d
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ag Users in Territory Manager can make territory changes in different operating units without
needing to change logins.

The responsibility for all territory users is Territory Management. You can create additional
responsibilities using the same definition as the Territory Management responsibility and
associate security profiles to these newly created responsibilities, assign these responsibilities
to users and then assign the roles to the users. For example, you can create a North America
Territory Management responsibility using the same definition as the Territory Management
responsibility. Then associate a North America security profile to the newly created
responsibility and assign this responsibility to Oracle Territory Manager users.
To create a global security profile in HRMS:
HRMS Management Responsibility > HRMS Manager > Security > Global Security
Profile
Enter a security type: Secure organizations by organization hierarchy and/or organization
list
Territories
Chapter 9 - Page 9
Enable Matching Attributes
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Enable
L Matching Attributes
d
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ag The application creates territory assignment rules based on the territory administrators choices
in the self-service creation of territories. For example, if the administrator chooses the postal
code 90001 for Territory A, then a rule is generated that says Postal Code=90001 and a
customer located in that postal code is assigned to Territory A when the territory concurrent
programs are run.
You need the Territory Manager Application Administrator role in order to enable
matching attributes.
DUNS Number
If you want to use DUNS number as a qualifier, then you must purchase Dun & Bradstreet
(DNB) information and follow the instructions in the Oracle Trading Community Architecture
User Guide.
Registry ID
Registry ID is an identifier from Oracle Trading Community Architecture, also called
Organization ID. You can use it whether or not you have Dun & Bradstreet information. It is a
very precise qualifier so it works best if your data is accurate with few duplicate records.
Territories
Chapter 9 - Page 10
Set Up Export to Excel
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Set L
Up Export to Excel
d
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ag A sales administrator can use the export to Excel feature to promote a large number of
organizations to named accounts at one time. The administrator can also assign sales teams to
named accounts in the Excel spreadsheet. All changes are then uploaded to the database.
Sales Managers can export their territories to Excel and then work on reassignments remotely
on their laptop computer. Then they can upload their changes when they reconnect to the
network.
The sales manager or administrator uses the export to assign postal codes to territories.
Territory administrators can create new territories in the spreadsheet and then import them into
the application.
Set the Excel macro security level to Low. Tools > Macro > Security > Security Level Tab
Low radio button.
Territories
Chapter 9 - Page 11
Load Geographic Data
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Load
L Geographic Data
d
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ag The types of geography supported in Oracle Territory Manager are:
COUNTRY
STATE
PROVINCE
CITY
POSTAL_CODE
The PL/SQL package JTF_TTY_GEOSOURCE_PUB contains three APIs:
CREATE_GEO
DELETE_GEO
UPDATE_GEO
See the Oracle Territory Manager Implementation Guide for more information, including
sample SQL code.
Territories
Chapter 9 - Page 12
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Named Account Territory Alignment
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Named
L Account Territory Alignment
d
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ag Alignments are models of proposed named account assignments a manager uses to try different
assignment strategies until the best alignment is found that meets the managers goals.
Managers compare alignments and fine tune the account assignments before activating the
proposed territories, thereby creating fair territory assignments that balance sales potential and
quota.
Territories
Chapter 9 - Page 13
Set Up Alignment
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Set L
Up Alignment
d
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ag The Calculate Territory Alignment concurrent program calculates the data used for the metrics
such as DNB total revenue. The program should be run when there are changes in the DNB
data and when new named accounts are created.
Territories
Chapter 9 - Page 14
Territory Types
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Territory
L Types
d
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ag You can use the existing territory types for named account territories and for geographic sales
territories. If you want to use other matching attributes for a type of territory, then you can
create your own territory types.
Territories
Chapter 9 - Page 15
Creating Self Service Geographic Territories
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Creating
L Self Service Geographic Territories
d
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ag The territory administrator creates the top territory for the self-service geographic territory
hierarchy. The sales manager to whom this territory is assigned in turn assigns portions of the
geography to the next level managers, and so on down the sales hierarchy.
Detail information includes effective dates. You can create territories that become effective at a
future date.
The number of winners is defaulted from the selected parent. This specifies the maximum
number of potential winning territories that receive the customer or transaction. You can set
different numbers of winners in the top five levels of the hierarchy.
When you enter details, set the Access Flag to Available to Self-service.
Territories
Chapter 9 - Page 16
Geography Creation (Contd)
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Geography
Creation
L
d
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ag For a self-service territory you must add both the sales manager role and an individual sales
manager.
For each resource, select what objects (customers, opportunities, and so on) the resource has
access to and the type of access, such as Full Access or View Only.
Territories
Chapter 9 - Page 17
Geography Creation (Contd)
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Geography
Creation (Contd)
L
d
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ag You can define the values for the geographic matching attribute and any other matching
attributes that are in the territory type.

You can view your new territory in the territory hierarchy. It does not become active until the
concurrent program is run.
Territories
Chapter 9 - Page 18
Creating a Named Account Self-Service Territory
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Chapter 9 - Page 19
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Named Account Creation (Contd)
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Named
L Account Creation (Contd)
d
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ag Select the matching attribute to be used to identify named accounts.
Select Company Name Plus Postal Code to capture a range of business names and postal
codes. This choice will pick up the duplicate records in your database where users entered
multiple instances of the same customer name. Additionally, you can designate this a
catchall territory and assign a catchall resource and a workflow name for all catchall
transactions. The catchall territory is loosely defined and catches any objects that do not
match territories that are more specifically defined.
Select Registry ID if your data is accurate with few duplicate records. Registry ID is
provided by Oracle Trading Community Architecture. You can use it whether or not you
are using Dun & Bradstreet information.
Territories
Chapter 9 - Page 20
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Named
d
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ag Selection of matching attribute continued:
Select DUNS Number if you want the precise matching it provides. It is a very precise
rule so it works best if your data is accurate with few duplicate records.
Select Site Number if you want to match by the identifier for a party location.
Territories
Chapter 9 - Page 21
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Named
d
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ag Select any of the Party Hierarchy names that were set up in Oracle Trading Community
Architecture. The top of the hierarchy becomes the named account. All subsidiaries of the
named account are dynamically assigned to the sales team for the named account, without
the need to maintain each subsidiary as a separate named account. If the sales manager
changes the sales team for a named account (top of the hierarchy), then all subsidiaries are
affected by the change.
Territories
Chapter 9 - Page 22
Add Named Accounts
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AddLNamed Accounts
d
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ag Use the spreadsheet to identify named accounts, add them to territories, and assign salespeople
to the territories.
Territories
Chapter 9 - Page 23
Organizations or Sites
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Organizations
or Sites
L
d
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ag Use the search to find the organizations. You can specify whether to include only the primary
address for each organization, or include all site addresses for each organization if you want to
assign Individual sites to different territories.
Territories
Chapter 9 - Page 24
Steps to Using Spreadsheet
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Steps
L to Using the Spreadsheet
d
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ag 1. In the spreadsheet, use the LOV to enter the Territory Name in the To Territory field to add
the organization to that territory.
2. Similarly, use the LOVs to enter sales group, sales role, and one or more salespeople. For
each salesperson, you must include the salespersons group and role.
3. You can use the copy and paste features of your spreadsheet to quickly add territory or
salesperson information to several organizations at once.
4. Upload your changes using the Oracle menu in Excel.
Territories
Chapter 9 - Page 25
Customer Name + Postal Code
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Customer
L Name + Postal Code
d
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ag When you use the Customer Name + Postal Code matching attribute, you have an additional
step to map each named account by defining assignment rules. This ensures that the territory
not only wins transactions for the exact business name and postal code, but also wins
transactions for:
Branches of the same business located in other postal codes
Duplicate entries of the same business name with slight variations
Entries for the trade name as well as the business name
Other variations on the business name, such as an acronym or shortened name
The default assignment rules are Equal the business name, Equal the trade name, and Equal the
postal code.
Territories
Chapter 9 - Page 26
Concurrent Programs
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Concurrent
Programs
L
d
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ag The first of the three concurrent programs is required.
Synchronize Territory Assignment Rules (STAR)

STAR builds the territory assignment rules, builds the API that returns the winning
territories and resources attached to the winning territories, and generates all self-service
territories.
STAR uses the following parameters:
- Usage: Sales
- Transaction Type
- Run Mode: Set to Total Refresh the first time you run the concurrent program.
Subsequently, set to Incremental Refresh to process only the changes in named
account and geographic territories, which saves processing time. Set to Date
Effective to assign resources for a specified date range.
- Start Date
- End Date
- Debug Flag: Set to Yes to write debug messages.
Territories
Chapter 9 - Page 27
Calculate Territory Alignment Metrics

Calculates information such as DNB annual revenue for named accounts for the time
period specified in the system profile options Territory Alignment Metric Calculation
From Date and Territory Alignment Metric Calculation To Date .
Named Account Territory Post Processing
- Kicks off named account catchall workflow processing
- Refreshes territory administration portals for Sales
- Refreshes the named account and geography distribution information for the Sales
User responsibility.
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Chapter 9 - Page 28
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Run Territory Assignment
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RunLTerritory Assignment
d
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ag After the territory definitions are updated, the leads, opportunities, and customers need to be
assigned to the appropriate resources.

Sales applications use three modes for territory assignment:
Real-time Territory Assignment
Allows resources to be added as soon as a customer, lead, or opportunity is created
Total Mode Batch Territory Assignment
Total Mode batch assignment should be run once before you can use real-time assignment
or New Mode batch assignment. Assignments are made when a concurrent program is run.
Incremental Mode Batch Territory Assignment
Incremental Mode batch assignment only processes changes made since the last time
you ran the concurrent program Assign Territory Accesses.
You need to run the batch mode concurrent programs if you change the territory definitions or
the resource assignments in territory setups.
Territories
Chapter 9 - Page 29
Set Up Real-Time Assignment
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Set L
Up Real-Time Assignment
d
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ag To enable real-time territory assignment you must set up the following Sales profiles:
OS: Enable Real Time Customer Assignment

Enables assignment of customers in real time, whenever an agent updates a record.
OS: Enable Real Time Opportunity Assignment
Enables assignment of opportunities in real time, whenever an agent updates a record.
OS: Enable Real Time Lead Assignment
Enables assignment of leads in real time, whenever an agent updates a record.
- Level at which these can be set: Site
- Default setting: No
- If set to Yes, these profiles turn on real-time customer, opportunity, and lead
assignment. This means that the territory program runs each time agents update the
fields used for territory assignment or create new records.
- If set to No, you must run the Assign Territory Accesses concurrent program to
assign opportunities and customers to territories.
HZ: Execute API Callouts
Territories
Chapter 9 - Page 30
- Levels at which it can be set: User/Responsibility/Application/Site

- Default setting: No
- If you set this profile to Yes, the changes agents make to the organization records
trigger automatic territory assignment
- This must be set to Yes
Change phases so that hz_event_elt.hz_param_delete is always the highest in
hzcrmhk_pkg.
Note:
Run the concurrent programs for total batch mode assignment before using real-time
assignment.
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Chapter 9 - Page 31
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Set Parallel Workers
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to
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Set L
Parallel Workers
d
e
ag In order to improve performance, the Territory Assignment Program (TAP) starts multiple
processes of the Generate Access Records program to process account, opportunity, lead,
quote, and proposal transactions. Consult with your system administrator to set the appropriate
values for the following profile options based on your database size, data volume, and system
configuration.
OS: Territory Minimum Number of Records for Parallel Processing: This sets the
minimum number of records required to launch multiple parallel workers for each
transaction type. The default is 100.
OS: Number of Child Account Workers for TAP: This profile option and the remaining
profile options set the maximum number of parallel workers allowed for the transaction
type. The default is 2. The maximum value is 10.
OS: Number of Child Opportunity Workers for TAP
OS: Number of Child Lead Workers for TAP
OS: Number of Child Quote Workers for TAP
OS: Number of Child Proposal Workers for TAP
Territories
Chapter 9 - Page 32
Summary
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Territories
Chapter 9 - Page 33
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Territories
Chapter 9 - Page 34
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Oracle Proposals
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Chapterh10
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Oracle Proposals
Chapter 10 - Page 1
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Oracle Proposals
Chapter 10 - Page 2
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Oracle Proposals
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Oracle Proposals
Chapter 10 - Page 3
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Objectives
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Oracle Proposals
Chapter 10 - Page 4
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Overview of Oracle Proposals
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Overview
L of Oracle Proposals
d
e
ag Oracle Proposals streamlines proposal creation by automating time and resource consuming
tasks. Users can generate proposals from templates that package recurring proposal elements
such as cover letters, executive summaries, and product descriptions.
Central template administration guarantees standard and professional corporate proposals.
Oracle Proposals also allows proposals administration through:
Template Management
Templates are created and re-utilized, thereby ensuring consistency in style and content
for all proposals.
Dynamic Field Administration
Administrators can insert seeded or user-defined fields into proposal templates, thereby
allowing customization of proposals.
Oracle Proposals
Chapter 10 - Page 5
Understanding Proposals
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Understanding
Proposals
L
d
e
ag A proposal is used to position a product or service as a possible solution to a customer's
business need.
Proposals can be created in several ways from:
The Oracle Proposals Dashboard page
A quote on the Quote Details page
An opportunity in Oracle TeleSales or Oracle Sales
A customer in Oracle TeleSales or Oracle Sales
A lead in Oracle Sales
If a proposal is created from a quote, opportunity, customer, or lead, then the customer
information is carried over from the object to the proposal. If the proposal is created standalone
from the Oracle Proposals Dashboard, then you have to provide this information.
To create a proposal, you must select a template from the list of templates that an administrator
has built for you and then configure the proposal details.
Oracle Proposals
Chapter 10 - Page 6
Key Features
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KeyLFeatures
d
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ag Proposal Templates
Oracle Proposals uses proposal templates, which are predefined, standard boilerplate
documents from which proposals are created. Templates outline a proposals structure
made up of components such as cover letters, product descriptions, and collateral.
Administrators define template categories, create templates, create components, and
determine component order. The template category and name help users select the most
appropriate template for each proposal.
Dynamic Fields
Administrators can include dynamic fields in the component documents to reference
information from various sources. For example, a cover letter where the customer name
and address changes can have dynamic fields inserted into the location of the customer
name and address. The user can then personalize the cover letter for a particular customer.
Specifically, values for dynamic fields can come from the user (such as proposal title),
database objects (such as items and pricing), or custom Java programs, retrieving data
from various objects and object sources. Dynamic fields for values from Oracle ECopyright Oracle, 2007. All rights reserved.
Oracle Proposals
Chapter 10 - Page 7
Business Suite Quote and Proposal objects are seeded with the application. Administrators
can create user-defined and custom dynamic fields.
Guided Proposal Content Building
Oracle Proposals enables users to track their progress while building a proposal, so they
can see at a glance whether proposal components are complete. Users can determine the
order of proposal components, and include or exclude optional components.
Supporting Document for Proposals
Users can add supporting documents to their proposals. These documents are optional, and
can be of any file format. These optional documents can be added from the desktop, from
the Oracle Content Manager library or folder, or from suggested content based on the
proposal components.
le
Proposal Components for Standardized Content

Proposal components are pieces of standard content that are included in templates, such as
cover letters and executive summaries. Administrators can define components and create
multiple documents for each component, since the style and content required may vary
from one proposal to another. For example, the component Cover Letter can include the
documents Simple Cover Letter and Professional Cover Letter. The documents are RTF
(Rich Text Format) files that store content such as standard text, graphs, tables, dynamic
fields, etc. Users can create these RTF files in their favorite word editor, utilize them in
proposal components, and store them in Oracle Content Manager for reuse.
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Proposal Document
Generation
se content, they can generate a proposal document in RTF
gedbuilttotheuproposal
Once usersahave
(m
format.
This document is the physical file that is shared with the customer. Users can
i
f
t
Loregenerate documents as often as needed. The generated documents are versioned
automatically and stored in the database. Users can view, download, edit, re-upload, and
delete the documents as needed.
E-Mail Delivery
Using Oracle Proposals, users can e-mail proposals to customers and other recipients. The
user selects the appropriate proposal document version, specifies customer contacts, and
then e-mails them to the contacts and other recipients. A record of the e-mail delivery is
also recorded under the customer name in Interaction History.
Sales Team Collaboration on Proposals
A large or complex opportunity might require several team members to work on a
proposal for that opportunity. The Sales team tab on the Proposal Update page enables
users to manage this team effort, containing a table listing the sales representatives and
sales managers who are collaborating on a proposal. Sales team members can have full or
read only access to the proposal.
Oracle Proposals
Chapter 10 - Page 8
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Key Features with Integrations
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KeyLFeatures with Integrations
d
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ag Quoting Integration
Users can create a proposal based on a quote in Oracle Quoting. When a proposal is
created from a quote, relevant quote information such as products and pricing is
automatically pulled into the proposal.
Leads Integration
Integration with Leads in Oracle Sales allows the Oracle Proposals user in the Self-Service
mode to create a proposal from a Lead in Oracle Sales, where information from the Lead
is pulled into the Proposal during the proposal creation process. If the Lead is associated
with a campaign schedule, the proposal template associated to the campaign schedule will
automatically be used.
Content Management Integration
Integration with Oracle Content Manager (OCM) allows Oracle Proposals administrators
and users to store and reuse content when constructing their templates and proposals,
respectively. Users can access files stored in either the OCM Folders or the OCM Library
and add it to their proposal. Users can also store files from desktop to a proposal in an
Oracle Proposals
Chapter 10 - Page 9
OCM folder. Administrators can store and reuse files in OCM. OCM integration is
determined by the setting of the PRP: Use Oracle Content Manager profile option that
allows flexibility in the level of integration.
Campaign Schedule Integration
Integration with Campaign Schedule in Oracle Marketing allows association of a proposal
template to a campaign schedule in Oracle Marketing.
Campaign Activity Integration
Integration with Campaign Activities in Oracle Marketing allows association of a proposal
template to a campaign activity in Oracle Marketing.
Opportunity Integration
Integration with Opportunity in Oracle TeleSales and Oracle Sales allows Oracle
Proposals users to create a proposal from an opportunity in Oracle TeleSales or Oracle
Sales, where information from the opportunity is pulled into the proposal during the
proposal creation process. If the opportunity is related to a campaign schedule, the
proposal template associated to the campaign schedule will automatically be used.
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o
Territory
m
(
i
Integration
with Territory Manager enables proposals to be automatically assigned to sales
tf
Loteams
based on the attributes of the proposal. This is supported in both batch and real time
Customer Integration
Integration with Customers in Oracle TeleSales and Oracle Sales allows Oracle Proposals
users to create a proposal from a customer, where information from the customer is pulled
into the proposal during the proposal creation process. If the customer is related to a
campaign schedule, the proposal template associated to the campaign schedule will
automatically be used.
ge
a
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assignment modes.
Oracle XML Publisher

Oracle Proposals generates proposal documents in RTF (Rich Text Format) format
viewable in any third party word processor. In integration with Oracle XML Publisher,
Proposals generates proposals in the Portable Document Format (PDF) viewable from
Adobe Reader. Integration with word processing and XML publishing programs is
necessary to create and store standard component content, including dynamic fields and
formatting style, and to view generated proposal documents.
A data compression application might be required to decompress generated proposal
documents. Also, a standard PDF reader should be installed to enable you to preview
documents in PDF format.
Oracle Proposals
Chapter 10 - Page 10
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Conditional Dependencies
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Conditional
Dependencies
L
d
e
ag Resource Manager
Central repository for all resources used to import and view resources, define resources
and roles, create teams and groups, and organize resources within those teams and groups.
See the Oracle Trading Community Architecture Administration Guide.
Oracle Quoting
Oracle Proposals requires the setup and installation of Oracle Quoting if users will be
adding quotes to a proposal, creating a proposal from a quote, or using the quote dynamic
field substitution functionality.
Oracle Contracts
Oracle Contracts is a conditional dependency for Oracle Proposals if being pulled in as
part of a quote through Oracle Quoting. A profile option in Oracle Quoting determines
whether Oracle Contracts will be used, therefore Oracle Contracts is a dependency only if
the Oracle Proposals user is going to use Oracle Quoting with Oracle Contracts enabled. If
Oracle Contracts is enabled, Oracle Proposals does not support the following in Oracle
Contracts:
Oracle Proposals
- Table tokens in Contracts templates are not resolved by Oracle Proposals. Users must
ensure that table tokens are not used in Oracle Contracts if they want to bring in
article text into a Proposal.
- Article text authored using Rich Text mode in Oracle Contracts: Oracle Contracts
enables users to specify formatting within their Articles authoring page. Oracle
Proposals will not render this formatting information in the generated proposal. Users
should therefore make sure that they author their terms using Plain Text mode while
authoring articles.
Oracle Marketing
Oracle Proposals requires the setup and installation of Oracle Marketing if your users will
be associating proposal templates to campaign activities.
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Oracle Sales
Oracle Proposals requires the setup and installation of Oracle Sales if your users will be
creating proposals from Leads, Opportunity, or Customer.
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m t Gu
Oracle Interaction History
o
c
n logic that records touch points

e
Interaction History is a collection a
ofiltables and
business
d
u
t Applications. See the Oracle Customer
gm fors Oracle
between customers and resources
S
@
i
Interaction History o
Implementation
tf
thi Guide.
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Oracle(m
Content Manager
i
f
Content
Manager
is
a central repository for all content used for storing and reusing RTF
t
Lofiles
for Oracle Proposals. The repository can be accessed either through folders or library
categories. See the Oracle Content Manager Implementation and Administration Guide.
Oracle Trading Community Architecture

Oracle Proposals leverages Trading Community Architecture's Data Quality Management
(DQM) functionality in the customer search components. DQM enables the user to set up
advanced match rules as well as define the search criteria and results for the search
screens.
Refer to the latest version of the Oracle Trading Community Architecture: Party and
Account Merge Impact document posted on the Oracle Trading Community Architecture
Manuals and eTRMs page (ID# 164517.1) of OracleMetalink for more details.
Oracle Proposals uses the Trading Community Architecture's Data Quality Management
(DQM) Party Merge. You can use Party Merge to identify and resolve duplicates that exist
in the Trading Community registry.
Oracle Proposals
ns
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Oracle TeleSales
Oracle Proposals requires the setup and installation of Oracle Telesales if your users will
be creating proposals from Opportunity or from Customer.
Configuring Oracle Proposals
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KeyLElements of a Proposal
d
e
ag Proposal administration tasks must be performed before users can create proposals.
Administrators must set up:

Template Categories
Template categories define groups of templates by purpose or usage, making it easier for
you to select the appropriate template when creating a proposal.
Dynamic Fields (optional)
Dynamic fields are placeholders for text information that are used in standard boilerplate
RTF files and are substituted with information specified during proposal creation.
Components
Components help you divide proposal content into independent elements, which can then
be reused in different proposals.
Templates
Templates provide a standard boilerplate structure for proposal generation that can be
customized by users.
Oracle Proposals
Only those users whose responsibility has been assigned the Proposal Main Menu, or have the
Oracle Proposals Administrator responsibility, are able to perform these tasks.
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Oracle Proposals
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Key Elements of a Proposal: Template Categories
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KeyLElements of a Proposal: Template Categories
d
e
ag Template categories must be created before templates can be set up. Delineating templates
by purpose or usage makes it easier for proposal users to select the correct template.
Only an administrator may view, create, modify, or delete template categories.
A unique numeric code is generated for the category you enter. The code is not exposed to
the proposal creator.
Template categories can only be deleted if they are not in use. A template category is in
use if any template references it.
Oracle Proposals
Key Elements of a Proposal: Dynamic Fields
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KeyLElements of a Proposal: Dynamic Fields
d
e
ag There are two types of dynamic fields that are understood by the proposal generator, seeded
dynamic fields and user-defined dynamic fields.

Seeded Dynamic Fields
- These dynamic fields are seeded in the application and reference specific information
related to Oracle Quoting and Oracle Proposals.
- Sales administrators can use these dynamic fields in their component content, but
cannot create their own.
- Dynamic fields that are related to the Quote and Proposal objects within Oracles
eBusiness Suite are exposed as seeded dynamic fields.
- Seeded dynamic fields cannot be deleted.
Note: Seeded dynamic field codes are prefixed with PRP. You cannot create user-defined
dynamic fields with codes prefixed with PRP.
Oracle Proposals
Quoting Dynamic Fields in Proposals
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Quoting
L Dynamic Fields in Proposals
d
e
ag Oracle Contracts is a conditional dependency for Oracle Proposals if being pulled in as a part
of a quote through Oracle Quoting. If Oracle Contracts is enabled, Oracle Proposals does not
support table tokens in Contracts templates.
RTF Display
Shows the name of the dynamic field as it must appear within the RTF file that represents the
component content. This column is used as a reference for sales administrators to understand
how they need to represent the dynamic fields within a file.
Oracle Proposals
Set Up User-Defined Dynamic Fields
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Set L
Up User Defined Dynamic Fields
d
e
ag Text Dynamic Fields
Administrators can create a dynamic field where the value is provided through the
proposal creation user interface by the end user.
Drop-Down Dynamic Fields

Administrators can define the dropdown box values that will displayed in the proposal
creation user interface. Users can only select from the dropdown values defined by the
administrator.
Java Program Dynamic Fields
Administrators can write their own Java programs and register the program that is called
to provide the dynamic field values during the proposal generation process.
Administrators will typically do this to get data into the generated proposal version from a
repository outside of or within Oracle Applications.
Oracle Proposals
Image Dynamic Fields

The Oracle Proposals administrator defines a browse field to enable users to add images to
proposal components. Valid image formats include JPG, JPE, PNG, JPEG, or JFIF.
These dynamic fields are defined by administrators. Values for these fields are obtained:
Through the user interface
Users provide values for these fields during the proposal generation process.
By calling a Java program
A Java program registered by administrators is called during the proposal generation
process to provide the appropriate values. These user-defined dynamic fields can be used
to pull in information from any object that resides within or outside the Oracle E-Business
Suite. This is a way to integrate any Oracle or non-Oracle objects into Oracle Proposals.
Once a field has been created, the code and field name must be inserted into the corresponding
RTF file for the component. This can be done after the RTF file has been created, or it can be
part of the RTF file creation process.
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Oracle Proposals
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Key Elements of a Proposal: Set Up Proposal Components
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KeyLElements of a Proposal: Components
d
e
ag The RTF files contain dynamic fields. During the component creation process, their
corresponding files are associated with RTF files. The RTF files must be uploaded to the
component.
When a component is created, it is created in all of the installed languages. For example, if
English and Spanish are the installed languages, and you need to create two different versions
of a cover letter, you could create the following two files:
Cover Letter Simple
Cover Letter Expanded
Then associate two RTF files for each type of cover letter, one RTF file being in English and
one being in Spanish:
Cover Letter Simple (English version)
Cover Letter Simple (Spanish version)
Cover Letter Expanded (English version)
Cover Letter Expanded (Spanish version)
Oracle Proposals
Create Proposal Components
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Create
L Proposal Components
d
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ag To associate files from Oracle Content Manager Folders or Library, set the PRP: Use Oracle
Content Manager profile option to Yes or Optional.

Oracle Proposals can only access files in Oracle Content Manager that are of RTF type, live,
approved, and in the user's current session language.
To associate a file for a different language, change the session language and select the
component and associate the file.
Notes
Quick Create/Advance Create: Quick Create allows for component creation with one
file, while Advance Create allows component creation with multiple files.
Add Alternate File: In the Advance Create flow, select the Add Alternate File button
from the Alternate files for this component section to add multiple files from the desktop.
Save in Content Manager: Visible when Content Manager is enabled. The default folder
to store files is the seeded administrator folder. Permissions are needed to upload a file
from the desktop to Oracle Content Manager Folders. An Oracle Content Manager
administrator must grant folder access to the Oracle Proposals administrator at
implementation time.
Oracle Proposals
Key Elements of a Proposal: Templates
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KeyLElements of a Proposal: Templates
d
e
ag Creating templates is a four-step process:
enter general information

add components
choose component order
review/confirm template information
The following template elements are editable at any time:
Template Name
Template Description
Template Category
Component Order
Oracle Proposals
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Templates: Multi-Language Functionality
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Templates:
Multi-Language Functionality
L
d
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ag Template names and descriptions are translatable, but template codes, component lists, and
structures are common across all languages. When creating templates, the components content
must be created in languages that the template will be published in.
Publishing and Unpublishing Proposal Templates
Creating a template does not automatically make it available to users. Administrators must
publish a template to make it available. Only unpublished templates display a Publish in
Current Language button. After a template is published in a language, the list of languages the
template is published in displays on the Template Detail page. Templates that are currently
published display an Unpublish in Current Language button.
Oracle Proposals
Working with Proposal Templates from Campaign Activities
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Working
L with Proposal Templates from Campaign Activities
d
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ag In Oracle Marketing, a campaign is a collection of marketing activities designed to support a
goal. A campaign is the vehicle for putting information about an organizations product,
services, offers, and messages to existing and potential customers. Campaign activities set up
the actual delivery of a marketing campaign. They determine when a specific marketing
activity is going to take place, what the methodology of that activity is, and how the responses
will be captured. They also determine how any mailing or calling lists, cover letters, or other
content are used and what deliverables, if any, are involved.
Notes
Log in to Self-Service mode with the Campaign Workbench Super User Responsibility
Click the Campaign Dashboard link.
Select a campaign and view its Activity details.
From the Collaboration tab in the Activity Details page, click Add Proposal Template to
add a proposal template to the campaign activity.
Consult the Oracle Marketing User Guide for details.
Oracle Proposals
RTF Files: Overview
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RTFLFiles: An Overview
d
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ag Oracle Proposals supports certain features of the RTF 1.8 specification. These features are:
Unicode (16 bit)

Table styles
List pictures
Document properties
Creating RTF Guidelines
Please note the following important guidelines for RTF file creation:
Page setup that distinguishes odd, even, and first pages in a file are not supported.
Definitions for these parameters from the individual files are lost when the final file is
merged.
Only one section is allowed within a single file. It is not possible to create nested sections
in RTF files. Parameter definitions for nested sections are lost in the proposal creation
process.
Input headers and footers carefully. These settings are carried over to subsequent files
unless they are overwritten and defined.
Oracle Proposals
All images must be anchored. The exact position of an image in the merged file must be
set beforehand in the editor you use to create your RTF file.
Oracle Proposals does not support the use of standard Table of Contents styles. You
cannot create an RTF file using a word processor and/or editor that uses a specific Table
of Content style.
There cannot be any spaces between the inserted dynamic field token code and the
character combination that follows the code ("<@") and the colon (":").
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Create Proposals
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Create
L Proposals
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ag Creating a Standalone Proposal
You can create a proposal as a standalone from the Oracle Proposals Dashboard page.
Creating a Proposal from a Customer

If you are working in Oracle Telesales within the context of a customer you will see a
Proposal link from where you can view or edit a proposal from the list page. You can also
create a new proposal for the customer. In Oracle Sales, you can create a proposal from
the Update Customer page by selecting Create Proposal from the Action menu. You can
also view proposals by selecting Proposals Received from the View drop down menu in
the Business Activities section.
Creating a Proposal from a Lead
If you have logged into Oracle Sales through Self-Service mode, you will see a Create
Proposal button on the Update Lead page. You can create proposals from standalone leads
or from leads generated from a sales campaign. If the associated sales campaign has
proposal templates associated with it, the proposal created from the lead will be generated
Oracle Proposals
based on the associated proposal template.

Creating a Proposal from a Quote
All Oracle Quoting users can create proposals from a quote unless security is disabled. In
that case, users with update access to the quote can create a proposal from that particular
quote. Refer to the Oracle Quoting User Guide and the Oracle Quoting Implementation
Guide for details.
Creating a Proposal from an Opportunity
If you are working on an Opportunity from Oracle Telesales or Oracle Sales, you will see
a Proposal link in the Opportunity Detail page which displays all related proposals for an
opportunity. You can view/or edit a proposal from the list page.
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Working with Proposals
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Working
L with Proposals
d
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ag Personalize Components
Components that require personalization are indicated with a red X in the Complete
column. Thus you must provide information to complete that component. All components
must be completed prior to generation.
Add/Exclude Components
You can add external documents to use as proposal components. These documents might
be files from your desktop, excluded components, or suggested content.
To remove content from a proposal, select the content by clicking the Select check box
and then click Exclude. This does not delete the content, but simply removes it from the
proposal to be generated. Excluded components are not listed in the table.
Change the Order of Components
You can change the order of the included components. By rearranging the components,
you can choose the component structure of your proposal. Click Change Order to change
the order of proposal components.
Oracle Proposals
Add Supporting Documents

The Supporting Documents table lists the additional documents attached to your proposal.
These documents are optional, and can be in any valid file format.
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Generating a Proposal
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Generating
a Proposal
L
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ag When you have completed your proposal personalization by manipulating the content and
adding supporting documents, click Generate Proposal Document to generate your proposal.
Oracle Proposals
Set Profile Options
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Set L
Profile Options
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PRP: Access to Unpublished Templates

Determines if users with the Proposal administrator responsibility have access to use
unpublished templates to create proposals. If the profile option is set to Yes, the
administrator can use unpublished template to create proposals.
PRP: Max File Size in KB for Template Online Preview
Determines the maximum size of the combined file for which preview will be enabled. If
the file size is bigger than the value specified, the user cannot preview the template and
receives an error message instead.
PRP: Maximum File Size for Online Generation
When users click on the Generate Proposal Document button, the set value determines
whether the proposal document is generated online or offline. The profile value
determines the maximum size for a file that can be generated online. Any document that
surpasses this value will be generated offline, and the Generate Proposal Concurrent
Manager is automatically started. Please see the Oracle Applications System
Oracle Proposals
Administrators Guide for more details on running the concurrent program for offline
generation.
PRP: Default Days for Recent Proposals
Determines the display option for the Recent Proposals section of the Dashboard page.
Proposals listed in this section have been updated or created within X days, where X
represents the chosen value. The default value is 10.
PRP: Proposals Due Within X Days
Determines the display option for Proposals Due Within X Days section of the
Dashboard page. Proposals listed in this section have a due date within X days from the
current date, where X represents the chosen value. The default value is 10.
PRP: Default Number of Days for Proposal Due Date
During the proposal creation process, the default due date will be reflected in all new
proposals. The Default Due Date is equal to the current date plus the set value in terms of
days.
PRP: SMTP Server Name
Provides the SMTP server name to be used for e-mailing proposals. Users should be given
access to the SMTP server from the middle tier. Otherwise, users may experience
difficulties and receive an error when e-mailing proposals.
PRP: SMTP Server Port
Provides the port number of the SMTP server to be used in connecting to the SMTP
server. If no value is set, e-mail is sent using the default port (port number 25) of the
SMTP server.
PRP: Default Customer Type
Determines the customer type that is defaulted in the customer search screen: by
Organization or by Person.
PRP: Use Oracle Content Manager
Allows the administrator to determine the level of integration with Oracle Content
Manager (OCM). The profile values are Mandatory, Optional, and No. If the profile
option is set to Mandatory, users can select files from the OCM Library or Folders. When
adding files from the desktop, users must store the file in an OCM Folder. If the profile
option is set to Optional, users have the option to store the file added from the desktop into
an OCM Folder. User can select files from the OCM Library or Folders and add them to a
proposal. If the profile option is set to No, users cannot select files from the OCM Library
or Folders, nor can they store desktop files in OCM.
Profile Options in Oracle Content Manager
IBC: Use Access Control
To remain consistent with Oracle Content Manager's (OCM) security, Oracle Proposals
honors this profile. If this profile is set to Yes, OCM will take into account the
permissions set at the folder and category levels and Proposals users will need the
appropriate permissions to update, view, upload, etc. files in the OCM folders and library.
If the profile is set to No, OCM does not look at the permissions and gives full access to
the folders and categories. Proposals users will have the ability to access any
folder/category and will be able to upload/view/update to any folder.
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Oracle Proposals
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IBC: Default Home Folder

Determines which folder in Oracle Content Manager (OCM) will be the default folder for
users to store files.
Profile Options in Oracle Trading Community Architecture
HZ: Enable DQM Party Search
Determines whether users in Oracle Proposals can utilize Data Quality Management
(DQM) for customer and contact searches. DQM is a tool that can be used to help keep
data clean by minimizing the creation of duplicate parties. If the profile option is set to
No, the Oracle Proposals search for customers and contacts is a simple LOV. If the profile
option is set to Yes, the Oracle Proposals customer and contact searches display additional
parameters from DQM by which to search.
Specific Oracle Trading Community Architecture (TCA) profile options must be set
during Oracle Proposals implementation. If the profile option, HZ: Enable DQM Party
Search is set to Yes, match rules are set for the following profile options that determine
the search criteria available to users:
- HZ: Match Rule for Organization Advanced Search
- HZ: Match Rule for Organization Simple Search
- HZ: Match Rule for Person Advanced Search
- HZ: Match Rule for Person Simple Search
Run the following concurrent programs.
DQM Compile All Rules
DQM Staging Program
DQM Synchronization Program
DQM Index Creation Program
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Summary
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Oracle Proposals
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Quoting with
noSales Contracts
a
and Incentive
eCompensation
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Quoting with Sales Contracts and Incentive Compensation

Chapter 11 - Page 1
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Chapter 11 - Page 2
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Chapter 11 - Page 3
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Objectives
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Chapter 11 - Page 4
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Overview of Oracle Quoting
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Overview
L of Oracle Quoting
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ag Oracle Quoting users can create quotes using modifiable templates, add and configure complex
products, and perform real-time global availability checks. Users can accept product trade-ins,
assign sales credits, and manually adjust prices. Quoting integration with Oracle Sales
Contracts allows users to negotiate a quote with contract terms and conditions. Complex
customer approval chains are supported and users can view and change customers' existing
installation information, publish and print quotes, and eventually convert quotes to orders.
Oracle Quoting is available with an HTML and a Forms user interface. Oracle Quoting-HTML
is integrated with Oracle Sales and Oracle Quoting-Forms with Oracle TeleSales.

Chapter 11 - Page 5
Quoting Key Features
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KeyLFeatures
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ag Oracle Quoting delivers the key functionality required for sales representatives and managers
to provide the customer with cost and product information accurately, consistently, and
quickly.
Some features include:
Create Quotes from Templates (HTML only)
In Oracle Quoting (HTML UI), you can create quote templates that predefine products and
quantities thus automating recurrent quote content.
Create Multiple Quote Versions
Oracle Quoting allows you to create multiple versions of the same quote allowing you to
adjust prices, discounts and quantities.
Add Configured Products to Quote
By integrating with Oracle Configurator, Oracle Quoting allows sales representatives to
configure complex model items on a quote line.

Chapter 11 - Page 6
Set Up Quote Status and Transition Model

The status of a quote indicates the evolution of a quote from the initial offer to order
placement. Quote status and transitions reflect your sales process. Oracle Quoting allows
you to customize the quote status names and the transition model.
Quote Security
Quote security determines the access level you have to quotes and the functionality you
can perform on the quote.
Initiate Quote Approvals
By integrating with Oracle Approvals Management (OAM) engine, Oracle Quoting allows
you to define conditions and rules for requiring quote approvals.
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Chapter 11 - Page 7
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Quoting Key Features
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Quote Status and Transitions
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Quote
L Status and Transitions
d
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ag Oracle Quoting is delivered with predefined quote statuses. You can define new quote statuses
to reflect your business processes.

If a status is user maintainable, the application administrator can modify any attribute of the
status. If a status is not user maintainable, it means that:
The application administrator cannot remove the status from the system.
The application administrator cannot change any attribute of the status except the name
appearing in the status list of values
Users with the System Administrator responsibility can define an Oracle Quoting default quote
status using the profile option ASO: Default Quote Status. This default status is applicable to
new quotes as well as to new versions of existing quotes.

Chapter 11 - Page 9
Set Up Quote Status
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Set L
Up Quote Status
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ag You cannot create new transitions to the following statuses:
Approval Canceled
Approval Rejected
Approved
Store Draft
You cannot create new transitions from the following statuses:
Approval Pending
Order Submitted
Store Draft

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Quoting Parameters
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Set L
Up Quoting Parameters
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Determines how the order will be processed in Oracle Order Management. Order types are
set up in Oracle Order Management.
Default Salesrep
Provides a default sales representative on the quote, if the logged-in user is not a valid
sales representative. If you are integrating with Oracle Territory Manager, setting this
parameter is mandatory.
Default Sales Group
Populates the primary sales representative group when the primary sales representative
defaults from the Quoting parameter Default Salesrep. This group must be a sales group
with the usage "Sales and TeleSales". Ensure that the selection is valid for the sales
representative selected in the Default Salesrep parameter.
Default Sales Role
Determines the initial role assignment for the primary salesperson defaulted from the
Default Salesrep Quoting parameter. Valid values are all roles for the resource selected in

the Default Salesrep parameter, of role type Sales, TeleSales, and Partner Relationship
Management.
Default Contract Template
Determines the default contract template for standard contract terms to be included on a
quote.
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Set Up Quoting Parameters
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Set L
Up Quoting Parameters
d
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ag Use the following steps to set up Quoting parameters:
1. In the Find Organization dialog box, specify the operating unit for which you want to set
the parameters in the Name field.
2. For Organization Classification Name, select Operating Unit.
3. Click Find.
4. From the Organization Classifications section, select Operating Unit.
Ensure that the Enabled checkbox is selected.
5. Click Others.
6. From the Additional Organization Information dialog box, select Quoting Parameters.
Click inside the Quoting Parameters field to display the Quoting Parameters dialog box
with the following fields:
Operating Unit - Select the same Operating Unit that you selected in Step 1 above.
Default Order Type
Default Salesrep
Default Sales Group

Default Sales Role

Default Contract Template
7. Specify a value for each of the parameters using the respective LOVs.
The LOVs for the Default Order Type, Default Salesrep, and Default Contract Template
are filtered by the selected operating unit. The LOVs for the Default Sales Group and
Default Sales Role are based on the Default Salesrep parameter.
8. Click OK to save your changes.
You must perform the above procedure to set the Quoting parameters for each operating
unit in your organization.
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Set Up Account Creation Requirements
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Set L
Up Account Creation Requirements
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ag Depending on how you set the profile ASO: Auto Account Creation, you can set up account
restriction in the following ways:

Always create accounts Accounts are created for customers when the quote is saved.
Create accounts as necessary Accounts are created only when a quote is web published
or when a quote is converted into an order.
Create accounts only when Place Order Accounts are created only when the quote is
converted into an order.

Set Up TCA SmartMatch
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Set L
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ag In order for Quoting to use DQM, the following profiles must be set:
HZ: Default Party Type

HZ: Enable DQM Party Search
HZ: Match Rule for Organization Simple Search
HZ: Match Rule for Organization Advanced Search
HZ: Match Rule for Organization Duplicate Prevention
HZ: Match Rule for Person Simple Search
HZ: Match Rule for Person Advanced Search
HZ: Match Rule for Person Duplicate Prevention

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Defaulting Rules
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Components of a Defaulting Rule
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Components
of a Defaulting Rule
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Entities represent specific flows in Oracle Quoting when defaulting should occur. The
entities in Quoting are Quote Header, Quote Line, and Quote Oppty.
Defaulting Condition Templates
Act like top-level filters based on which corresponding defaulting rules are executed.
Entities are the conditions for the filters. Each entity contains attributes. Defaulting rules
are applicable to these attributes within an entity.
Attributes
Attributes are individual fields in the quote. Defaulting rules are created for some of the
quote attributes. The defaulting rule indicates what the default value for the attribute
should be and the source from where it should be derived. Based on the defaulting
condition, the corresponding defaulting rule is chosen for the attribute.
Source Types
The source types provide default values for the quote attributes. The following are the
seeded source types for Oracle Quoting.
- Same Record

- System Variable
- Constant Value
- Profile Option
- PL/SQL API
- Related Record
For more information, see the Oracle Quoting Implementation Guide.
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Set Up Defaulting Rules
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Set L
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ag Refer the Order Management Implementation Manual for detailed steps on creating defaulting
rules.

Quoting and Sales Contracts Integration
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Contract Terms Library Setup
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Contract
L Terms Library Setup
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ag The contract terms library supports the following:
Creating and managing the standard clauses in your organization that form the basis of
your contract negotiations on a quote
Ability to assemble these standard clauses on templates including controlling whether
these clauses need to be mandatory when applied on a contract
Ability to create and manage corporate policy rules that drive additional clause selection
on quotes as well as identifying any policy deviations from standards on a quote
Refer the Oracle Sales Contracts Implementation and Administration Guide for details on the
contract terms library.

Authoring Contract Terms
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Authoring
L Contract Terms
d
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ag There are two levels of access for contract terms authoring. Oracle Quoting passes the level to
Sales Contracts appropriate to the status of the quote and quote security setup.
Update - Used if the quote is updateable. The user can make changes to the contract terms.
View - Users can only view the quote and the contract terms on the quote. No updates are
allowed, except to add or modify document attachments.
.

Validation of Contract Terms
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Validation
L of Contract Terms
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ag Validation is performed prior to the following status transitions and Quoting functions:
Approval Submission
Print Quote
Web Publishing a quote (with contract terms) to iStore
You can also run validation manually from the Contract Terms page. Upon completion, Oracle
Quoting lists all warnings that occurred during validation. You can choose whether you want to
fix warnings. For more information on warnings, see the Oracle Sales Contracts
Implementation and Administration Guide.
Note: Although it is not required, it is strongly recommended that Approvals functionality is
implemented with Sales Contracts integration.

Enabling Sales Contracts in Quoting
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Enabling
L Sales Contracts
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ag Set up approval rules using these seeded attributes
Clause Changes from the Contract Template - Clauses manually added/removed from a Quote
or new clauses added to a template after instantiation. Possible values are:
NO_CHANGE - No change from template
ARTICLES_CHANGED - Clauses changed from template
Non-Standard Terms - Clauses that have been newly authored or standard clauses modified
from the contract library. Possible values are:
NONE - No clauses exist
ONLY_STANDARD - Only standard clauses exist
NON_STANDARD - Contains non-standard clauses
Contract Terms Source - Determines if the Terms and Conditions on the quote are derived
from structured terms or an attached document.
Contract Authoring Party - Determines whether the Terms and Conditions have been authored
internally or by the customer.

For information on setting up approval rules, see the Oracle Approvals Management
Implementation Guide.
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Quoting and Incentive Compensation Integration
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Sales Credit Allocation
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Sales
L Credit Allocation
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ag When a sales credit allocation is initiated, Quoting calls the OIC Sales Credit Allocation (SCA)
Engine. Quoting passes the following information to the sales credit allocation engine:
Transaction Source Oracle Quoting
Resource ID for each eligible credit receiver
Role ID for each eligible credit receiver
Date SYSDATE
You can also use an external credit engine for sales credit allocations.

Sales Credit Allocation Rules
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Sales
L Credit Allocation Rules
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ag For more information on the seeded attributes for the Quoting transaction source, see the
section on Seeded Attributes in the Oracle Quoting Implementation Guide.

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Sales Credit Allocation - Eligibility
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Set Up Sales Credit Allocation
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Set L
Up Sales Credit Allocation
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ag Sales Credit Allocation Profile Options
Set the profile ASO: Automatic Sales Credit Allocation. If set to Full, the sales credit
allocation engine is called upon placing an order. Therefore, if a user has manually entered
sales credits, the manual entries may be replaced when placing an order.
Set the profile ASO: Run Sales Credit Update for Quote Lines. This profile determines
whether a call to the sales credit allocation engine updates the entire quote or just the
header.
Set the profile option ASO: Security Enable From API to Yes.
Sales Credit Allocation Rules
When setting up credit rules, ensure that:
Credit rules' attributes and roles in OIC are synchronized with territories qualifiers and
roles in Territory Manager. For example, if the Territory Manager set up assigns the Sales
Role to quotes for the customer Business World, then credit rules with Business World
selected for the attribute Customer Name should assign credit for this role.

For credit rules with the Transaction Source as Oracle Quoting, only the following role
types should be assigned sales credit:
- Sales
- TeleSales
- Partner Relationship Management
If you specify roles of other types in a credit rule, the credit allocated for these roles
will not be assigned to anyone on the quote.
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Projected Commission
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Projected
L Commission
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ag Quoting passes the following information to OIC for each quote line:
Resource ID
Product ID
Date
Currency Code of quote
Amount A line's amount = Total Selling Price * (the user's Revenue Sales Credit
Percentage + the user's Non-Revenue Sales Credit Percentage); if the user is not a sales
credit receiver, the Amount is zero
OIC returns the projected commission per line for the user. The quote level commission is then
calculated by adding the lines' projected commissions. Projected commission for a category is
calculated by adding the projected commissions for lines with a product in that category. The
categories are derived from the profile option ASO: Category Set or if this profile is null, the
default category set for the Order Management functional area.
Note: If the applicable category set allows products to belong to multiple categories, Quoting
will not calculate or display commission totals per product category. This is due to the fact that

category-level commission calculations would count a given line multiple times if a product
belonged to multiple categories.
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Set Up Projected Commission
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Set L
Up Projected Commission
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ag Projected Commission Profiles
ASO: Automatic Sales Credit Allocation - Determines if and when Quoting calls the
sales credit allocation engine to get sales credit receivers and percentages.
ASO: Automatic Sales Team Assignment - Determines if and when Quoting calls
Territory Manager to assign sales teams to quotes.
ASO: Calculate Projected Commission - Determines if projected commission is available
in Quoting. By default, this is set to No.
Multi Organization (MO) Profile Options - Verify or set the MO: Operating Unit
profile option to the appropriate operating unit at the responsibility level. Mandatory
profile option.
ASO: Modify Sales Credits - Allows the user to modify the sales credit recipients. By
default, this is set to Yes.
ASO: Run Sales Credit Update for Quote Line - Determines whether a call to the sales
credit allocation engine updates the entire quote or just the header. By default, this is set to
No.

ASO: View Sales Credits - Allows the user to view the sales credit recipients. By default,
this is set to Yes.
Refer the Oracle Incentive Compensation Implementation Guide for more details.
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Create a Quote
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Create
L a Quote
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ag Quotes can be created in either the HTML UI or the Forms UI.
Source Name refers to various marketing sources, such as campaign, that are set up in
Oracle Marketing. If the quote is created from an opportunity, the source name defaults
from Oracle Sales. If you are creating a quote directly, you can specify a source name in
this field.
Creating a Quote from an Opportunity - To create a quote from an opportunity, you must
be logged into Oracle Sales or Oracle TeleSales. You must either use an existing
opportunity or create a new one.
Note: The profile option ASO: New Quote Security must be set to No at the appropriate level
to create new, standalone quotes. If set to Yes, you cannot create new quotes but you can create
quotes from opportunities.

Mandatory Dependencies for Oracle Quoting
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Mandatory
Dependencies
L
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ag Oracle Quoting integrates with many other Oracle applications. Therefore, Oracle Quoting
requires that the following applications be installed and implemented:

Oracle Receivables
Oracle Quoting uses Oracle Receivables to store customer information. Customer
information is stored in the Trading Community Architecture (TCA) schema. Oracle
Receivables also allows you to set up payment terms for your customers.
Oracle Advanced Pricing
Oracle Advanced Pricing allows set up of price lists, discounts, adjustments, and
promotions.
Oracle Bill of Materials
Oracle Bills of Material (BOM) stores lists of items (products) associated with a parent
item and information about each items relationship with its parent. Oracle Sales family
products support various types of bills of material in their systems.

Oracle General Ledger

Oracle General Ledger (GL) provides business unit information to Oracle E-Business
Suite applications, and provides daily conversion rates for currency conversion.
Oracle Inventory
Oracle Inventory provides the product repository for the Oracle E-Business Suite
applications, enabling features in Quoting, such as Availability to Promise (ATP) and
reservation functions.
Oracle Order Management
Oracle Order Management (OM) processes, records, and tracks customer orders and
shipping details from the Oracle E-Business Suite applications. It also is used to set up
basic pricing.
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Set Up Oracle Quoting Profile Options
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Set L
Up Oracle Quoting Profile Options
d
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ag When implementing Oracle Quoting, you must set specific profile options. Profile options
affect the appearance and performance of the application. Some profile options are mandatory,
others are conditionally mandatory and some are optional.
Refer the Oracle Quoting Implementation Guide for details on profiles.

Summary
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Sales for Handhelds

and
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Salesha
Offlinee
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Chapter
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Sales for Handhelds and Sales Offline
Chapter 12 - Page 1
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Chapter 12 - Page 2
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Chapter 12 - Page 3
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Objectives
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Chapter 12 - Page 4
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Overview of Oracle Sales for Handhelds
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Overview
L of Oracle Sales for Handhelds
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ag The supported browsers are:
Pocket PC handheld devices running Pocket IE on Windows Mobile 2003 or Windows

Mobile 5.0
Palm based handheld devices running Blazer 3.0 browser or higher
Nokia running Internet Browser for HTML 4.01/xHTML on Symbian 7.OS operating
system
Blackberry devices version 4.0 or higher
Chapter 12 - Page 5
Outlook Synchronization
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Outlook
L Synchronization
d
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ag E-mail interactions are flagged in Microsoft Outlook and, upon synchronization, are recorded
in the Oracle Interaction History.
Chapter 12 - Page 6
Synchronization Devices
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Chapter 12 - Page 7
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Alerts
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Alerts
L
d
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ag The listed alerts are seeded in Oracle Workflow and ready to use. Additionally, administrators
can create customized alerts using the extensibility for Oracle Workflow.
Oracle Workflow automates and streamlines business processes both within and beyond your
enterprise, supporting traditional applications based workflow as well as ebusiness integration
workflow. Oracle Workflow lets you include your own PL/SQL procedures or external
functions as activities in your workflows. Without modifying your application code, you can
have your own program run whenever the Workflow Engine detects that your program's
prerequisites are satisfied.
There are several components of the Sales Alerts System that are extensible. You can modify
any step for seeded alerts by replacing shipped nodes with custom nodes. You can also support
entirely new alerts by adding custom nodes for each step of
the process.
Chapter 12 - Page 8
Implementing the Connected Browser
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Implementing
the Connected Browser
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The following profile options are preset, but you can change them to meet your companys
needs.
ASP: Calendar date range
This profile option determines the number of days for which appointments are listed on
the handheld dashboard. The default is 3.
ASP: Maximum number of characters displayed
This profile option determines the number of characters displayed in tables on the
handheld device, after which the data is truncated. The default is 35.
Customize Action Lists
Use lookups to customize the search choice list on the Dashboard page and the action selection
list on other pages. Following are the page names and lookup types:
Appointment Details Page: ASP_APT_DET_PG_NAV
Contact Landing Page: ASP_CTLAND_PG_NAV
Contact: Phone/Email Pages: ASP_CTPHEM_PG_NAV
Chapter 12 - Page 9
Customer Landing Page: ASP_CULAND_PG_NAV

Dashboard Quick Search: ASP_HOME_QSEARCH_TYPE
Opportunity Landing Page: ASP_OPP_LAND_PG_NAV
Task Details Page: ASP_TASK_DET_PG_NAV
Personalize the UI
To optimize the user interface for smaller handheld device screens, some elements are are
hidden, such as tables, table columns, and fields. You can change these settings at the
following levels:
Function: Affects all users with a particular function
Localization: Affects all users for a particular location
Site: Affects all users of the current installation
Organization: Affects all users for a particular business unit (Org)
Responsibility: Affects all users within a particular responsibility
Use the Wireless Sales Administrator responsibility to perform personalization. You must
work on a desktop browser.
The ability to personalize is controlled by the profile option Personalize Self-Service Defn.
Following are some examples of personalizations:
Hide or show regions, fields, and entire tables
Change the order of regions and fields on a page
Change field labels and region headers
Make fields mandatory
Make fields read-only
Use cascading style sheets
Define default values
Provide tip text
Add fields to a region
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Implementing Outlook Synchronization
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Implementing
Outlook Synchronization
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CAC Sync: Contact Sync Mode

Determines if contacts can be synchronized both ways or download only. Choices are
Disabled, Download Only, and Two Way.
Level: Site and application
Default: Download Only at the site level, Two Way at the application level for Oracle
Sales for Handhelds (ASP)
CAC Sync: Include Details
If set to yes, then appointments that are synchronized include appointment details in the
body notes.
Level: Application, Site, Responsibility, and User
Default: Yes at the application level for Oracle Sales for Handhelds
CAC Sync: Include Links

If set to yes, then contacts and appointments synchronized to the offline device include
links to related pages. If set to yes, then CAC Sync: Include Details must also be set to
yes.
Level: Application, Site, User
Default: Yes at the application level for Oracle Sales for Handhelds
CAC Sync: Include Tasks Without Date
If set to yes, then tasks without due dates are included in the synchronization for the user.
Level: Site, Application, Responsibility, and User
Default: Yes at site level, No at the application level for Oracle Sales for Handhelds
CAC Sync: Contact Data Security Definition
For the Oracle Sales for Handhelds and the Oracle Sales applications, set the value to:
oracle.apps.asp.common.util.server.CustomerSecurityAM
This enables adding contacts as attendees for appointments. It enables the Add Contact
button in the Create Appointments page in Oracle Sales.
Level: Application
Default: None
The profile option Task Manager: Default Task Type is already set for application level to
work correctly with synchronization. Please do not change the setting.
Optional Profile Options
The following profile options are defaulted to work correctly. You can change them to fit the
needs of your business.
CAC: Maximum number of Contact Preferences for each user
Users create lists of contacts to include during synchronization. This profile sets the
maximum number of contacts for all users.
Level: Site
Default: 200
CAC Sync: Appointments Category
When appointments are synchronized between Common Application Calendar (CAC) and
Pocket PC or Desktop Outlook, the appointments from Oracle Sales are placed in the
category specified in this profile option. If this profile option is changed after the initial
implementation, then users must perform a Full Synchronization.
Level: Site
Default: Oracle Appointments
CAC Sync: Contacts Category
When contacts are synchronized between Common Application Calendar and Pocket PC
or Desktop Outlook, the contacts from Oracle Sales are placed in the category specified in
this profile option. If this profile option is changed after the initial implementation, then
users must perform a Full Synchronization.
Level: Site
Default: Oracle Contacts
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CAC Sync: Tasks Category

When tasks are synchronized between Common Application Calendar and Pocket PC or
Desktop Outlook, the tasks from Oracle Sales are placed in the category specified in this
profile option. If this profile option is changed after the initial implementation, then users
must perform a Full Synchronization.
Level: Site
Default: Oracle Tasks
CAC Sync: Conflict Category
This is the category that stores duplicate information when there are conflicts during
synchronization.
Level: Site
Default: Oracle Conflicts
CAC Sync: Days Before
The number of days set here determines the number of past days for which tasks and
appointments are synchronized from the server to the client during initial (full)
synchronization. Tasks and appointments due or occurring within the previous x days as
well as tasks and appointments due or occurring anytime in the future are included.
Recommend using between 7 and 21 days. There are no limits for synchronizing from the
client to the server.
Level: Site, User. This profile can also be set by users.
Default: 14
ASP: Email Interaction: Flagged Category
This is the category name for e-mails that are marked in Desktop Outlook to be added to
interaction history in Oracle Sales when synchronized. If you change this category, then
users must perform a full synchronization to update their clients.
Level: Site
Default: Marked for Logging
ASP: Email Interaction: Recorded Category
This is the category name for e-mails that were successfully synchronized from Desktop
Outlook to be added to interaction history in Oracle Sales. If you change this category,
then users must perform a full synchronization to update their clients.
Level: Site
Default: Logged in Oracle
Enable Outlook Preferences Menu
This menu contains the functions for setting up the contact list and downloading clients. Add
the submenu for Outlook Synchronization to the ASN menu ASN_HOME_MENU. The
submenu to add is ASP: Outlook Synchronization Preferences Container Menu
(ASP_OUTLOOK_SYNC_PRF_CONTAINER).
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Overview of Oracle Sales Offline
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Overview
L of Oracle Sales Offline
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you are on the road. You can access detailed customer information, product interests, and notes
about customers. Contact information allows sales representatives to identify key players
within their accounts and share that information with other members of the sales team.
Sales Offline is a mobile application that imports and exports (synchronizes) information from
an Oracle enterprise database, to allow you to work in a disconnected mode. The application
allows you to view and/or update your sales information remotely via your laptop computer.
You can add, view and edit customers, opportunities, leads, quotes, and tasks right from your
laptop, saving the changes for upload later. When a connection is available you can
synchronize data with the Oracle enterprise database.
Oracle Sales Offline offers sales organizations the functionality required in an interface that is
both familiar and effective. Leveraging the capabilities of desktop applications, Oracle has
designed a template that provides sales organizations a way to manage sales information
without the need to install additional software. The template is easily downloaded from Oracle
Sales and provides upload/download data capabilities. Oracle Sales Offline provides you with
the ability to view and edit sales information, while your support organization does not have to
support any additional technical software on the laptops.
One of the most important features of Oracle Sales Offline is the display of conflict resolution
and new items. The Home Tab of Oracle Sales Offline is the first window visible in the
application, and lists newly added or changed records during the last synchronization. Initially,
the Home tab does not list any records. New or changed items are listed as the result of
subsequent synchronizations. Records are listed in the various tables, depending on the source
of the record. The Conflict Resolution subtab is available in the Home Tab. A conflict occurs
when the same record has been modified in an online application as well as in Sales Offline.
The conflict resolution sheet displays conflicting records that occurred during synchronization,
and provides a side-by-side comparison of the local client record and the associated server
record. You can correct conflicting records and reapply to the enterprise database or discard the
conflicting records directly through Sales Offline.
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Sales Offline Profile Options
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Sales
L Offline Profile Options
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Oracle Sales, and Web ADI, if they are established in the online applications.
The following are additional Sales Offline specific profiles which you may set:
General System Profiles
ASL: Campaign Code Download Threshold
Determines the number of campaign (source/offer) codes to download.
ASL: Excel Debug
If set to Yes, debug option is turned on and the application creates a log file on the server
when a user downloads a new Oracle Sales Offline template or performs a synchronization
in Oracle Sales Offline. The log file is created in a directory on the middle tier. The
location of that directory is specified by the Jserv parameter
service.Logging.common.filename, along with a log type. The format of the file name is
ASL_<username>_<log-type>_<sessionID>.log.
ASL: Download Service Items
Set this profile to Yes if you want to download service items for the Quoting module.
ASL: Excel Server Host

Oracle Sales Offline supports multi-node/load balanced installations. You can use any
load balancing technique, for example, DNS layer, Http layer, Apache JServ layer, or
hardware load balancer. Set this value in a multi-node load balanced environment to
override the server name defaulted in Oracle Sales Offline template. The profile must be
set to the external host name.
ASL: Excel Server Port
Oracle Sales Offline supports multi-node/load balanced installations. You can use any
load balancing technique, for example, DNS layer, Http layer, Apache JServ layer, or
hardware load balancer. Set this value in a multi-node load balanced environment to
override the server port defaulted in Oracle Sales Offline template. The profile must be set
to the external port number.
ASL: Excel SSL Acceleration On
Set this profile to Yes if the environment has SSL enabled.
ASL: Turn On SQL Trace
If set to Yes, a SQL trace file is created for each synchronization in Oracle Sales Offline.
Enable Timezone Conversions
Set this profile to enable Tasks and Notes to work correctly in Oracle Sales Offline.
User Preference Profiles
These profiles are used for storing user preferences specified in the Sync Preferences window.
No setup is required. Do not change the values of these profiles.
Sync Time Profile
ASL_EXCEL_LAST_SYNC_TIME
This system profile option is used for storing user's last synchronization. Do not change this
profile option.
Price List Lines Profile
ASL: Download ALL_ITEM Price List Lines
This system profile controls the download of price lists to Oracle Sales Offline. The
default is null. Blank indicates that no price lists will download. Yes indicates to
download price lists that have the Mobile Download checkbox selected and the Product
Attribute is set to ALL_ITEMS. No indicates to download price lists that have the Mobile
Download checkbox selected, and to exclude price lists where the Product Attribute is set
to ALL_ITEMS.
Improve Load Time Profiles
You can improve the loading speed of the summary sheets by activating the optimization
profiles listed below. The profiles can be set at the site, application, responsibility, or user
level.
ASL: Summary Hyperlink Optimization
Controls whether the summary sheet loading hyperlink optimization is activated. By
default, this optimization is not activated. If this profile is set to Yes, the hyperlink
optimizations are enabled, and the display screen tips for each hyperlink are removed.
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ASL: Summary Auto Fit Optimization

Controls whether the summary page loading column auto fit optimization is activated. By
default, this optimization is not activated. If this profile is set to Yes, the columns are set
at predefined values selected to optimally accommodate the various data within the
columns.
Synchronization Profile
ASL: Enable Sync Engine
Set this value to Yes to allow data synchronization, and to check whether the current client
template is compatible with the current version of the server. The default value is Yes.
SSL Profile
You can deploy Oracle Sales Offline in a secured environment. In single node installation, you
do not need to set any profiles for SSL. If you are using SSL accelerator, set profile ASL: is
SSL Acceleration on to Yes.
Single Sign On (SSO) Profile
When using Oracle Sales Offline and working in an SSO environment, store the necessary
passwords in FND_USER by setting the profile Application SSO Login Types to Both or
Local.
Quoting Default
The profile ASL: DEFAULT QUOTE CONTACT allows for the defaulting of contacts and
addresses for quotes.
If this profile is set to Yes at the site level, you can customize your quote contacts and
addresses based on business rules as described in the Oracle Sales Offline User Guide. If this
profile is set to No, then the primary contact from the related opportunity will default.
Lead/Opportunity Owner Update
The following two profiles give the login user the privilege to update the Lead/Opportunity
owner:
OS: Privilege to Change Lead Owner
OS: Privilege to Change Opp Owner
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Date Picker
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DateLPicker
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ag The date picker requires the Microsoft Windows Common Controls-2 6.0 (mscomct2.ocx).
In earlier versions of Microsoft office (for example, Office 2000), the mscomct2.ocx is
available with the Microsoft Office installation. However, for later releases of Microsoft Office
(for example, 2002, 2003), the mscomct2.ocx (which supports the date, time and datetime
picker) is not available.
Follow these steps to make the mscomct2.ocx available:
Download the mscomct2.ocx from the Microsoft site to the system32 folder.
Register the mscomct2.ocx by running the following command in Start->Run: regsvr32
"<path of OCX>\mscomct2.ocx"
After successful registration, Open Microsoft Excel. Go to the Menu: Tools -> Macro ->
Security-> Trusted Sources/Publisher tab and check the option "Trust access to Visual
Basic Project".
Reopen the Sales Offline template.
Product Dependencies/Prerequisites
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Product
L Dependencies/Prerequisites
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Oracle Applications
- Oracle Sales
- Oracle Quoting
- Oracle Web Applications Desktop Integrator
Desktop Requirements
- Windows 95/NT/2000/XP operating system
- Microsoft Excel 2000/XP/2003
- Microsoft Internet Explorer
- Licensed copy of WinZip, PKZIP, or WinRAR
- Microsoft Windows Common Controls-2 6.0 (Mscomct2.ocx)
Desktop Recommendations
- 500 mHz or higher processor
- 256 mb RAM or higher
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Summary
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OA Framework
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Personalization
a
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OA Framework Personalization in Oracle Sales
Chapter 13 - Page 1
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Chapter 13 - Page 2
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Chapter 13 - Page 3
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Objectives
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Chapter 13 - Page 4
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Personalize the User Interface
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Personalize
the User Interface
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ag Your organization may want to perform some business analysis before implementing Oracle
Sales in order to personalize the user interface (UI) for your optimum use. The system
administrator can configure the Oracle Sales UI in several areas.
For example, personalization can determine the number of rows displayed in a table (for
example, 10 rows or 20 rows), specify product branding (logo or other branding), or hide or
show parts of the Sales Dashboard and other pages.
Using Oracle Applications (OA) Framework Personalization, the user can customize the
Oracle Sales UI. The ability to personalize is controlled by the profile option, Personalize Selfservice Defn.
For information on customizing the user interface, see the Oracle Applications Framework
Personalization and Extensibility Guide and the Oracle Sales Implementation Guide and
Oracle Sales User Guide.
Chapter 13 - Page 5
Personalization Examples
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Personalization
Examples
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ag To learn more about the Oracle Applications Framework, see the guides available through the
Oracle Application Framework Documentation Resources, Release 12, Oracle MetaLink Note
391554.1.
Chapter 13 - Page 6
Personalization Levels
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Sales Dashboard Page Personalization
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Sales
L Dashboard Page Personalization
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ag Top Customers Tables
The Top Customers table on the Sales Dashboard page is hidden by default. To enable the Top
Customers table on the Sales Dashboard, you must add the contents corresponding to this table
under the appropriate layout using the Page Layout Personalization page of the Sales
Dashboard.
Leads and Opportunities Links Shortcuts
You can use personalization to enable the Leads and Opportunities links in the Shortcuts bin on
the Sales Dashboard.
Full List Button for Leads, Opportunities, Leads by Age, and Top Customers Tables
You can use personalization to enable the Full List button for these tables.
Order By Menu for Top Customers (Organization and Person)
The Order by dropdown menu enables the user to sort the Top Customers by the opportunity
amount or the total order amount. You can use personalization to enable the Order By menu for
this table. The Order By dropdown for Top Customers (Organization) and Top Customers
(Person) are controlled by the ASN_TOP_CUST_ORG_ORDER_BY and
Chapter 13 - Page 8
ASN_TOP_CUST_PER_ORDER_BY lookups respectively. The values for these lookups are

OPPTY_AMOUNT (Total Opportunity Amount) and ORDERED_AMOUNT (Total Ordered).
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Chapter 13 - Page 9
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Personalizations for Customers (Org and Person)
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Personalizations
for Customers (Org and Person)
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ag Implementation of business to business, business to consumer, or blended environments
depend on a combination of the setting of the profile option HZ: Default Party Type and
personalizations.
To implement a business-to-business environment (customer as organization):
This is the default setting in Oracle Sales. You do not have to change the profile option HZ:
Default Party Type or perform personalizations to obtain this implementation.
To implement a business-to-consumer environment (customer as person):
Set the profile option HZ: Default Party Type to Person. Perform personalizations as needed
for your users.
To implement a blended environment, with business-to-business and business-toconsumer:
Set the profile option HZ: Default Party Type to determine the default of the Customer Type
field on the customer search and select pages. Perform personalizations as needed for your
users.
Note: The profile option HZ: Default Party Type must match the personalizations for
customer information, and not conflict with them. For example, do not set this profile option to
Person and then disable the person information for customers.
For more detailed steps on personalization, refer the Oracle Sales Implementation Guide.
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Personalize the Lead, Opportunity, Contact, and Customer

Pages
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the Lead, Opportunity, Contact, and Customer Pages
a
M
Details Tab
Some tabs on the update pages for leads, opportunities, contacts, and customers can be
combined into one Details tab. If you choose to use the Details tab to display information,
use personalization to disable the tabs whose information is contained in the Details tab.
Note that for customer records, Account Plan and Sales Team information cannot be
added to the Details tab, and for contact records, Strategic Information cannot be added to
the Details tab. Tasks can be added if you move them from the Notes and Tasks tab to the
Details tab.
Products Under Contract and Service Summary Tables

The table contents are hidden by default; add these contents to the desired layout using
page layout personalization to make them available for lead, opportunity, and customer
pages.
Lead and Opportunity History Tracking

The View History buttons on Lead and Opportunity Details pages are hidden by default;
use personalization to make it available. For more details, see the Oracle Sales
Implementation Guide.
Budget Amount for Lead

The Budget Amount for leads is hidden by default; use personalization to make it
available.
Lead and Opportunity Response Channel

The Response Channel is hidden by default for both leads and opportunities; use
personalization to make it available.
Contributor in Opportunity Sales Team

Contributor information is hidden by default in Opportunity Sales Team; use
personalization to make it available.
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Projects Table - Opportunity Details

You can add the Projects table content, which is located on the Proposals and Quotes Tab
on the Update Opportunity page, through page layout personalization.
no
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il Opportunity
e
Line-Level Forecasting Supportafor
d
u
t (product-level) forecasting for opportunity
You can use personalizationgtom
add line-level
S
@
s
i
products. This enables
tf the display
thiof Revenue and Non-Revenue information in addition
o
l
e
d
to the default e
sinformation on the Products Tab for Opportunities.
u
g Competitor
a
o
t
m
(
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f
Lo1.t Enable the View menu under the Product subtab on the opportunity details page.
ge
a
M
n
a
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t
n-
2. In the FND lookup type ASN: Display Opportunity Products Additional

Information, enable the lookup code FRCST_DTLS.
Personalize the Forecasting Page
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Personalizing
Forecasting Pages
L
d
e
ag Sales Group Column for Sales Manager's Forecast
You can enable the Sales Group column in the Direct Reports Forecast detail and Opportunity
Forecast detail for sales managers through personalization.
Forecast Type and Non-revenue Type Forecast Parameters
You can enable these parameters on the Forecast page to support non-revenue line-level
(product-level) forecasting through personalization.
Enable Win Probability and Close Date Columns - Forecasting
You can enable these columns and summaries on the Opportunity Forecast Detail page through
personalization.
Export Buttons on Forecast Page
Use personalization to enable the Export Opportunities button on the Forecast page to enable
the download of multiple opportunities into a Web Applications Desktop Integrator (Web ADI)
driven spreadsheet with dynamic download capability. Also, the Export button on the
Opportunity Forecast Details region is enabled through personalization.
Personalize Customer and Contact Searches
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Personalizing
Customer and Contact Searches
L
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e
ag Personalization for Customer and Contact Searches
Modify the match rules that control which search parameters are displayed to users. Note that
only the Name and Related Organization search parameters on the contact search pages search
directly on the contact record.
Personalizing the Customer Region Search Results
In the Customer Search Result region of Oracle Sales, there are two regions, although the user
sees only one table. When personalizing this page, you must ensure that the following two
regions are identical, or the data presentation in the user interface will be inconsistent:
ASNSrchResultsRN
ASNDQMSearchResultsRN
Add Do Not Call Preference for Contacts and Business to Consumer Customers
You can add a Do Not Call preference for contacts who specify that they do not want to
receive telemarketing calls. There is a Restrictions column available on Contact pages that
shows a flag if the contact has requested calling restrictions. The Restrictions column can be
enabled on many pages. Refer the Oracle Sales Implementation Guide for more details.
Customer and Contact Business Activities Plug-Ins

Consultants can provide customized views of business activities for a customer or contact
using a plug-in. See the Customer and Contact Business Activities section in the Oracle Sales
Implementation Guide for details.
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Personalize Lead and Opportunity Searches
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Personalizing
Lead and Opportunity Searches
L
d
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ag Personalization of Saved Searches or Views
Oracle Sales enables users to save sets of search criteria as views. These views control the
display of data in the Leads and Opportunities tables on the Sales Dashboard, and on the Lead
and Opportunity view pages. Users can create personalized views or use the seeded views or
the views created by the administrator.
To create a view, click Personalize in the Leads and Opportunities tables on the Sales
Dashboard, or on the Lead and Opportunity view pages.
Personalization of Search Parameters and Display Columns
You can personalize the search parameters that are available on the leads and opportunities
search pages. The simple search panels have a seeded set of search parameters displayed by
default, and there are additional parameters that are hidden when you first install Oracle Sales.
Using the Oracle Applications Framework personalization tools, you can hide or display
individual search parameters that are most important to your organization. The advanced
search panels can also be personalized in a similar manner. You can also use the
personalization tools to determine which search fields are selective fields (at least one selective
field must be entered by a user before the query can be run).
Personalize at the Region Level
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Personalizing
at the Region Level
L
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ag Update Lead and Opportunity Pages - Show More Details Link
On the Lead and Opportunity Update pages, there is a hide/show region (which the user sees as
the Show More Details link) in the header portion of the pages that you can add so that the user
can hide or show header level flexfields and also select standard header level fields. The
flexfields in the hide/show region can be the same ones shown in the Additional Information
tab, or can be extra fields. The standard header level fields that you choose to put in this region
can be fields that the user uses infrequently.
A field can be displayed in the header region only, or in the hide/show region, but not in both
regions. Also, if two fields are related to each other (for example Sales Methodology and Stage
fields), then these two fields must be displayed together in the same region.
Personalize the Sales Funnel
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Personalize
the Sales Funnel
L
d
e
ag The sales funnel is displayed on the Sales Dashboard and includes four sections you can link to
sales stages. The funnel graphic is limited to only four sections, so if this does not meet your
business needs, you might want to disable the sales funnel completely using personalization.
You can customize the sales funnel and assign one or more sales stages to each section of the
funnel.
To personalize the Sales Funnel:
1. Click the Personalize Page link.
2. Select the Personalization Level as Site: Site and click Go.
3. Click the Contents tab.
Make changes as required.
Note: If you customize the Sales Funnels contents such as its labels, your administrator must
bounce the application server to reflect the changes on the Sales Dashboard.
Summary
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Opportunityno
Reports
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Opportunity Reports
Chapter 14 - Page 1
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Opportunity Reports
Chapter 14 - Page 2
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Opportunity Reports
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Chapter 14 - Page 3
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Objectives
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Chapter 14 - Page 4
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Opportunity Reports
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Oracle
L Sales Reports
d
e
ag Oracle Sales provides reports that give you access to sales transaction information for
opportunities. The information displayed in the reports is determined by the sales

representative and the sales group.
These reports are designed to be used by sales representatives (who use Oracle Sales to
perform various sales tasks), sales managers (who use Oracle Sales for sales supervision and
forecast submission), and Sales Administrators (who use Oracle Sales to perform tasks for the
sales managers). The information in these reports might be of interest to sales representatives,
sales managers, and executives of all levels.
Opportunity Reports
Chapter 14 - Page 5
Opportunity Reports
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Opportunity
Reports
L
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ag Opportunity Summary
Use this report to view opportunity amounts rolled up by product category for specified
opportunity statuses (such as Won, Open, or Lost), as well as aggregated forecast amounts
entered for forecastable opportunities. You can also filter the data based on forecast credit
types (revenue or non-revenue). You can navigate to the Opportunity List report from the
Opportunity Summary report to view the opportunities that are the sources for the summarized
totals.
Opportunity List
Displays key information about the opportunities. It supports the Opportunity Summary report
by displaying the currency amounts for the opportunities.
Opportunity Detail
You can either print or export the report to a file. The information provided in the Opportunity
Detail report is the information that exists for the selected opportunities in Oracle Sales. Access
to opportunity details depends on the security access that you have in Oracle Sales overall.
Opportunity Reports
Chapter 14 - Page 6
Opportunity Aging
This report displays information such as days to close, days past close, as well as opportunity
status.
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Implement Reports: Profile Options
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Implement
Reports: Set Up Profile Options
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ag ASN: Forecast Sales Credit Type
Determines the credit type used for revenue forecasting.

BIS: Base Domain Name Value
Sets the domain name (DNS) value. Enables users to e-mail Oracle Sales Reports.
BIS: Mailing LDAP Server
Sets the LDAP server name. Enables users to e-mail Oracle Sales Reports.
BIS: Mailing SMTP Server
Sets the SMTP server name. Enables users to e-mail Oracle Sales Reports.
CRM BIS: GL Conversion Type
Determines the currency conversion type execute for each currency conversion rate. For
example, Corporate. Normally, this is set at site level.
CRM: BIS: Period Set Name
Determines the period set name for currency conversion rate. For example, Accounting.
Normally, this is set at site level.
Opportunity Reports
Chapter 14 - Page 8
Implement Reports: Lookups
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Implement
Reports: Lookups
L
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ag BIL_TX_WIN_PROB
Used to create the operator drop-down parameter for the Win Probability parameter in
Opportunity List, Opportunity Aging and Opportunity Summary reports.
BIL_TX_WIN_PROB_LK
Used to create the operator drop-down parameter for Total Amount parameter in
Opportunity List report.
To set up these lookups:
Login to Self Service Applications with the Application Developer responsibility.
Navigate to Application : Lookups > Common
Opportunity Reports
Chapter 14 - Page 9
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Implement Reports: Run Concurrent Program
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Implement
Reports: Run Concurrent Program
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ag Run this concurrent program to supply the data for the Days in Status field in the Opportunity
Aging report. Oracle recommends that you run this concurrent program daily. This concurrent
program is used for initial data load as well as for incremental updates.
To run the concurrent program:
Login to Self Service Applications with the Oracle Sales Administrator responsibility.
Navigate to Concurrent Requests > Run
Opportunity Reports
Accessing Reports
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Accessing
Reports
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ag To access the Oracle Sales reports from the Sales Dashboard:
Click the Reports link in Shortcuts.

On the Reports page, choose the report category Opportunity from the menu.
This enables you to access the Opportunity reports.
To run the reports, select parameter values and click Go.
Opportunity Reports
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Appendix - nProduct
Catalog
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Appendix - Product Catalog
Chapter 15 - Page 1
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Objectives
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Product Lifecycle Management
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Product
L Lifecycle Management
d
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ag The Item Catalog contains all the items in the system; other catalogs are a sub-set of the item
catalog. For example the Product Catalog contains all products that are sold. Customers can
also define additional catalogs for browsing and reporting purposes. Each catalog has a
hierarchy of categories containing assigned items. The item catalog and product catalog are
pre-defined catalogs.
Chapter 15 - Page 5
Setting Up Product Catalog for Sales
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Setting
L Up Product Catalog for Sales
d
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ag Inventory
Create inventory items and add them to the price list.

Existing Catalog Mapping
For category mapping in Product Lifecycle Management, Sales and Marketing uses the
Functional Area called Category Mapping.
The Item Categories flexfield, viewed using (N) Setup > Financials > Flexfields > Key >
Segments, contains the segment Product Categories. Segment 1 in Product Categories is
mapped to the Product Reporting Classification value set. These are seeded mappings.
Add Product Catalog Values for New Categories
Find the value set Product Reporting Classification, (N) Setup > Financials > Flexfields >
Validation > Values.
On the Effective Values tab, enter new segment values in the Translated Values, Description
section. These values and descriptions are the ones that show up on the product catalog.
Run the Create Item Categories from Value Set concurrent program.
Chapter 15 - Page 6
Setting Up Product Catalog for Sales (Contd)
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Setting
L Up Product Catalog for Sales (Contd)
d
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ag Add New categories to the Product Catalog
Use the Item Manager responsibility and go to the Setup Workbench.

Choose Product from the list of catalogs.
Select the parent category > Add sub-category > Go.
Find and select one of the segment values you created and apply it as a subcategory of your
selected parent.
Associate Inventory Items to Categories
Use the Development Manager responsibility in Product Lifecycle Management.
Search for an inventory item.
In the Categories subtab, find the Product catalog and then search for and select the correct
category for the inventory item.
Concurrent Program
Run the concurrent request Load Catalog Hierarchy from the Development Manager
responsibility so that the categories defined are made visible in the Sales and Marketing
applications.
Chapter 15 - Page 7
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Copyright 2007, Oracle. All rights reserved.

Overview of Lead to Order Process ...............................................................................................................1-1

Sales Security ...................................................................................................................................................3-1

R12 Oracle Sales Fundamentals Ed 1 Table of Contents

Define Resource Groups................................................................................................................................3-25

Leads Data Quality ........................................................................................................................................5-15

Opportunity Management ..............................................................................................................................6-1

R12 Oracle Sales Fundamentals Ed 1 Table of Contents

Forecasting in Oracle Sales.............................................................................................................................7-1

Sales Supplements in Oracle Sales ................................................................................................................8-3

R12 Oracle Sales Fundamentals Ed 1 Table of Contents

Enable Matching Attributes...........................................................................................................................9-10

Oracle Proposals ..............................................................................................................................................10-1

Quoting with Sales Contracts and Incentive Compensation........................................................................11-1

R12 Oracle Sales Fundamentals Ed 1 Table of Contents

Set Up Defaulting Rules ................................................................................................................................11-20

Opportunity Reports .......................................................................................................................................14-1

R12 Oracle Sales Fundamentals Ed 1 Table of Contents

Appendix - Product Catalog ...........................................................................................................................15-1

Copyright Oracle, 2007. All rights reserved.

R12 Oracle Sales Fundamentals Ed 1 Table of Contents

Before You Begin This Course

Working experience with implementing Oracle Sales products

Oracle Trading Community Architecture

Oracle Multiple Organizations

Common CRM Components Calendar, Notes, Tasks

Copyright Oracle, 2007. All rights reserved.

R12 Oracle Sales Fundamentals Ed 1 Table of Contents

Oracle Sales Implementation Guide

Oracle Sales User Guide

Oracle TeleSales Implementation Guide

Oracle TeleSales User Guide

Oracle Sales Offline Implementation Guide

Oracle Sales Offline User Guide

Oracle Sales for Handhelds Implementation Guide

Oracle Sales for Handhelds User Guide

Oracle Leads Management Implementation and

International Oracle Users Group (IOUG) articles

Copyright Oracle, 2007. All rights reserved.

R12 Oracle Sales Fundamentals Ed 1 Table of Contents

Typographic Conventions in Text

Click the Executable button.

This subject is covered in Unit II, Lesson 3, Working with

Use the SELECT command to view information stored in the

Copyright Oracle, 2007. All rights reserved.

R12 Oracle Sales Fundamentals Ed 1 Table of Contents

Typographic Conventions in Code

DROP USER scott

CREATE ROLE role

SQL commands and SELECT userid

Typographic Conventions in Oracle Application Navigation

(B) Click the Approve button.

R12 Oracle Sales Fundamentals Ed 1 Table of Contents

Typographical Conventions in Oracle Application Help System Paths

Under the General Ledger entry, expand Journals.

Under Journals, select Enter Journals.

Copyright Oracle, 2007. All rights reserved.

R12 Oracle Sales Fundamentals Ed 1 Table of Contents

Copyright Oracle, 2007. All rights reserved.

R12 Oracle Sales Fundamentals Ed 1 Table of Contents

Copyright Oracle, 2007. All rights reserved.

Overview of Lead to Order Process

Copyright Oracle, 2007. All rights reserved.