Oracle B10553-01 Manual do Utilizador descarregar pdf (Página 45)

Sales Territory Planning Example

Phase I: Territory Planning 4-9

4.2.7 Step 7: How to implement geographic territories

What geographic qualifier will you use? The decision is based on what granularity

is used to distribute your geographies. Do you distribute by entire states or

provinces or postal codes? If you distribute by postal code, your geographic

qualifier should be POSTAL CODE. Other options include STATE, PROVINCE,

CITY, COUNTY, COUNTRY and AREA CODE.

The US and Canada each have separate general business telesales forces responsible

for all remaining non-named accounts in a particular geography. The US will have 6

geographic territories as children of the US Geographies territory. Canada will have

3 geographic territories as children of the CAN Geographies territory. Each

geographic territory will have transactional qualifier rules of the contained zip

codes or postal codes and be assigned to a general business telesales representative.

All telesales reps will be associated to territories with customer, lead, and

opportunity access.

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Oracle B10553-01 Manual do Utilizador Página 45