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Phase III: Creating Named Account Territories 6-1

Phase III: Creating Named Account

Territories

This chapter covers the following topics for Phase III: Creating Territories:

■ Section 6.1, "Overview of Creating Named Account Territories"

■ Section 6.2, "Named Account Territory Process"

■ Section 6.3, "Migrating from Existing Territories to Named Account Territories"

■ Section 6.4, "Enabling Qualifiers"

■ Section 6.5, "Creating a Parent Territory"

■ Section 6.6, "Creating Territory Groups"

■ Section 6.7, "Defining Named Account Rules"

■ Section 6.8, "Assigning the Sales Team to Named Accounts"

■ Section 6.9, "Running Concurrent Programs"

■ Section 6.10, "Usage Implementation"

6.1 Overview of Creating Named Account Territories

Named accounts are centrally defined, associated to sales groups, and distributed

from the top down to individual salespersons. Named account territories apply to

the Sales and TeleSales usage only.

A company can have multiple sales forces each with their own roles, exception

handling rules, sales hierarchies, and sets of named accounts. These are loosely

associated to territory groups. Planning considerations should be evaluated in the

determination of territory groups.

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Oracle B10553-01 Manual do Utilizador Página 77