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A sales territory is defined in Group Administration-Positions by a Siebel position. Creating parent positions creates the sales force hierarchy. Up to 10 levels of sales force hierarchy are supported by the application. Employees should be assigned to positions to populate employee hierarchy.
Position Types need to be set up according to compensation type (Rx or sales) only at the sales territory level. A district manager does not need to have a Position Type assigned to it. Sales Allocation needs to be exposed on the list to enter script compensation percentages (Rx or Sales) associated with each territory. For example, if all sales representatives receive 100% of the Rx on a ZIP Code, no action is needed or Position Type = Sales Representative can be assigned to the position.
Seed data on the Position Type list of values has been enhanced to include types for mirror, job share, and swat. Typically, both mirror and job share represent a position that receives less than 100% of the total scripts on a ZIP Code.
A sales territory alignment is the relationship of ZIP Code-to-territory or brick-to-territory. The alignment relationship is created in Siebel Assignment Manager under Assignment Administration-Territories, as shown in Table 91.
The product hierarchy requires customer products (products of the company who licensed the software) to have predefined product types as shown in Table 92.
NOTE: Competitive products should use the product type Competitor. Competitor product hierarchies are set up using parent product relationships exclusively and should not have product levels assigned to them.
Product costs for customer products (that is, products of the company that licensed the software) require population in the Product Administration, Product Form, as shown in Table 93.
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