This chapter covers the following topics:
Integration with Oracle Territory Manager allows Quoting to ensure that the correct resources can access a quote. This integration is controlled by the profile option ASO: Automatic Sales Team Assignment. If set to Partial, Quoting calls Territory Manager to assign the sales teams at quote creation, and on user request. If set to Full, Quoting calls Territory Manager to assign the sales team at quote creation, order submission, and on user request.
Note: If this profile option is set to either Full or Partial and sales credit allocation is also enabled, Quoting calls Territory Manager for sales team assignments when a user requests a sales credit update.
Sales teams and territories are set up in Oracle Territory Manager. You can use Territory Manager’s account-based and geography-based territories, or you can specify a territory as valid for quote assignment and set up territories based on products as well as customers and geography.
Quoting then uses these territories to derive sales teams for quotes. The following diagram shows how Quoting determines the initial quote sales team.
The following diagram shows how Quoting assigns the sales team upon user request.
Quoting calls Territory Manager to determine the appropriate sales team, including the following information for each resource:
Resource
Group
Role — Only appears in the UI if Automatic Sales Credit Allocation is enabled
Territory ID — Territory ID does not appear in the UI. It is only stored in the database for reporting purposes.
Full Access Flag
Note: During assignment, Territory Manager may return multiple instances of a resource with different role/group combinations. In this instance, Quoting will randomly select one role-group combination to populate the resource’s sales team details. On subsequent calls, if an existing resource does not have the Do Not Reassign flag selected, Quoting will keep the existing role-group combination only if Territory Manager returns that combination for the resource. If the role-group data does not match any combination returned by Territory Manager, Quoting will select a new combination randomly.
This program updates the Quoting sales teams based on any territory changes made in Oracle Territory Manager. Users with the Sales Administrator responsibility can schedule to run the concurrent program.
The Do Not Reassign flag indicates whether a resource will be preserved on the sales team during sales team assignment. Any resource without the Do Not Reassign flag enabled will only remain on the quote sales team if the Territory Manager reassigns them. This includes the quote creator and primary salesperson. Additionally, if the Do Not Reassign flag is selected for a resource on the sales team, the Full Access flag, role, and group will also not change based on Territory Manager settings.
If ASO: Automatic Sales Team Assignment is set to Full or Partial, the Primary Salesperson is selected at quote creation as follows, regardless of whether the quote is created standalone, from an opportunity, or from a template.
If the quote creator is a valid sales representative, the quote creator becomes the primary salesperson.
If the quote creator is not a valid sales representative, the primary salesperson is selected randomly from valid sales representatives on the team with full access.
If there are no valid sales representatives on the sales team with full access, the primary salesperson defaults from the Default Salesrep system parameter. This resource is added to the sales team with the Full Access flag selected.
If the resource previously selected as primary salesperson is removed from the sales team during automatic sales team reassignment, a new primary salesperson is selected randomly from the sales team members that are valid sales representatives and have the Full Access flag selected. If none of the assigned resources meet the criteria, the primary salesperson is defaulted from the Default Salesrep system parameter.
Depending on the value set for the profile option ASO: Automatic Sales Team Assignment, the sales team assignment process can be automatically triggered. Refer to Overview of Sales Team Assignments for more information.
Prerequisites
ASO: Automatic Sales Team Assignment must be set to Full or Partial.
The quote must be updateable.
The user must have update access to the quote.
To manually call Territory Manager for sales team assignment, navigate to Quoting > Sales Team
Field Behavior
Reassign Team
Quoting calls Territory Manager, which updates the sales team resources and their information. If Territory Manager does not assign valid resources for the sales team, the quote sales team will not be updated. It will remain the same as it was before the reassignment request.
Through integration with Oracle Incentive Compensation (OIC) or another sales credit allocation engine, you can automatically determine sales credit allocations for quotes. After updating the sales team using Oracle Territory Manager, Quoting will pass the sales representatives and their roles to the sales credit allocation engine. The sales credit allocation engine then returns the allocations based on administrator-defined rules.
Note: You can choose to implement this functionality using an alternate sales credit allocation engine. See the Oracle Quoting Implementation Guide for more information.
Sales credit allocations take place when requested by the user and/or at order submission, depending on the value of the profile option ASO: Automatic Sales Credit Allocation. Refer to the Oracle Quoting Implementation Guide for more information.
Note: Sales credit allocation must be used in conjunction with automatic sales team assignment. Therefore, if ASO: Automatic Sales Credit Allocation is set to Full or Partial, then ASO: Automatic Sales Team Assignment must also be set to Full or Partial respectively.
It is particularly important that sales credit allocations are correct when an order is placed. Therefore, you can enable Quoting to automatically call the sales credit allocation engine when you attempt to submit an order.
Depending on setup, sales credit allocation takes place either at the header level or header and line level. Upon sales credit update request, Quoting calls Territory Manager to update the sales team. The eligible resources and their roles are then passed to the sales credit allocation engine. The sales credit allocation engine determines the credit distribution. The quote is then updated with this distribution.
To be eligible to receive sales credit allocations, a resource must:
Be a valid sales representative
Be on the quote’s sales team
Have a specified role on the team
Note: Only roles of role type Sales, TeleSales, Field Sales, or Partners Relationship Management can be specified on the sales team.
You can manually enter sales credit information for sales representatives that do not meet these criteria. See Adding a Resource to the Quote Sales Team for more information.
Once Quoting determines which sales representatives are eligible, it passes the resources and roles to the sales credit allocation engine. In turn, the sales credit allocation engine returns the following information for each receiver:
Resource
Revenue Type
Credit Allocation Percentage
If the sales credit allocation engine returns revenue credits totalling less than 100% but more than 0%, Quoting will assign the remainder of the revenue credit to the primary salesperson. If you are using the OIC sales credit allocation engine, this may happen when the OIC profile option Total Rev% is not 100 is set to No Operation. This profile can also be set to the following values:
Even distribution — The remaining revenue percentage will be distributed evenly among the existing sales roles
Weighted Average — The remaining revenue percentage will be based on a weighted average
Custom — Custom code can be added
If the sales credit allocation engine returns revenue credits totalling 0% or null, Quoting will not uptake the transaction’s credits. This error should not happen if you ensure that a credit rule will always qualify for each transaction and that at least one role in a quote matches a role in the winning credit rule.
Note: For each revenue credit receiver returned by the sales credit allocation engine, Quoting defaults the credit type from the first OM quota sales credit type. For each non-revenue receiver, Quoting defaults the first OM non-quota credit type.
The ASO: Automatic Sales Credit Allocation profile must be set to Partial or Full
The ASO: Automatic Sales Team Assignment profile must be set to Partial or Full
The quote must have at least one line
The Pricing Status must be Complete
The quote must have a Primary Salesperson
To allocate sales credits per line, the ASO: Run Sales Credit Update for Quote Lines profile must be set to Yes.
The user has Update access and the quote is updateable.
To perform a sales credit allocation, select Update Sales Credits from the Actions LOV.
Several sales credit types can be defined in Oracle Order Management. Each sales credit type is either revenue or non-revenue. The sum of the allocations of revenue sales credit types must equal 100% in a quote.
Automatic sales credit allocation does not need to be disabled to enter manual sales credits.
Note: If the profile option ASO: Automatic Sales Credit Allocation is set to Full, the sales credit allocation engine is called upon placing an order. Therefore, if a user has manually entered sales credits, they may be lost when placing an order.
Prerequisites
The resource for allocation of sales credits must be set up in Oracle Receivables as a valid sales representative.
If allocating line level sales credits, the line for which you want to allocate must be selected.
The profile ASO: Modify Sales Credits must be set to Yes or Partial (and the user is the current group’s manager). Otherwise sales credits are read-only.
Notes
To manually allocate sales credits, click the Sales Team tab in the Quoting page.
If you do not specify a header level sales credit, it will default 100% to the primary salesperson.
If you do not specify a line level sales credit, the existing header level sales credit is assigned to the line by default.
If you assign a sales credit to a line and exit without clicking Apply, the header level sales credit is defaulted into the line.
However, once you assign a line level sales credit and click Apply, the header level sales credit information no longer applies.
The sum of the allocations of revenue sales credit types must equal 100% in a quote, at header and line level.
To search for revenue sales credits, choose a revenue credit type and enter a percentage.
To search for non-revenue sales credits, choose a non-revenue credit type and enter a percentage.
Note: You cannot use projected commission functionality unless sales team assignment and sales credit allocation are enabled. The profiles ASO: Automatic Sales Team Assignment must be set to Full or Partial and ASO: Automatic Sales Credit Allocation must be set to Full or Partial.
With Oracle Incentive Compensation (OIC) integration, Quoting users can view their projected commission for:
An entire quote
Each quote line
Each product category
This information is useful, as the ability to view projected commissions can help to motivate sales representatives and encourage them to sell more and to sell particular products.
Note: Projected commission will be more accurate if the compensation plan is based on selling price, sales credit percentage, quota, and product sold. If you use other factors when calculating the projected commission, there may be a significant difference between the projected and actual commissions.
The projected commission calculation includes both revenue and non-revenue sales credits. When a user requests calculation of projected commission, OIC calculates the projected commission based on the following assumptions:
The quote will be placed as an order in its current state (as is)
The quote will be placed as an order today
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 is used.
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.
See also:
Viewing Projected Commission Calculations for a Quote
The profile ASO: Calculate Projected Commission is set to Yes
The profile ASO: Automatic Sales Credit Allocation is set to Full or Partial
The profile ASO: Automatic Sales Team Assignment is set to Full or Partial
The quote is in the highest version
The quote is not in the Order Submitted status
The quote Pricing Status is Complete
The Sales Credit Update Date is later than the Pricing Update Date
To view projected commission for a quote, select View Commission from the Actions LOV.