territory

A territory is a collection of accounts, contacts, assets, or a combination thereof that are assigned to a particular position. Usually a territory is based on a geographic area: either a collection of postal codes or geo zones.

For example, a sales representative in the San Francisco area has a territory consisting of all neurologists (contacts) and teaching clinics (accounts) in ZIP Codes for the city. Also as part of her territory, she is assigned some accounts outside the city where she already has established strong relationships.

Territories can be related to each other through the territory hierarchy.

The word territory is used other places in the UI, where it is not related to the Territory Management feature described in this guide. For example, the Territory field in the Accounts form is unrelated to the Territory Management feature.

territory nodes

Territory node records determine the structure of the territory hierarchy.

A territory node record is created for each territory in the hierarchy. The territory nodes can be linked to each other by specifying parents for nodes. The activation dates associated with territory nodes determine whether the territory is considered active, that is, available for assignment.

territory alignment

Territory alignment is the mapping of positions, accounts, contacts, and assets to territories. This mapping is determined through rules.

The territory alignment record contains both the rules describing the alignment and the assignments that will be made as a result of the rules being applied.

When a territory alignment is run, the results of the rules are calculated. However, the reassigning of positions to actual accounts, contacts, and assets in the database does not happen until the alignment becomes active.

Territory Management supports two kinds of alignment: major and minor.

rules

Rules determine how territories are mapped to positions, accounts, contacts, and assets.

geo zones

A geo zone represents a geographic area. Geo zones are used as alternatives to postal codes, for example, where sales data is not available by postal code but is available by some other geographic area.

In the pharmaceutical industry, geo zones are often called bricks.

Geo zones are only configured in the Siebel Vertical (Industry Solution) applications.