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About Conditions in Territory Management

Conditions are used to limit the pool of objects (accounts, contacts, and assets) that are available for assignment by indirect rules. This section presents some important points and some examples of how conditions can be used in Territory Management. Because conditions cannot be explicitly grouped, the conditions that you can create for territory alignments are somewhat limited, and you need to understand these limitations in order to use conditions effectively.

What Is Scope?

For global conditions, a scope is a set of conditions for the same object type. For local conditions, a scope is a set of conditions for a given object type, territory, postal code, and geo code combination. Figure 4 shows five scopes, some global and some local.

Figure 4. Global and Local Scopes

Important Points about Condition Evaluation

Table 4 summarizes important points about how conditions are evaluated.

Figure 5. Within a Scope, Group Like Conditions Together (ANDs with ANDs; ORs with ORs)

About Using Dates as Attributes for Conditions

The preconfigured application has three condition attributes for dates:

• Last Call Date (for TM_Contact)
• Installed Date (for TM_Asset)
• Purchase Date (for TM_Asset)

If you create conditions using any of these attributes, you need to be aware of the following:

• When you enter a value for a date attribute, enter the date only, for example, 06/08/05. Do not include the time.
• This date is interpreted by Assignment Manager as midnight in the server's time zone, for example, 06/08/05 12:00:00 AM.
• Using the equals (=) operator with date attributes is not recommended. Use greater than or less than operators (<,<=,>,>=) or combine two conditions to specify a range.

Condition Example 1

You want to restrict the pool of contacts being assigned to those whose type is physician and who either specialize in cardiology or been called on since January 1, 2005 (by any position—internal or external to the sales force being aligned). For example, Contact A is assigned because he is a physician who specializes in cardiology, and Contact B is assigned because she is a physician who has been called on since January 2005.

The conditions you set up are shown in Figure 6:

[(Last Call Date > 01/01/05) OR (Specialty = Cardiology)] AND (Contact Type = Physician)

Figure 6. Condition Example 1 (Global Conditions Only)

Condition Example 2

For most territories, you want to restrict the pool of contacts being assigned to those whose specialty is cardiology and who have been called on since January 1, 2005. These are global conditions.

For territory 1, you want to further limit the contacts assigned to those cardiology specialists who have been called on since January 1, 2005 and whose type is Physician. This is a local condition.

The conditions you set up are shown in Figure 7:

(Specialty = Cardiology) AND (Last Call Date > 01/01/05) AND (For Territory=T1: Contact Type= Physician)

Figure 7. Condition Example 2 (Global and Local Conditions)

Condition Example 3

Condition Example 3 is similar to Condition Example 2: you want to restrict the pool of contacts being assigned to those whose specialty is cardiology and who have been called on since January 1, 2005, and for territory 1, you want to further limit the contacts to those whose type is Physician.

However, you want to add a second local condition scope: for ZIP code 94404 in territory 2, you want to restrict the contacts to those whose type is Physician or whose job title is Doctor.

The conditions you set up are shown in Figure 8:

[(Specialty = Cardiology) AND (Last Call Date > 01/01/05)] AND (For Territory=T1: Contact Type = Physician)

OR

[(Specialty = Cardiology) AND (Last Call Date > 01/01/05)] AND [For Territory=T2 and ZIP 94404: (Job Title = Doctor) OR (Contact Type = Physician)]

Figure 8. Condition Example 3