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Setting Up Territory Alignment for Assignment of Sales Representatives

This topic describes how to create the alignment record and enter the rules and conditions that determine how objects and positions are assigned to territories.

NOTE:  For information about creating rules and conditions through bulk loading, see Using EIM with Territory Management.

CAUTION:  Before creating rules, make sure that you understand how the rules that you create in your alignments combine with any rules that are currently active in territories.

This task is a step in the Process of Setting Up and Running Territory Alignments.

To set up a territory alignment to assign sales representatives

  1. Navigate to the Territory Management screen, Alignments Administration view.
  2. Create a new record and complete the necessary fields. Some fields are described in the following table.


    Enter the name of the territory alignment.


    If the territory hierarchy contains more than one division and you want to align only the territories in one of the divisions (not all territories in the hierarchy), enter a division in this field.


    For information about this field, see About the Status Field.

    Activation Date

    Enter the activation date. This value is the date in the future that you want the new assignments to take effect, that is, to be rolled out to all the sales representatives in the hierarchy (or in the division and hierarchy combination).

    Only territory nodes that are active on this date are included in the alignment.

    Expiration Date

    Optionally, enter an expiration date, used when the alignment is activated to enter an Effective End Date for the alignment rules that are activated.


    Select the territory hierarchy that you want to align.

    You will be able to activate this alignment only if this is the primary hierarchy for all territories under the alignment. You align non-primary hierarchies only to simulate results.


    This field currently has no function and can be left blank.


    Select major, intermediate, or minor territory alignment. (See About Territory Alignments: Major, Intermediate, and Minor.)

  3. Click the value in the Name field to drill down on the alignment.
  4. In the lower link bar, click Positions, and in the list, create rule records that map positions to territories.

    Although you can assign a position from any division to a territory, in most cases, you only assign positions from the division that is associated to your territory hierarchy.

  5. Create rules for assigning accounts, contacts, and assets to territories by clicking one or more of the following view tabs in the lower link bar:
    • Contacts. Create direct rule records for contacts. Use contact rules to add (or drop) contacts directly to territories.
    • Accounts. Create direct rule records for accounts. Use account rules to add (or drop) accounts directly to territories.
    • Assets. Create direct rule records for assets. Use asset rules to add (or drop) assets directly to territories.
    • Geography. Create indirect rules that assign contacts, accounts, assets, or opportunities in specified postal codes, cities, or states territories. If you create geography rules, do not create geo zone rules.
    • Geo Zones. Create indirect rules that assign contacts, accounts, or opportunities in specified geo zones to territories. If you create geo zone rules, do not create geography.
    • Products. Create indirect rules that assign contacts, accounts, or opportunities for specified products to territories.
    • Industries. Create indirect rules that assign contacts, accounts, or opportunities for specified industries to territories.

      Some fields used in these views are described in the following table.


      Assignment Object

      If you are creating indirect rules, use this field to specify which object is assigned to the sales representatives.

      For example, you create an indirect rule for Geography to assign the Postal Code 94709 to the Territory A000. In the Assignment Object field, you choose Account. The accounts in this postal code will be assigned to the sales representative for Territory A000. Likewise, you can select Contact or Opportunity in the Assignment Object field to assign all contacts and opportunities in this postal code to the sales representative for this territory.

      Affiliation Object

      Select another object that is linked to the object being assigned and that is also assigned ed to the sales representative.

      For example, you use the Alignment Administration screen, Rules view, Contacts list to assign contacts to sales representatives. In the Affiliation Objects field, you select Opportunity. When a contact is assigned to a sales representative, the opportunities associated with that contact are also assigned to that sales representative.

      Rep Action

      This field determines whether the rules will be submitted to the sales representative for review. Select Include to submit this rule for review, or select Exclude if you do not want this rule submitted for review.

      From Territory #

      This field determines which position-specific data is associated with the rule. The application retrieves the primary position associated with the territory you select in this field, and it uses this as the source of position-specific data in the rule.

      The rule does not include any position-specific data if:

      • The From Territory field is empty.
      • The From Territory is specified, but there is no primary position associated with it.

      This field is included in all views except for the Assets view.

      From Territory

      Displays the name of the territory that you select in the From Territory field.

The buttons on the Rules list provide shortcuts for creating rules, as described in the following table.

Use this button to


Drop from one territory and add to another. The button changes the Action on the selected record to Drop and creates a new record where the Action is Add.

Copy From Territory

Create rules based on current rules for selected territories. (To view the current rules for territories, see Viewing and Editing Rules for Individual Territories.)

Copy Manual Contacts

Create Rules based on manual assignments directly from the contact, account, or asset teams. It lists all objects that have been mapped to the position

  1. (Optional) Create conditions using the following substeps:

    NOTE:  For information about conditions, see About Conditions in Territory Management.

    1. Click the Conditions view tab.
    2. If you want to copy conditions from an existing alignment and use them as the basis of the conditions for this alignment, click Copy From Alignment, use the dialog box to select which alignment you want to copy the conditions from, and modify these conditions as needed for the new alignment.
    3. As needed, create new Condition records and complete the necessary fields. Some fields are described in the following table.


      The sequence number is supplied automatically.

      You can edit the sequence field to reorder conditions, but some hard-coded restrictions apply according to the type of condition. For example, sequence numbers 0-299 are reserved for global conditions. (Global conditions apply to all objects and are not restricted to particular territories, postal codes, or geo zones.) If you edit a sequence field, subsequent sequence numbers are automatically renumbered.


      Choose to apply the condition to accounts, contacts, or assets.


      Choose an attribute. You can configure new attributes using Oracle's Siebel Tools. See Configuring Additional Attributes for Territory Conditions.


      Choose one of the standard operators.


      Enter the value used in the condition.


      You can use any of these alone or combine Territory with Postal Code or Territory with Geo Zone.

      These are used to specify local conditions.


      Postal Code

      Geo Zone


      For information about the And/Or operator, see About Conditions in Territory Management.

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