Managing Accounts

This chapter discusses how to:

• Access accounts.

• Assign a team to an account.

• Reorganize and reassign accounts.

Accessing Accounts

This section provides an overview of accounts and discusses how to:

• Use the Strategic Account Planning toolbar.

• Access accounts.

Understanding Accounts

An account is represented in the customer data model as a business object keyed by BO_ID (business object identifier) + Role Type ID, where the role type is either Company, Consumer, Partner, or Site.

Page Used to Access Accounts

Using the Strategic Account Planning Toolbar

Toolbars are configurable and customizable. In addition, you can give end-users the ability to personalize their toolbar.

See Understanding the Configurable Toolbar.

PeopleSoft Enterprise CRM delivers these toolbar buttons for Strategic Account Planning:

Please see Delivered Common Toolbar Buttons for descriptions of buttons that do not appear in the preceding table.

See Delivered Common Toolbar Buttons.

Accessing Accounts

Access the My Accounts page.

View Accounts	Select to filter the list of accounts using a new search that you create or a saved search that you previously created.
Create Plans for Selected Accounts	Click to create account plans for one or more accounts that you select.

Account List

Show in Results

Select the following check boxes to select which accounts appear when you perform a search.

Note. The check boxes available in this section depend on how you set the configurable search options.

See Configuring Searches.

Assigning a Team to an Account

This section provides an overview of account team assignment and discusses how to:

• Assign a team to an account.

• Add members to the account team.

Understanding Account Team Assignment

You can assign teams automatically to accounts if you establish team structures and the assignment criteria for selecting one team from within the structure of teams. Assigning account teams is similar to assigning sales reps and sales teams to leads or opportunities and is based on comparable structures of trees and territories. Once you set up the criteria to enable automated selection, the system scans the available account teams and identifies the best-qualified choice. Assignment normally occurs when the account object (company, site, partner, or consumer) is created. You can explicitly invoke assignment and review the account team or assign a default team using a background event during the save. The component or application class that creates an object can initiate team assignment whenever there is no existing account team if you set a user preference for automated assignment.

The team to assign is found on a territory tree as a specific territory. Both the tree that is searched and the assignment group are supplied by user preference. The assignment group’s criteria with weights, plus the territory’s specific values for each assignment criterion, produce a score—a degree of match to the new account—for each territory. Values for fields, such as region, size, or zip code, are captured from the component buffer or from parameters passed from the application class. The field values that correspond to assignment criteria are compared with the territory values, and results are weighted and summed per territory. The best score among the territories is used for selecting the optimal team. That team is then attached to the object account’s page for account team.

Pages Used to Assign a Team to an Account

Assigning a Team to an Account

Access the Company - Account Team page.

Note. The page that is shown here is from the Company component. Pages from other account components are similar in appearance and usage.

Click Add Team Members to add company representatives manually to the account team.

Enter a tree name and assignment group, and then click Auto Assign Team Members to have the system assign team members to the account based on the configurable account assignment criteria set up on the territory tree.

See Oracle's PeopleSoft Enterprise CRM Sales Preface.

Adding Members to the Account Team

Access the Add Team Member page.

Contact Flag	Select Internal to limit the search to internal people and External to limit the search to external people.
Search Only Eligible Account Representatives	Select to limit the search for new team members to persons who are already assigned the role of account representative in the system.

Reorganizing and Reassigning Accounts

This section provides an overview of account team reorganization and reassignment and lists the pages used to reorganize and reassign accounts.

Understanding Account Team Reorganization and Reassignment

An organization needs the ability to reorganize or reassign accounts. Generally, an account administrator is responsible for reassigning accounts. This activity could occur when one or more account managers leave the company or their positions. The account administrator has the ability to reassign a set of accounts. Each reassigned activity automatically inherits the predefined tasks of the new owner.

If you make changes to the account territory tree, you can use the Reorganize Territories component in PeopleSoft Enterprise Sales to reorganize the account team. If you want to reassign accounts to different account representatives, you can use the Reassign Sales Activities component in PeopleSoft Enterprise Sales.

See Oracle's PeopleSoft Enterprise CRM Sales Preface.

Pages Used to Reorganize and Reassign Accounts