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Siebel Order Management Guide Addendum for Fleet Management > Administering Siebel Orders for Fleet Management > About Administering Upselling for Fleet Management > Configuring the Score for UpsellingWhenever Oracle Transportation Management sends information that an order is complete, the Siebel application adds information about this order to its order history. The order history aggregates weekly orders for each account for each lane. This history is used to calculate a score for each lane that each account uses. With the preconfigured Siebel Orders for Fleet Management application, the score is calculated for the last six weeks. This period is configurable and is stored in the system preference, FM Eval Period in Weeks. The score is configurable. It is a calculation with a weighted measure, including loads for each week and static profit for all orders that a customer has placed for a lane during the evaluation period. Formula for Calculating the ScoreYou can configure the score by changing the system preferences used in the formula for calculating the score. With the preconfigured application, the score for each lane for each account is calculated using the following formula: Min(FM Upsell Score Max Ord Count, Order Count)*Min(FM Upsell Score Max Stat Prft, Order Static Profit). The formula uses the following variables, some of which are configurable:
For more information about setting system preferences, see Siebel Applications Administration Guide. How the Score Is UsedAfter a customer service representative creates an order for a customer, the lanes with the highest score for that customer are displayed in the Upsell view for the order. The records are sorted by score, so that the lane with the highest score is at the top of the list. With the preconfigured application, the ten highest lanes are listed. This value is configurable and is stored in system preference FM No of Upsell Lanes. The customer service representative tries to sell the customer more orders for these lanes in addition to the initial order, because these are the lanes where the customer is likely to place orders with a high static profit. |
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