Oracle Sales Implementation Guide

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Preface

Introduction

Oracle Sales Overview

Key Oracle Sales Features

Access to Oracle Sales

Verifying Dependencies and Integrations

Oracle Sales Mandatory Dependencies

Oracle Sales Conditional Dependencies

Implementation Overview

Implementation Task Sequence

Implementation Tasks for Oracle Sales

Setting Up Users and Reporting Hierarchy

Creating an Employee User

Setting Up Employees as FND Users and Assigning Responsibilities

Setting Up a Group

Verifying Group Setup

Setting Up Manager Roles

Setting Up the Sales Admin Role

Creating a Resource, and Assigning Roles and Resource Groups

Setting Up Product Hierarchies

Setting Up Data Quality Management in Trading Community Architecture

Enabling Address Validation

Setting Up Preferred Currency

Setting Up and Enabling Currency Conversion

Setting Up Currency Codes

Setting Up the Accounting Calendar

Setting Up Calendar Types

Setting Up Period Type Mapping

Setting Profile Options for Multiple Currency

Setting Up Reporting Currencies

Setting Up Quarters as a Time Period in the General Ledger

Entering GL Daily Conversion Rates

Running Concurrent Programs to Set Up Pseudo Period Rates

Setting Up Leads Management in Marketing

Setting Up the Lead Rules Engines

Creating Win Probabilities

Setting Up Sales Stages

Setting Up Sales Coaches (Sales Supplements)

Setting Up Sales Methodologies

Creating and Modifying Status Codes

Setting Up Forecast Categories

Setting Up Forecast Category Mappings

Setting the Defaults for Forecast Amounts

Setting Up Daily Business Intelligence

Mandatory DBI Setups

Optional DBI Setups

Importing Leads

Setting Up Dashboard Tables - Leads by Age and Cross-Sell/Up-Sell Campaigns

Defining the Sales Funnel

About Sales Security

Setting Up Time Zones

Setting Up the Territory Assignment Program (TAP)

Setting Up Marketing Source Codes

Setting Up Sales Campaigns

Setting Up Competitor Information

Setting Up Incentive Compensation

Setting Up Attachments

Setting Up Notes, Tasks, and Calendar

Setting Up Notes

Setting Up Tasks

Setting Up Calendar

Setting Up Customer Classifications

Enabling Multi-Organization Access

Setting Up Web ADI to Enable Forecast Opportunity Export

Implementing Oracle Sales Opportunity Transaction Reports

Setting Up Account Plans

Setting Up Strategic Information

Setting Up Opportunity History Tracking

Defining Descriptive Flexfields

Specifying Flexfields

Setting Up Lead and Opportunity Searches

Personalizing the User Interface

Personalizations on the Sales Dashboard Page

Personalizations for Customers (Organization) or Customers (Person)

Personalizing the Lead, Opportunity, Contact, and Customer Pages

Personalizing Forecasting Pages

Personalizing Customer and Contact Searches

Enable Contact Purposes

Export Functionality Support

Enabling Flexfields in Oracle Sales

Personalizing Lead and Opportunity Searches

Enabling Oracle Partners and Oracle Sales Integration

Personalizing at the Region Level

Profile Options

Oracle System Profile Options

Oracle Sales Customers Profile Options

Oracle Sales Dashboard Profile Options

Oracle Sales Duplicate Prevention Profile Options

Oracle Sales Forecast Profile Options

Oracle Sales Leads and Opportunities Profile Options

Oracle Sales Account Plan Profile Options

Oracle Sales Security Profile Options

Oracle CRM Foundation Profile Option

Oracle Sales Foundation Profile Options

Oracle Receivables Profile Option

Oracle Trading Community Architecture Profile Options

Multiple Organization (MO) Profile Options

Oracle Applications Framework Profile Option

Web ADI Profile Option

Seeded Lookup Types

Overview of Lookup Types

Seeded Views

Overview of Views

Seeded Roles and Responsibilities

Roles and Responsibilities to Use with Oracle Sales

Oracle Forms Responsibilities

Oracle Self Service Responsibilities

Concurrent Programs

Concurrent Programs and Request Set

Concurrent Programs

Request Set - Update as_accesses_all denorm flag

Product Hierarchies and Forecasting

General Guidelines

Product Category Added to Forecast Category

Parent to Forecastable Category Added Within the Hierarchy

Child Product Category Node is Moved in Hierarchy and Becomes Forecastable

Forecastable Product Category Moved Under Non-Forecastable Node

Forecastable Product Category Child of Another Forecastable Product Category

Forecastable Product Category Disabled Within the Product Hierarchy

Forecastable Product Category Flagged as Not Visible to SME

Forecastable Product Category Deleted From the Product Hierarchy

Oracle Sales - Oracle TeleSales Interoperability

Oracle Sales - Oracle TeleSales Interoperability

Setting Corresponding Oracle Sales and Oracle TeleSales Profile Options

Setting Corresponding Oracle Sales and Oracle Trading Community Architecture

Setting Oracle TeleSales and Leads Profile Options

Setting Oracle TeleSales and Oracle Sales Lookups

Differences Between Oracle Sales and Oracle TeleSales

Sales Methodology

Converting Leads to Opportunities

Role and Address in Sales Team

Customer Sales Team

Rolling Forecast

Marketing Campaigns/Offers

Freeze Flag

Close Competitor and Comment

Customer Budget Status

End Customer and Address

Projects and Decision Timeframe

Accepting or Rejecting Leads

Concurrent Updates

Forecasting

Attachments

Incentive Compensation

Lead and Opportunity Currency

Account Plans and Strategic Information

Customer and Contact Business Activities Plug-Ins

Business Activities Plug-Ins for Customers and Contacts

Overview of Business Activities Customization

Define and Implement View Objects

Define and Implement an Application Module

Define the Plug-In Region

Define and Implement the Controller

Add a Lookup Code

Define a FND Function

Oracle Sales Frequently Asked Questions

Why does a search for lead or opportunity with particular owner produce unexpected results?

How can I see the Trading Community Architecture log messages logged in the customer module?

Why does a newly created customer not show in customer search?

Why do customer search results show customers that do not match the search criteria?

How can I hide entries in the Customer Classification list of values?

Why can’t I see the personalization page for Configurable UI in the Sales Dashboard?

Why are some of my personalizations gone after I upgrade?

How do I enable the Additional Information tab?

How do I show Sales Funnel at the bottom of the Sales Dashboard page?

How do I download personalizations?

How can I define a default subtab?

Why do I get a “You do not have Permission to access this functionality” error when clicking on a hyperlink?

Can I set up a sales representative without any sales group in TAP?

Why am I getting a java null pointer exception when attempting to access the Sales Dashboard through Sales User?

Is there a way to prevent a user from creating a Quote on a closed Opportunity, or on an Opportunity whose close date is past due?

The profile option OS: Sales Methodology will not default Sales Methodology to a new Opportunity. Is this correct?

Does Oracle Sales support the addition of a Sales Member of a Customer Sales Team to either an Opportunity or Lead?

Why can sales representatives view opportunities for which they are not part of the Sales Team?

Why are Opportunity Products not carried over to a Quote?

Can I disable a Lead Rank?

How do you enable the View History Button on the Opportunity Details Page?

How do you set up Forecasting in Oracle Sales?

Should Advanced Search work when using Classification as the only search criteria?

Why does the Relationship Roles dropdown in the Customer Advanced Search display types that have been disabled?

How do you assign an External Sales Team to a Customer in Oracle Sales?

Why can’t a Sales Manager see a subordinate’s Leads or Opportunities, despite the profile ASN: Manager Update Access set to Update?

Can a Customer use Oracle Sales without Oracle Inventory if they are a Customer that sells Services rather than Products?

What prerequisite steps are required to generate Sales Campaigns?

How can I personalize the Shortcuts Bin?

How can I add a link to the Shortcuts Bin?

Why is the Top Customer Bin empty?

How can I enable the Personalization Page link?

How can I turn On/Off the Personalization Links that are visible within Oracle Sales?

How can I disable the hyperlink of Opportunity and Customer in the Opportunity Page?

How do I create and display additional Category Attachments?

Can I run Oracle Sales (ASN) and Oracle Sales Online or Oracle Field Sales (ASF) together?

Can I run Oracle Sales (ASN) and Oracle TeleSales together?

How can I enable Diagnostics in Oracle Sales?

Why is the match any/all option missing in customer/contact advanced search?

Why can't I change the Party Name anymore?

The Sales Coach and Account Plan report were generated in an Unknown format. How do I solve this?

Why does the Account Plan Report show only ten records when there are more than ten records available in the table/bin?

Why don't new period types appear in the Calendar?

Index

Oracle Sales Implementation Guide

Contents