Account Manager Dashboard

This chapter covers the following topics:

Overview

This chapter provides an overview of the Account Manager Dashboard and explains how to use the Account Manager Dashboard features. It includes information on:

Account Manager Dashboard

Trade planning involves planning the sales activities, and organizing resources to meet the sales objectives. It includes sales forecasting, analyzing business information, allocating targets, managing sales performance, and responding proactively to changing business scenarios and conditions, to help maximize sales volumes.

Organizations face many challenges due to changing customer demands and dynamic business conditions. Trade plans are affected by untested promotional plans, unrealistic targets, and unproven goals and objectives.

You can use Account Manager Dashboard, an integrated planning tool in Oracle Trade Management, to plan and monitor the execution for trade activities. The Dashboard provides solutions to achieve everyday sales objectives, enabling you to:

Process Flow

The following figure shows the Account Manager Dashboard process flow.

Process Flow for Account Manager Dashboard

the picture is described in the document text

Quota Allocation

During the Quota Allocation, Sales Management allocate sales targets (by territories or products) to individual Sales Representatives of different regions and territories. The allocation is based on either the currency amount or product quantity.

Target Allocation

In Target Allocation the program automatically reallocates the Sales Representatives' sales target to their customer accounts and sites. Sales Representatives can view the target allocation by logging into the Account Manager Dashboard.

Account Planning

Based on the target allocation, the program automatically creates Account plans for each customer account. An account plan provides an overall view of the activities such as trade promotions, outstanding claims, competitive products, and all other activities that are related to the customer account.

Offer Creation and Execution

Use the Offer Evaluator and Offer Worksheet Summary to evaluate and create offers. First, use Offer Evaluator to search for an offer that fits specified criteria then copy the retrieved offer as an Offer Worksheet. You can use this Offer Worksheet to create new offers. When you create an offer from the Offer Worksheet, you can apply the following operations to the offer:

Track Performance

Dashboard alerts are automatically raised whenever the sales performance is not according to the plan and expectations. During the target allocation and after the offer creation process, you can specify different graph parameters, view sales performance graphs, and analyze sales performance. Additionally, you can select one or more offers or campaigns, display them in the form of Gantt Charts and analyze them.

Retail Execution Monitoring

You can monitor the retail price information of products for each customer account. You can also monitor the performance and price changes of the competitive products in the market.

Account Manager Dashboard Regions

Account Manager Dashboard serves as a starting point for the trade planning activities in an organization. The Dashboard displays relevant links to the applications and information required to perform Trade Planning activities. The Account Manager Dashboard includes account, product and performance based reports that you can use to plan and evaluate performance based on allocated targets. You can access tools such as the Offer Evaluator and Offer Worksheet to create and evaluate offers to fetch the desired return on investments. You can also display the offers in the form of Gantt charts as well as perform retail performance capture activities.

Information in this section will enable you to:

For detailed information on any of the profile options or concurrent programs listed in this section, refer to the Oracle Channel Revenue Management Implementation Guide.

Personalizing the Account Manager Dashboard and Related Links

You can personalize the Account Manager Dashboard in Oracle Trade Management according to your business requirements.

Prerequisites: Run the concurrent program Refresh Account Manager Dashboard to refresh the data on the dashboard.

  1. Log in with Account Manager responsibility.

  2. Click on Account Manager Dashboard.

  3. Click on Personalize Page to access the Personalize Page: Dashboard where you can reorder links, add additional links, or hide links.

You can personalize the Related Links section on the Account Manager Dashboard using the Personalize link at the top of the Related Links region. You can reorder links, hide links or add new links.

Note: This standard OA personalization capability.

Account Manager Dashboard Regions

The following sections describe each of the regions that you can see when you log into the Account Manager Dashboard.

Key Performance Indicators

The Key Performance Indicators (KPI) region displays the overall product-specific total target number The target numbers that appear here are based on the target allocations that have been created by the Sales Management.

To personalize your indicators click on the Personalize Key Performance Indicators link.

Sales Performance

This area of the Account Manager Dashboard shows the sales performance graphs.

Related Links

You can personalize the Trade Management Dashboard by clicking the Personalize Related Links button. You can rearrange the order of the links, add additional links or hide links. Configurations are defined at the responsibility level by the Trade Manager Responsibility level. You can configure the following internal dashboard options in the Trade Management dashboard:

My Accounts and My Products

Account managers with access to the dashboard can view budget utilized, earned, paid, and unpaid earnings for their customers on the My Accounts and My Products regions in the Account Manager Dashboard. You can use the personalization option to expose or hide these columns.

Note: The utilized, earned and paid information is visible on the dashboard provided the customer accounts or sites fall within your territory, even if those balances belong to budgets to which you do not have any access. All Period Types will be available in General Ledger

About Trade Planning Thresholds

Trade Planning thresholds are flexible alerts set by the Administrator to notify the sales team when business conditions change. For example, the Administrator can create a rule set to alert the sales team if it does not achieve its targets on time. This enables the sales team to take timely actions to improve its performance.

Trade planning thresholds can appear in one of the following ways and can be set up for quotas and budgets:

Thresholds include threshold rule sets and threshold rules.

See the section titled Set Up Threshold Rules for Quota Related Alerts in the Oracle Channel Revenue Management Implementation Guide for more information on setting up thresholds.

Audit Retail Conditions

Retail price is the price at which a retailer sells your products to end-customers. Use the Audit Retail Conditions quick link to record the retail prices at which a specific retailer sells your products. Each retailer may sell your products at a different retail price. For example, Walmart may sell your product, Product A at $10.00, while Bigmall may sell the same Product A at $12.00. A history of the pricing information is also saved over time and is available for review.

To capture retail pricing information, log into Oracle Trade Management with Account Manager responsibility.

Navigation: Account Manager Dashboard > Audit Retail Conditions

  1. Click the Audit Retail Conditions quick link.

  2. Select a Customer Name and Location.

  3. To search for the retail prices at which a retailer sells a particular product, complete the following steps:

    1. Select a product from the Product LOV.

    2. Select a Product, and select the Start Date and End Date.

    3. Click Go.

    4. Optionally to add a new product, click Add Another Row.

    5. Select a product, enter the details as required, and click Apply.

Collecting Retail Performance Data

You can also use the Account Manager Dashboard to enter store level conditions that you can use to track retail store compliance with your promotional agreements with respect to facings, displays, and features.

Follow these steps to select a specific store and product category to audit.

Log into Oracle Trade Management with Account Manager responsibility.

Navigation: Account Manager Dashboard > Audit Retail Conditions

  1. Enter a Customer Name

  2. Select Location (Direct Distribution (DC) or Direct Store Delivery (DSD) from Location LOV. If you selected a Customer, the Location (stores) list is restricted to those stores assigned to that customer. Otherwise, the Location LOV shows all Locations for all customers in the territory. This is a required field.

  3. Select Product Category from the Product Category LOV.

  4. Enter audit date to retrieve data. The default is today's date.

  5. Click Go to display a table listing all associated products in the category you selected. Additional data displayed includes Retail Price and Promotional Price, Facings, Display and Feature.

  6. If the product you selected has not been audited before, the retail data and audited date remain blank.

  7. The Select checkbox defaults to False for all products. If you edit any date field for a product, check the Select checkbox to indicate that the row was edited. Use the Select All and Select None check boxes to check or clear the Audit flag field of all displayed items.

  8. Click the Competitor Icon to view a table of all competing products of the selected item with retail audit data on or before the Last Audit Date. The list displays the last reported data for each competitive product. You can also add a new competitor item to the competitive product master list from this screen.

  9. Click the History icon to display a graph of data points you select for the product or competitive product originally selected. You can select the date range and metric to graph. Competitive item charts of price or promotional price also plot your product’s price or promotional price for comparison. The default graph type is a bar graph.

Viewing Budget Summary and Claim Summary Reports

To view Budget Summary and Claim Summary reports, log into Oracle Trade Management as Account Manager.

Navigation: Account Manager Dashboard > Budgets or Claims.

Notes:

Personalizing the My Accounts and My Products View

You can personalize the My Accounts and My Products regions to create new views and define the manner in which the information is displayed. You can hide or show regions and change the order in which regions are displayed. A view includes data display specifications such as the number of rows and columns that must be displayed. It also includes sort settings and search criteria to filter the data that is displayed in the region. You can create any number of views, but set only one of them as a default at any given time.

To personalize My Accounts or My Products regions, log into Oracle Trade Management as Account Manager.

Navigation: Account Manager Dashboard > User Profile.

Notes:

Offer Evaluator and Offer Worksheet

After the process of target allocation is complete, you can start planning to achieve your targets. You can use Offer Evaluator and Offer Worksheets to begin evaluating and creating offers to encourage the customers to buy products.

Information in this section will enable you to:

Understanding Offer Evaluator and Offer Worksheet

Offer Evaluator enables you to search for a list of offers that fit specific criteria such as customers, products, territories, costs, and return on investments.

When you search by using the offer evaluator, all the matching offers are displayed. You can create an offer by using one of these offers, or visit the offer worksheet summary screen.

You can also apply the following operations to the list of offers returned from the Offer Evaluator:

Each offer that is selected from the Offer Evaluator can be copied as an Offer Worksheet. Using the Offer Worksheet, you can create new offers of the following offer types:

When you create an offer from the Offer Worksheet, you can use the Discount Calculator to obtain the forecasted Return on Investment (ROI). The system generates a forecasted ROI based on the following details that you enter:

Based on the price and margin information, the system calculates the appropriate forecast information by using the formula:

Retail Price = (1 plus customer margin) times list price time (1 minus discount value).

You can also enter your own discount values. The ROI information is automatically calculated based on this information. The ROI information enables you to predict the performance of new offers.

You can also specify the performance requirements for the offer. Performance requirements are the requirements that the retailer or wholesaler must meet to qualify for discounts that are defined in an offer. While volume requirements are computed by the system, performance requirements based on displays and facings must be updated and tracked manually.

Using Offer Evaluator to Search and Copy Offers to Offer Worksheets

To search for offers based on a specific criteria, and copy an offer as an Offer Worksheet, log into Oracle Trade Management as Account Manager.

Navigation:Account Manager Dashboard > Offer Evaluator.

Notes:

After all offers that match the specified criteria are returned, you can use the following options:

Lump Sum Offer Type

You can create a Lump sum offer exclusively to offer incentives to your customers or retailers if they perform tasks or actions that have been agreed upon.

To create an lump sum offer worksheet, select Lump Sum from the Offer Type Drop down list in the Offer Details region on the Offer Worksheet page.

The following information applies to a Lump Sum Offer Worksheet page:

Scan Data Offer Type

Scan Data offers commonly used in the Consumer Goods industry appear as manufacturer-sponsored coupons, consumer rebate programs, or discounts. Customers can redeem these coupons and avail discounts on certain products. The data is processed by third party clearing houses and passed on to the manufacturer who reimburses the retailer. Sometimes, the retailer submits the data directly to the manufacturer who validates it and reimburses the retailer.

To create a scan data offer worksheet, go to the Offer Worksheet page and select Scan Data from the Offer Type Drop down list in the Offer Details region.

The following information applies to a Scan Data Offer Worksheet page:

Net Accrual Offers

The net accrual offer type bypasses Advanced Pricing and directly processes order transaction data. Accruals are applied based on the net sales of a specific customer and product, rather than on invoiced sales. Net accrual offers can be used to establish price protection programs. They create utilization on sales that occurred in the past.

Steps

To implement net accrual offer types, run the following concurrent programs in this order:

  1. AMS Web Execution: Refresh Offer Products and Parties

  2. Net Accrual Engine

Set Up Net Accrual Rules

Net accrual rules are used to determine the net sales of product on which an accrual discount can be applied. These rules contain all the deductions that need to be considered on total sales of any product to arrive at the Net Sales.

For example, a sales representative sets up a deal with a customer that gives the customer a promotion of 5% based on sales to them in the previous quarter. As a part of the terms of this promotion, the sales representative wants to exclude the credit memos given to the customer in the previous quarter so as to arrive at a net sales figure. He can achieve that by creating net accrual rules and group them as a net accrual rule set. This rule set can be specified on an Offer of type Net Accrual.

Prerequisites

None

Steps

  1. Log in to Oracle Trade Management and navigate to Administration > Trade Management > Trade Planning > Net Accrual Rules

  2. Click Create.

  3. Click Update.

You must also create and verify Net Accrual Rule Sets. See the Oracle Implementation Guide for additional information.

For information on Off-invoice offers and Trade Deal offers see Offer Types in Chapter 7 in this Guide.

Creating Offers Using the Offer Worksheet

After you copy an offer as a worksheet, you can evaluate and create offers that will give you the desired ROI. When you create an offer from the offer worksheet, you can use the Discount Calculator to obtain a forecasted ROI value. You can also enter your own discount values and modify them. You can enter the performance requirements for the offer, create an offer forecast, and create new offers.

To evaluate existing offers by using the Offer Worksheet, log into Oracle Trade Management as Account Manager.

Navigation: Account Manager Dashboard > Offer Worksheet.

Notes:

Note: You can optionally select or more worksheets from the Worksheet Summary page and click Copy to create duplicate copies of the offer worksheets.

Note: Now you add the Budgets to the Worksheet.

Discount Calculator

When you create an offer from the offer worksheet, you can use the Discount Calculator to obtain a forecasted ROI value. The system generates a forecasted ROI based on the following details that you enter:

Based on the price and margin information, the system calculates the forecasted ROI by using the formula, Retail Price = (1 + (plus) customer margin) * (times) list price * (times) (1 - discount value).

About Promotional Lift and Baseline Calculations

Baseline and lift factors enable you to predict the performance of offer and promotional activities so you can reach your sales objectives. They help you to better understand past promotion performance, determine the best offers to make, and forecast future sales.

Trade Management contains an interface table which you can populate with baseline and promotional lift data in different dimensions including time, product, customer, offer type, offer activity, and territory.

First, load pre-translated baseline data into a .csv file. Keep this file in a specific location as described in the Setting Up Directory Object section. Oracle recommends translating this data into the following standards:

Source data is often provided at the market (geography) level. Territories are set up to map specific ship-tos to markets. Depending on the level at which the source data is provided, the upload concurrent program, Refresh Materialized Views, determines the ship-tos that map to the source data. An allocation process, such as Quota Allocation distributes the baseline value among the ship-tos in proportion to historical shipments.

Setting Up Directory Object

The following steps describe how to upload third party Baseline and Lift data into Oracle Trade Management:

  1. Manually create a directory object in the same environment as your Oracle Trade Management database. A directory object is a database object that stores the absolute path of a physical directory on the database node.

  2. Name this object OZF_BASELINE_SOURCE_DIR, and verify that the database server can read and write from the location identified by the directory object.

    • For example, create the directory object in APPS as follows: CREATE or replace DIRECTORY OZF_BASELINE_SOURCE_DIR AS ’/emslog/tm’

  3. If the object is not in APPS, you must also grant read/write access to APPS as follows:

    • Grant READ access on directory OZF_BASELINE_SOURCE_DIR TO apps

    • Grant WRITE access on directory OZF_BASELINE_SOURCE_DIR TO apps

Setting Up Territories in Oracle Trade Management

For complete information on setting up territories see the Oracle Territory Manager Implementation Guide. Set up Territories in Territory Management corresponding to the territories in the data:

  1. Add the respective Sales Accounts and Geography in the Matching Attributes of these Territories.

  2. Run the following two concurrent programs to pull territory setup in Trade Management.

    • Import Territory Hierarchy

    • Generate Party List for Market Qualifiers

Setting Up Products in Oracle Inventory

Set up products in Oracle Trade Management corresponding to the products in the data (if they are not already present in Oracle Trade Management). For more information see the Oracle Inventory User's Guide.

Setting Up Trade Mediums and Activities

Trade mediums are promotional sales activities such as Aisle Displays, Coupons, Shelf Talker, and newspaper advertisements.

Set up all trade Mediums and activities, corresponding to the set up mentioned in the data.

  1. Log into Oracle Trade Management with Trade Management User responsibility.

  2. Go to Trade Management:Administration >Setup.

  3. Click on the Activity cue card under Setup.

  4. Click Create button.

  5. Select Deal from the Channel Category LOV.

  6. Select the Marketing Medium Cue Card under Setup.

  7. Click Create and associate the activity you created in Step 5.

Typically, vendors provide lift data with varying combinations of activities which may include in-store Displays, Features, and marketing media (advertising) as shown in the following examples.

To support User-defined lift activities, you must decide which activities you want to use. During offer forecasting, the offer’s trade mediums will be mapped to these activities to determine the lift multiplier to use. You can provide names for the activities and determine which trade mediums activities belong to each group. An example of activity types and the typical members (trade mediums) would be:

Activity #1 Display

Activity # 2

Setting Up Lookups and Profiles

To set up the Data Source Lookup use the lookup OZF: Baseline Sales and Promotional Lift Data Source. To seed the data use values similar to Code: ACN Meaning: AC.Nielsen.

You can use this seeded code in data_source column code in the baseline data csv file as well as in the lift factors csv file.

Set up the following profiles:

For a list of the column description of the Third Party Baseline Sales refer to the table Third Party Baseline Sales in the Trade Management User Guide.

For a description of the Promotional Lift Factors Data file see the table Setting Promotional Lift Factors Data File in the Oracle Channel Revenue Management Implementation Guide

Loading Data into Baseline Sales Interface

To review the steps for running the Baseline Sales Request Set and the Lift Factors Request Set see the section titled Loading Data into Baseline Sales Interface in the Oracle Channel Revenue Management Implementation Guide.

Quota Allocation

The trade planning process begins with the Sales Management allocating sales targets to the Sales Representatives in different territories and regions. Quota is the total sales target (in terms of money or quantity of products) that must be achieved in a specific time period. The process whereby the Sales Management sets sales targets for individual Sales Representatives is known as Quota Allocation.

For example, the Sales Management of an organization in US West sets a target of 1 million product units for their sales teams for the year 2004-2005. The Sales Management later allocates this quota to Sales Representatives in different US West territories such as California and Oregon, based on the sales performance and potential in each of these regions. In this case, 1 million product units is the quota, and the process by which this quota is allocated across territories is quota allocation.

The Sales Management can allocate targets by territories and by products. For more information on quotas and quota allocation, see Chapter 4, Quota Allocation in this guide.

Target Allocation

Information in this section will enable you to:

Understanding Target Allocation

Sales Representatives in one of the regions or territories to which the Sales Management has allocated the quota, will receive notifications when quota allocation is complete. Sales Representatives can use the Account Manager Dashboard to view their quota.

The allocated quota is automatically reallocated among each of the customer accounts. This automatic allocation is known as Account Allocation or Target Allocation. The target allocation worksheet provides a comprehensive view of how the quota has been allocated to each of your accounts and displays the targets that must be achieved for each of the accounts.

Note: A customer account may have multiple bill-to and sold-to locations. The target allocation worksheet displays the targets for bill-to and sold-to locations. The rollup view of the customer account shows the sum total of all the targets that have been allocated to all of its bill-to and ship-to locations.

For example, the Sales Management of Vision Industries, USA has created a quota allocation for 1 million product units (Monitors, Keyboards, and Printers) for its sales teams for the year 2004-2005. They select a quarterly time spread. The quota that has been allocated to you, a Sales Representative in New York is 100,000 product units.

You are responsible for the customer accounts--Fabstore, Bigmall, Megastar, and Shopping World. You receive a notification after the process of quota allocation is complete. You log into the Account Manager Dashboard and view the Quota Summary. You can see that the quota allocated to you has been automatically reallocated among Fabstore, Bigmall, Megastar, and Shopping World. The target allocation worksheet will appear as shown below.

Target Allocation Worksheet
Account Jan - Mar Apr - Jun Jul - Sep Oct - Dec Total
Fabstore 4,000 4,500 3,100 1,200 12,800
Bigmall 5,000 4,050 4,000 2,100 15,150
Megastar 7,500 3,900 1,650 3,000 16,050
Shopping World 10,500 11,600 8,500 25,400 56,000
Unallocated 0 0 0 0 0
Grand Total -NA- -NA- -NA- -NA- 100,000

Targets will be allocated based on the sales that were achieved during the same period in the previous year. If there is any unallocated quota, it is accounted for in a category known as Unallocated. If there is any quota that you are not able to achieve, you can justify it by using the notes feature.

You can also remove customer accounts or a bill-to or sold-to location from a target allocation. If you remove a customer account from a target allocation, the allocation is reconfigured accordingly. The target that was allocated to the specific customer account will be moved into the category--Unallocated.

For example, if you remove the customer account Shopping World from the target allocation worksheet, the new worksheet appears as shown below. Notice that the target that was allocated to Shopping World has moved into Unallocated.

Account Jan - Mar Apr - Jun Jul - Sep Oct - Dec Total
Fabstore 4000 4500 3100 1200 12800
Bigmall 5000 4050 4000 2100 15150
Megastar 7500 3900 1650 3000 16050
Unallocated 10,500 11600 8500 25400 56000
Grand Total -NA- -NA- -NA- -NA- 100,000

For each of the customer accounts, you can view the product spread and the account plan.

Viewing and Modifying a Target Allocation

If you are the Sales Representative in one of the regions or territories to which the Sales Management has allocated the quota, you will receive notifications after the process of quota allocation is complete. The quota allocated to you will be automatically reallocated among each of your customer accounts. This allocation worksheet is known as Account Allocation or Target Allocation. You cannot modify the allocation numbers in the target allocation worksheet. However, you can remove customer accounts from the target allocation worksheet.

To view or modify a target allocation, log into Oracle Trade Management as Account Manager.

Navigation: Account Manager Dashboard > Quota Summary.

Notes:

Viewing the Product Spread

To view the product spread for a customer account or any of its bill-to or sold-to location, log into Oracle Trade Management as Account Manager.

Prerequisites:

Navigation: Account Manager Dashboard > Quota Summary.

Notes:

Account Planning

The account plan of a customer provides an overall view of the activities related to the customer account. You can access information such as trade promotions, outstanding claims, details of competitive products, and all other activities that are related to a customer account. You can also forecast, plan, create, and evaluate trade promotion activities such as offers and campaigns, and evaluate potential returns.

Information in this section will enable you to:

Overview of Account Plan

After the process of quota allocation is complete, along with the target allocation, account plans are automatically created for each account. An account plan of a customer account includes the customer details, quota details, activity summary report, information about the retailer's performance, retail price points, and notes and attachments.

You can access the account plan for a customer by drilling down the customer account in the Account Manager Dashboard. The quota details that appear for each of the customers is based on the target allocation.

The Activities region in an account plan enables you to view all offers and campaigns that are associated with the customer account. You can view the offer details, budget details, forecasted units and the actual units of products that have been sold.

The Activities sub tab includes two regions--Manufacturer's Activities, and Retailer's Performances.

For example, you may have an agreement with a retailer where the retailer will be eligible for a lump sum amount if the they display a poster of your new product in the showroom for a month. Displaying the poster is the performance activity that has been agreed upon. After you verify that the retailer has performed according to the agreement, you can mark the offer for completion of the activity.

Displaying Offers In the Form Of a Gantt Chart

To select offers and display them in the form of a Gantt Chart, log into Oracle Trade Management as Account Manager.

Prerequisites:

Navigation: Account Manager Dashboard > My Accounts region > Customer Account > Activity Summary sub tab.

Notes:

Viewing Budget Utilization Details of an Account

A budget can fund many trade promotion activities. Funds from the budget are committed against each of these trade promotion activities, and are utilized over a period of time. The budget checkbook gives the status of the funds in a budget including the total, committed, utilized, earned, paid amounts, and the GL posting details of the budget.

A budget is utilized when you withdraw funds to execute trade promotion activities. The utilized, earned, and paid columns in the budget are updated during various stages of offer execution, and these columns enable you to track fund utilization.

In the My Accounts and My Products region of the Account Manager Dashboard you can view budget utilized, earned, paid and unpaid earnings. You can use the personalization option to hide or expose these columns. The columns include:

The utilized, earned, and paid information is visible on the dashboard provided the customer accounts or sites fall within your territory. This information will display even if those balances belong to budgets which you do not have access to.

The profile option OZF: Highest Period Level of Budget Utilization Payment Details determines if MTD, QTD, and YTD funds columns are hyperlinked to transactional details.

Funds Earned, Funds Utilized, Funds Paid Column Details

Links for Funds Earned, Funds Utilized, and Funds Paid provide visibility to the transactional details for that period, YTD or MTD. There is also a link to Order details. The scope is restricted to the Bill-To’s and Ship-To’s within your Territories.

Funds Unpaid Column Details

Links for Unpaid is all money currently due. The scope is restricted to the Bill-To’s and Ship-To’s within your Territories. There is also a link to Order details

Open Claims DetailsUse the Open Claims link to view the transactional details. The scope is restricted to the Bill-To’s and Ship-To’s within your Territories. There are also links to open claim details.

Viewing Sales Graphs Of an Account

During the target allocation process and offer creation process, you can view the sales performance of the account in the form of a graph. You can select various combinations based on the customer and ship-to sites, product categories and products, and the time (start date and end date).

To personalize and view sales graphs for a customer account, log into Oracle Trade Management as Account Manager.

Prerequisites:

Navigation: Account Manager Dashboard > My Accounts region > Customer Account > Activities sub tab > Sales Analysis.

Notes:

Adding a Note to an Account Plan

Use the following procedure to add a note to a customer’s account plan.

Prerequisites

An existing account plan.

Steps

  1. Log into Oracle Trade Management as Account Manager, and click Account Manager Dashboard.

  2. In the My Accounts region, drill down the customer account.

  3. Click the Notes sub tab, and select a note type from the Type drop-down list. The note will be classified based on the type that you select. This will enable you to search for notes belonging to a particular type.

  4. Type in any form of free text for the note.

  5. Click Add to Notes. The note will be listed in the List of Notes region.

  6. Optionally, complete the following steps to add an attachment to an existing note:

    1. Click the corresponding Update icon.

    2. Click Add Attachments in the Attachments page.

    3. Enter a description for the attachment.

    4. Select from one of the following options:

      • File: to add an existing file as an attachment.

      • Text: to enter text and add it as an attachment.

      • URL: to add a URL as an attachment.

    5. Click Apply.

  7. Optionally, to delete a note, click the corresponding Delete icon.