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Creating Primary Sales Force Hierarchies

Oracle Pharma Sales Analytics provides a prebuilt sales hierarchy configuration that determines the rollup and visibility of sales, Rx and call activity data for the different levels of users within a sales organization. This configuration includes prebuilt aggregation tables and de-duplication of data at each level of the sales hierarchy to support accurate analysis and improved performance. The primary sales force hierarchy is configured as a position hierarchy within the Siebel Pharma application, with the sales territory level position following the position hierarchy. This topic details the tasks that application administrators must perform to configure the position hierarchy for use in Oracle Pharma Sales Analytics.

To create a primary sales force hierarchy

1. Navigate to the Administration - Group screen, then the Positions view.
2. In the Positions list, create a new high-level position record in the Sales Force Hierarchy and complete the necessary fields.

   Some fields are described in the following table.

   Field	Comments
   Division	Division for the primary sales force hierarchy.
   Position	Position associated with the primary sales force hierarchy.
   Position Type	Select the position type from the drop-down list.

3. For each level that appears after the sales hierarchy, repeat Step 2 down to the sales territory level position.
4. In the Parent Position field for each record, select the Position for the level preceding the current Position.

   The prebuilt Oracle Pharma Sales Analytics configuration supports the sales hierarchy levels shown in the following table.

   Field	Comment	Comments
   Organization	Highest level of the sales organization that is sometimes referred to as Franchise. For example, Respiratory Franchise refers to a sales force commissioned to promote respiratory products. This level does not have any parents.	None
   Sales Force	Child of Organization. Refers to a sales force promoting products within a sales organization.	M:1
   Area	Child of Sales Force. Refers to a large geographic sales area, such as US East, US West, or US South.	M:1
   Region	Child of Area. Refers to a sales geographic region.	M:1
   District	Child of Region. Refers to a sales geographic district.	M:1
   Territory	Child of District. Refers to a sales geographic territory composed of ZIP codes, bricks, contacts, or accounts.	M:1

   All sales hierarchy levels must be created as positions and linked to a position hierarchy to populate correctly the Oracle Business Analytics Warehouse.

5. The lowest territory level position in the hierarchy must be the position associated with the assignment rule definition for the sales territory alignment, as described in Creating Sales Territories.