Creating Sales Territories

Sales territory alignments are used within Oracle Pharma Sales Analytics to assign sales and Rx data to the appropriate sales territory level positions. A sales territory alignment is the relationship between each sales territory position and a set of ZIP codes, bricks or accounts, or contacts. This territory alignment relationship is created and managed as a set of assignment rules in the Administration - Assignment screens within the Siebel Pharma application.

The following procedure details the task that application administrators must perform to configure the assignment rules in Oracle Pharma Sales Analytics.

To create a new assignment rule

1. Navigate to the Administration - Assignment screen, then the Assignment Rules List view.

2. In the Assignment Rules list, create a new assignment rule record and complete the necessary fields.

   • In the Objects to be Assigned field, select either Account or Contact from the Assignment Object dialog box, and click OK.

   • In the Rule Group field, select Default Rule Group from the Pick Rule dialog box, and click OK.

   • In the Activation field, enter the rule activation date.

   • In the Name field, type in the name of the new assignment rule.

   • Drill down on the assignment rule Name field.

3. Click the Criteria tab

4. In the Assignment Criteria list, create new criteria records for the assignment rule and complete the necessary fields.

   • In the Rule Criterion field, select the Assignment Criteria - options are described in the following table.

     Note: A territory can have one or more criteria defined for it, depending upon the territory alignment requirements (for example, you can assign both account ZIP code and contact ZIP code to the same territory).

   Assignment Criteria	Assignment Type	Description	Cardinality
   Account ZIP Code	ZIP Code	Assigns an account ZIP code or group of ZIP codes to a sales territory.	M:M
   Contact ZIP Code	ZIP Code	Assigns a contact primary address ZIP code or group of primary address ZIP codes to a sales territory.	M:M
   Account Brick	Brick	Assigns an account brick or group of bricks to a sales territory.	M:M
   Contact Brick	Brick	Assigns a contact primary brick or group of bricks to a sales territory.	M:M
   Account	Account	Assigns an account name or groups of contacts to a sales territory.	M:M
   Contact	Contact	Assigns a contact name or group of contact names to a sales territory.	M:M

   • In the Comparison Method field, select Compare to Object.

   • For each assignment criteria record created, add the appropriate records for the criteria within the given territory.

     For example, for an account ZIP code criteria create a new record for each ZIP code range, and enter values in the ZIP Code Low and ZIP Code High fields.

5. Click the Position Candidate tab.

6. In the Assignment Rule Position list, add the appropriate position for the given territory.

7. Repeat the process for each sales territory that must be defined.