Oracle Cloud Learning Center

 

This chapter contains the following:

Implementing Oracle Sales Cloud Service : Overview

Implementation Tasks Completed for You in the Oracle Sales Cloud Service : Explained

Creating the CRM Common Calendar : Worked Example

Managing the Calendar Profile Option

Managing Currencies

Managing Default Owner Profile Values

Setting Up Geographies

Sales Catalog Overview

Defining Territory Management Configuration

Setting Up Sales Campaigns

Configuring the Customer Tree

Selecting Forecasting Options

Implementing Oracle Sales Cloud Service : Overview

This topic describes the high-level steps involved in implementing the Oracle Sales Cloud Service.

The following figure shows the high-level steps.

The figure shows the high-level steps to implement the Oracle Sales Cloud Service.

The following table lists the high-level implementation steps, additional remarks, and where to find more information about each step.

Note

The implementation tasks in the following table are all required, unless noted otherwise. The tasks presented in this document are intended for a quick introduction or pilot implementation. This document does not include all setup and security tasks that are appropriate for a complete implementation.


Task

Description

More Information

Sign In and Change Password

  • Sign in to Cloud Service using the initial user you received.

  • Change the user's password.

  • Information provided about the first user

Plan Your Implementation

  • Answer key questions about your implementation, such as the following:

    • Who needs access to what areas of the application?

    • Do you plan to import data?

    • What geography data will you need?

    • Will you use sales campaigns?

    • What is your resource hierarchy?

    • What attributes do you use to define territories?

    • Do you need a sales catalog?

  • Understand what is already set up for you.

  • Topic in this guide: Implementation Tasks Completed for You in the Oracle Sales Cloud Service: Explained

  • Oracle Fusion Applications help keywords: cloud

Set Up Application Security

  • Understand data security in Oracle Fusion Applications.

  • Understand job roles, enterprise roles, and resource roles.

  • Know how opportunity data is secured.

  • Set up resource roles.

  • Create rules to provision enterprise roles.

  • Topic in this guide: Application Security for the Oracle Sales Cloud Service: Getting Started

  • Topic in this guide: How Opportunity Information Is Secured: Explained

  • Topic in this guide: Creating Resource Roles: Worked Example

  • Topic in this guide: Creating Rules to Automatically Provision Enterprise Roles for the Oracle Sales Cloud Service: Worked Example

  • Oracle Fusion Applications help keywords: security, security administration, security definitions, security policies

Create Resource Organizations

  • Understand the purpose of resource organizations.

  • Set up a resource organization to create the management hierarchy for your application users.

  • Select the sales and marketing organization called Global Organization as the parent of the top organization in your resource organization hierarchy.

  • Topic in this guide: Creating Resource Organizations for Oracle Fusion CRM: Worked Example in Creating Users chapter of this guide.

  • Oracle Fusion Applications help keywords: resource organizations, resource

Create Users

  • Understand the tasks accomplished with user creation.

  • Use your initial user to create other users.

  • Create additional users, such as sales administrator and application users.

  • Creating Users chapter of this guide.

  • Oracle Fusion Applications help keywords: users, user access, user accounts, user and role synchronization, user and role-provisioning setup

Set Up Geographies

  • Set up geography structure.

  • Import and validate geography data to be shared and used throughout the applications.

  • Topic in this guide: Setting Up Geographies

  • Oracle Fusion Applications help keywords: geography, geography validation, geography structure, geography hierarchy

Create the Sales Catalog

  • Create and publish a product group catalog.

  • Add the root catalog to the Base product group usage.

  • Topic in this guide: Creating the Product Catalog

  • Oracle Fusion Applications help keywords: sales catalogs, Sales Catalog Administrator

Define Territory Management

  • Set parameters, such as the default territory proposal owner, the industry and geographical dimensions.

  • Identify visible dimension members.

  • Enable dimensions and metrics.

  • Topic in this guide: Defining Territory Management Configuration

  • Oracle Fusion Applications help keywords: territory, territories, territory access, territory assignment, territory coverages, territory dimensions, territory forecasts, territory freeze date, territory gaps

Set Up Sales Campaigns

  • Set up sales campaigns by validating the e-mail server, setting headers and footers, and setting up the marketing templates.

  • Topic in this guide: Setting Up Sales Campaigns

  • Oracle Fusion Applications help keywords: sales campaign, treatment template, marketing campaign

Configure the Customer Tree

  • Select the customer tree nodes to be visible for different customer types: organization, person, and group.

  • Topic in this guide: Configuring the Customer Tree

  • Oracle Fusion Applications help keywords: customer tree, customer center

Additional Implementation Options

The tasks listed in the previous table may not include all the tasks required for the functionality you are implementing. Navigate to Setup and Maintenance and review the tasks in the Sales offering and the Marketing offering.

Implementation Tasks Completed for You in the Oracle Sales Cloud Service : Explained

Oracle completes the implementation tasks listed in this topic according to the information you provided when you signed up for the Oracle Sales Cloud Service. You can verify or edit the values for each task.

The following table lists the completed tasks in the order they are implemented. Except for the Manage Users task, you can review each setup task and make any necessary changes by searching for the task name in the Setup and Maintenance work area and clicking the Go to Task button.

Links to both the Setup and Maintenance work area and the Manage Users task appear in the Navigator menu at the top of any application page.


Implementation Task Name

Description

Manage Enterprise HCM Information

Oracle enters the company name you provided. You can search for the name from the Manage Enterprise HCM Information page and edit it. All of the other fields on the Edit Enterprise page are for Oracle Fusion Human Capital Management (HCM), and so they are not relevant for CRM.

Manage Legal Address

This is the address you provided. As a best practice, use the same legal corporate address used for tax information.

Manage Legislative Data Group

The legislative data group is required for creating a legal employer. Legislative data groups are used for partitioning payroll and related data. At least one legislative data group is required for each country where the enterprise operates. CRM-only implementations require only one data group.

Manage Legal Entity

The legal entity is required for creating employee users. When you create a user who is an employee, you must select the legal entity, the legal employer. You can set up multiple legal entities if your business requires them, but, for CRM-only implementations, you can assign all employees to just one corporate legal employer. You must complete this task before executing the next step: Manage Legal Entity HCM Information task.

Manage Legal Entity HCM Information

In this task, you associate the legislative data group defined in the Manage Legislative Data Group task with the Legal Entity HCM Information.

Manage Business Unit

Oracle creates one business unit for creating your employee users. The name of the business unit is based on your company name. Because all CRM transactions occur in one business unit, you can assign all employees to the same corporate business unit.

Select the Manage Users link from the Navigator.

Oracle creates one initial user for you. Sign in as the initial user to create other users, including other users with the permissions to perform implementation tasks. These users are called setup users.

For step-by-step instructions on creating a setup user and a CRM application user, see the topics Creating Setup Users for the Oracle Sales Cloud Service: Worked Example.

Creating the CRM Common Calendar : Worked Example

The accounting calendar will be used for sales forecast and territory metrics. You need to set up the calendar to match your fiscal calendar and forecasting periods. If you are loading historical data, then you must set the start date to the first date of your historical data.

Important

You cannot change the settings once you start using the application, so consider setting the date to the first date that your company was created. This will allow you to upload historical data later, if necessary.

You can choose the calendar option of your choice: 4-4-5, 4-5-4, 5-4-4, 4 Week, weekly, monthly, quarterly, yearly, or your custom calendar.

Note

  • This step is required for territory management and forecasting.

  • You can change the values until your first calendar period is open.

Creating the Accounting Calendar

  1. In the Setup and Maintenance area, Overview page, All Tasks tab, search for the topic names containing Accounting Calendar

    Manage Accounting Calendars will show up in the results box.

  2. Click the Go To Task icon.
  3. On the Managing Accounting Calendars page, click the Create icon.
  4. Fill in the required fields as appropriate for the calendar, and click Next. Make note of the name utilized because this name will be required in the next topic.

    Note

    When creating the calendar, the first calendar date must be the first date of the period of the oldest historical data on which you will be reporting. For example, if you select January 1, 2010 as your first calendar date, then you would only be able to enter or import historical data associated with this date and later.

  5. Ensure that the calendar data is correct, and click Save.

Managing the Calendar Profile Option

Associate the calendar profile with the accounting calendar. The accounting calendar selected here is used as the common calendar.

Note

This step is required for Territory Management and Forecasting.

Caution

Many features of Oracle Sales use this common calendar profile option and changing it could result in the loss of data for one or more applications. Oracle strongly recommends that you do not change the selected Accounting Calendar Default (ZCA_COMMON_CALENDAR) profile option value once it is set.

Managing the CRM Common Calendar Profile Option

The CRM calendar profile option must be associated with the new accounting calendar. Follow these steps:

  1. Navigate to the Setup and Maintenance work area, Overview page, All Tasks tab, and search for task names containing Calendar.
  2. Locate Manage Calendar Profile Option, and click the Go To Task icon.
  3. On the Manage Calendar Profile Option page, locate the ZCA_COMMON_CALENDAR: Profile Values subpage and click the profile option value line.
  4. Click the Profile Value list, and select the calendar name that you created when you created the accounting calendar. Click Save and Close.

Managing Currencies

By default, all the currencies are enabled. Disable the currencies that will not be used. This will reduce the List of Values and make it more manageable for users. Perform the following steps to disable or enable currencies:

  1. In the Setup and Maintenance work area, search for Manage Currencies.

  2. Click Go to Task.

  3. Search for a currency.

  4. Select or deselect Enabled for each currency you want to change.

  5. Click Save and Close.

Manage Currency Profile Option

You must designate your primary corporate currency even if you enabled only one currency. Perform the following steps to set your primary corporate currency.

Note

  • This step is required for Territory Management

  • The corporate currency generally remains unchanged. We strongly recommend that you do not change the selected Corporate Currency Default profile option value for ZCA_COMMON_CORPORATE_CURRENCY once it is being used in transactions.

  1. In the Setup and Maintenance work area, search for Manage Currency Profile Option.

  2. Click Go to Task.

  3. In that task row, click ZCA_COMMON_CORPORATE_CURRENCY.

  4. In the Profile Values table, click New.

  5. Set the profile level to Site.

  6. Set the profile value to your primary corporate currency.

  7. Click Save and Close.

Managing Default Owner Profile Values

Set the profile options to designate the default task owners for customers, leads, and marketing campaigns. Perform the following steps to set the default task owner or assignee:

  1. In the Setup and Maintenance work area, search for Manage Administrator Profile Values.

  2. Click Go to Task.

  3. Search for the profile option code ZMM_TASK_DEFAULT_OWNER_ASSIGNEE.

  4. In the Profile Values table, click New.

  5. Set the following profile values:


    Profile Level

    Product Name

    Profile Value

    Product

    Lead Management

    Select a name

    Product

    Marketing

    Select a name

    Product

    Customer Center

    Select a name

  6. Click Save and Close.

Setting Up Geographies

Setting up geographies is critical when setting up Oracle Fusion Applications, because geography data is shared by Oracle Fusion CRM and other applications, such as Oracle Fusion Financials. In Oracle Fusion CRM, geographies are used to validate addresses and determine the boundaries of sales territories. In Oracle Fusion Financials, geographies are used in tax reporting and other legal requirements.

In Oracle Fusion Applications, the term geography refers to any region in the world with a boundary around it, regardless of its size. A geography can be Kerala (a state), Russia (a country), San Francisco (a city), Miami-Dade (a county), or Minato-ku (a ward in the city of Tokyo).

Every geography belongs to a geography type. A geography type is used to classify a geographical region, for example, country, state, province, county, or city.

Geography structure defines how geography types relate to each other for a given geography. It also indicates how these geography types are organized. For example, in the U.S. you must include cities and states. In Japan, you must include prefectures, municipalities, districts, and wards.

The hierarchy of geographical data for a country, which is based on the geography structure associated with the country, is called the country's geography hierarchy.

Geography hierarchy defines the data for a geography in the context of the geography structure. Geography data is also used in territories, which can be used for sales forecasting, leads and opportunities assignment, territory-specific tax computations, and so on. However, you must have at least one level of geography data under the Country level, such as State or City, before processes can be triggered for assigning records to users.

Perform the following tasks to set up your geography for each country:

  1. Determine how detailed your geography data should be.

    For example, will you need addresses at the City level, County level, or just the State level? These levels become your geography structure, and you must define the structure in Oracle Fusion CRM for each country where you do business.

    Note

    1. You cannot add or modify geography structures after your geography data is initially loaded. Therefore, you must include all the geography types, such as state, county, city, that you may need in your geography structures, even if you do not plan to upload data for all of those geography types right away.

    2. It may be a good idea to first import geography data of a country in which you do not do business. That will help you learn the import process without affecting the data you will use.

  2. Set up the geography structure for your first country.

  3. Import the sample geography data for that country.

  4. Define and enable geography validation for that country.

  5. Later, when you are ready to import more data, you can purchase the geography data you need from a third-party supplier. You must set up the data following the sample data files provided. For example, you must add columns for SourceId and ParentSourceId. SourceId is the unique ID you assign to each geography that you import. ParentSourceId is the ID number of the parent geography.

Restrictions That Apply to Geography Import Data

Note the following restrictions when you import geography data:

  • SourceId values must be unique for each geography within a single import.

  • When you are adding an alternate name, the source ID for both the primary geography name and standard name must be the same.

  • When you are adding new data for an existing geography, your source data files do not have to have the same SourceId and ParentSourceId values as your originally imported geography data. As long as the geography structure levels and the parents for each geography value are the same, the changed IDs will not impact the import.

  • The RecordTypeCode value indicates which records must be created in the import:

    • A value of 0 indicates that the geography already exists in the base table.

    • A value of 1 indicates the intent to create a new geography.

    • A value of 2 indicates the intent to add an alternate name or code to an existing geography.

  • For each additional import, you must include all of the parents of a child to add a child geography.

  • Make sure that your source data file has the correct values for the geography data that you have already loaded. For example, if your initial import included the value US for country and CA as state, and if in a subsequent import you have California as state, then you will have two state records with the US country parent (CA and California).

  • A postal code may belong to multiple cities. For example, 94061 is a valid postal code for both Redwood City, CA, and Woodside, CA. In that case, create the postal code under each city. The result is two different records for the postal code, each record with a different parent record.

  • You can import new data, but you cannot delete a geography using import. To edit and delete geographies, you must go to the Manage Geographies task in Setup and Maintenance.

Set Up Geography Structure

Set up the geography structure for your first country. For the United States, the geography structure has already been set up for you, and you can skip this step if you want to use only US data. For all other countries, perform the following tasks.

During the initial phase, it is recommended that you start with only one country, for example, one in which you do not do business. For this initial phase, you import the geography structure of Australia.

  1. Go to My Oracle Support, and search for this document ID 1341174.1 for sample geography data.

  2. Download the file containing the geography structure of Australia (GeoPlanet AU structures.csv).

    Here is a description of the columns included in the country structure sample file. The following table represents the information that must be included in your import file.


    Column

    Data Type

    Null Allowed

    Description

    CountryCode

    VARCHAR2(2 CHAR)

    No

    The two-letter country code. For example:

    US for United States

    CA for Canada

    DE for Germany

    Administrative LevelCode

    VARCHAR2(30 CHAR)

    No

    The code assigned to a geography type in a geography hierarchy.

    For example, this administrative code may be COUNTRY, STATE, COUNTY, or CITY.

    Administrative LevelName

    VARCHAR2(80 CHAR)

    Yes

    The user-friendly name displayed in the user interface, such as Country, State, County, or City.

    Administrative LevelNumber

    NUMBER(2,0)

    No

    A number used to represent the hierarchical level within the country structure, ror example:

    COUNTRY is 1

    STATE is 2

  3. Adjust the sample data file by deleting rows containing levels in the geography hierarchy that you will not be using, if necessary.

    Note

    For this initial phase, it is recommended that you make no changes.

  4. Your CSV file is ready. Go to Setup and Maintenance, and search for the Manage File Import Activities task. In that task row, click the Go to Task icon.

  5. Click the Create icon to create an import activity, and then fill in the appropriate setup information:

    1. Select Country Structure in the Object field.

    2. Specify the source file type and location, and select the import file.

    3. If your source file has a header row, then select the Header row included check box.

    4. Your source file must be in UTF-8 format. Select UTF-8 in the File Encoding field.

    5. Click Next.

  6. Map each field from your source file to the corresponding Oracle Fusion object and attribute. Click Next.

  7. Schedule the import. You can select Immediate to start the import right away, or specify a date and time to start the import. Click Next.

  8. In the Review and Activate step, verify your import details, and then click the Activate button to submit the import job.

    When the import job is completed, the Status field displays Completed.

  9. After the import is completed, verify your imported country structure:

    1. Navigate to Setup and Maintenance.

    2. Search for the Manage Geographies task, and in that task row, click the Go to Task icon

    3. Search for the country code to see the country that you want to verify.

    4. Click the check mark in the Structure Defined column to verify the country structure.

Import Geography Data

Now that you have defined the structure, you want to import the geography hierarchy data for that country. For the U.S., for example, you import the names of all 50 states, their cities, and so on.

  1. Go to My Oracle Support, and search for document ID 1341174.1 for sample geography data.

  2. Download the file containing the sample data for either the U.S. (GeoPlanet US geographies.csv) or Australia (GeoPlanet AU geographies.csv).

  3. If you deleted any levels in the structure, then adjust the sample data file by deleting the rows corresponding to those levels.

    Note

    1. For this initial phase, it is recommended that you make no changes.

    2. The sample geography data for Australia is meant to be used only for the sample import exercise. To set up geographies in countries other than the United States, you will need to purchase the geography data you need from a third-party supplier.

    The following table represents the information that must be included in your import file.


    Column

    Data Type

    Null Allowed

    Description

    CountryCode

    VARCHAR2 (2 CHAR)

    No

    The two-letter country code. For example:

    US for United States

    CA for Canada

    DE for Germany

    RecordTypeCode

    NUMBER (2,0)

    No

    Determines the data required for importing based on the record type.

    A value of 0 indicates that the geography already exists in the base table.

    A value of 1 indicates the intent to create a new geography.

    A value of 2 indicates the intent to add an alternate identifying name or code to an existing geography.

    PrimaryGeography Name

    VARCHAR2 (360 CHAR)

    No

    The primary name of the geography. For example, for the state of Utah, UT is the primary name.

    LevelNumber

    NUMBER (2,0)

    No

    A number used to represent the hierarchical level within the country structure, for example:

    Country is 0

    State is 1

    County is 2

    SourceId

    NUMBER (18,0)

    Yes

    Used with the Parent Source ID field to identify the hierarchical levels of the geographies in relationship to one another. Note: There is an 18-character limit for this field. See the ParentSourceId description for more information.

    ParentSourceId

    NUMBER (18,0)

    Yes

    The parent source ID for the geography, along with the source ID, is used to identify the geography parent-child relationship. Use any value applicable, or any generated number, but follow this structure:

    The top level of the hierarchy will be a null value.

    For example, if you are importing a country, a state, and a county, then you might provide the following values:

    Data for the country:

    SOURCE_ ID is100

    PARENT_ID is Null (Because the country is the top level and has no parent)

    Data for the state:

    SOURCE_ ID is 1000

    PARENT_ID is 100

    Data for the county:

    SOURCE_ ID is 10000

    PARENT_ID is 1000

    Note: This field has an 18-character limit.

    GeoDataProvider

    VARCHAR2 (30 CHAR)

    Yes

    Identifies the name of the data service provider. This data is not necessary for Oracle Fusion Applications, but the field is provided for your reference.

    If you do use this field, note that it is a validated field. Incorrect values in this field will cause an import error. To find valid values, go to the Manage Geography Lookups task in FSM and check the HZ_GEO_DATA_ PROVIDER lookup codes. Examples of valid lookup codes include:

    TAXWARE

    USGS

    USER_ENTERED

    You can choose to leave null values in this field.

    LanguageCode

    VARCHAR2 (4 CHAR)

    Yes

    A one-character, two-character, or three-character language code. Use the codes used in Oracle Fusion Applications. To verify, go to the Manage Languages task in Setup and Maintenance:

    US for U.S. English

    D for Germany

    F for French

    IdentifierType

    VARCHAR2 (30 CHAR)

    Yes

    Use only when the RecordTypeCode field is 2, which means the entry is an alternate name or code.

    The value in this field must be NAME or CODE to identify which alternate value is being added.

    To find valid values, go to the Manage Geography Lookups task in Setup and Maintenance and check the HZ_GEO_ IDENTIFIER_TYPE lookup codes.

    IdentifierSubType

    VARCHAR2 (30 CHAR)

    Yes

    Use only when the RecordTypeCode field is 2, which means the entry is an alternate name or code. Valid lookup codes include:

    FIPS_CODE

    STANDARD_ NAME

    When adding an alternate name (like the name Utah for the state UT), the value in this field would be STANDARD_ NAME.

    To find valid values, go to the Manage Geography Lookups task in Setup and Maintenance, and check the HZ_GEO_ IDENTIFIER_ SUBTYPE lookup codes.

    IdentifierValue

    VARCHAR2 (360 CHAR)

    Yes

    Use only when the RecordTypeCode field is 2, which means the entry is an alternate name or code. This field represents the alternate value. For example, you might type the spelled out name Utah for UT.

    GeographyType

    VARCHAR2 (30 CHAR)

    No

    A code used for internal reference by Oracle Fusion Applications at an administrative level. For example, this administrative code may be COUNTRY, STATE, COUNTY, or CITY.

    You must include either the LevelNumber or GeographyType field to define the hierarchical structure of your data. LevelNumber is used more often, so this column is not shown in the sample file.

  4. In Setup and Maintenance, search for the Manage File Import Activities task, and in that task row, click the Go to Task icon.

  5. Click the Create icon to create an import activity, and then fill in the appropriate setup information:

    1. In the Object field, select Geography.

    2. Specify the source file type and location, and select the import file.

    3. If your source file has a header row, then select the Header row included check box.

    4. Your source file must be in UTF-8 format. Select UTF-8 in the File Encoding field.

    5. Click Next.

  6. Map each field from your source file to the corresponding Oracle Fusion Applications object (ImpGeography) and the appropriate target attribute. If you do not want to import a field, then you can select the Ignore check box. Click Next.

  7. Schedule the import. You can select Immediate to start the import right away, or specify a date and time to start the import. Click Next.

  8. In the Review and Activate step, verify your import details, and then click the Activate button to submit the import job.

    When the import job is completed, the Status field displays Completed.

  9. After the import is completed, verify your imported country geography.

    1. Navigate to Setup and Maintenance.

    2. Search for the Manage Geographies task, and in that task row, click the Go to Task icon

    3. Search for the country code to see the country you want to verify.

    4. Click the check mark in the Hierarchy Defined column to verify the country structure.

Enable Geography Validation

Geography validation for a country checks whether the address details map to the geography hierarchy data available for the country. The geography validation control determines whether you can save an address that did not pass validation during address entry. For example, if the validation level is Error, then an address cannot be saved if the values do not match the geography hierarchy data. Enable geography validation for each country by using the Manage Geographies task.

  1. Enable geography validation for all geography levels that you intend to use for territory definition for each country.

  2. You can set geography validation control to Error in the Manage Geography Validation page. This step ensures that users can use only valid geography elements in addresses.

  3. If you have already created addresses before setting up geography validation for a country, you must execute the Run Maintain Geography Name Referencing task for that country after enabling geography validation to ensure that all your geography elements are validated.

Sales Catalog Overview

Sales catalogs organize the products and services that you sell in a hierarchy of product groups. You must create at least one sales catalog if you want your sales organization to associate the products and services that you sell with leads and opportunities. When your sales catalog is established, salespersons can select products or product groups when creating opportunities, quotes, and orders. You can also use sales catalogs as a dimension for defining sales territories.

This topic outlines the steps for creating a sales catalog using the Oracle Fusion Sales Catalog application and the steps to create and enable items in these catalogs. During the initial setup, you should set up your catalog at the product group level. Product groups are sufficient to create the necessary integrations with other Oracle Fusion modules. You can choose to describe the products directly in the product groups or you can associate inventory items with the product groups.

You must have the Application Implementation Consultant role to perform the tasks in this topic.

Creating a Sales Catalog

To create a sales catalog, you must do the following:

  1. Create the root product group.

  2. Add all the other product groups.

Root catalog or root product group is the starting point of a catalog. This product group functions as the parent product group, and all other product groups are nested within this hierarchy

The following figure shows an example hierarchy:



Use the following steps to create the root product group:

  1. In Setup and Maintenance, navigate to the Manage Product Groups task.

  2. Click the Go to Task icon.

  3. In the Manage Product Groups area, click the Create icon.

  4. Enter the product group name and display name.

  5. Enter the Effective from and to Dates.

    Note

    The date fields are optional.

  6. Select the following check boxes:

    • Active

    • Root Catalog

    • Locked

  7. Deselect the Allow Duplicate Children check box.

    This will ensure that products do not appear multiple times in the hierarchy.

  8. Click Save and Close. Verify that the Root Product Group appears in the left pane.

Create all the other product groups under the root catalog to arrange them in a product hierarchy. Use the following steps to create the product group hierarchy:

  1. Click the Subgroups tab in the main work area.

  2. Click the Create icon.

  3. On the Create Subgroup dialog box, perform the same steps for creating the product group, but do not select the Root Catalog check box.

  4. Click Save and Close.

  5. Verify that the product subgroup is visible in the left pane. If the new subgroup does not appear, then click View and then Refresh.

  6. Repeat the steps to create additional levels in your sales catalog hierarchy.

After you create your sales catalog hierarchy, you must publish your sales catalog. Use the following steps to publish your sales catalog:

  1. Click the Publish button.

  2. Click Yes in the Confirm Publish dialog box.

  3. Click OK on the confirmation message that is displayed.

  4. Click Save and Close.

Enable the sales catalog that you created for use in CRM applications using the following steps:

  1. In Setup and Maintenance, navigate to the Manage Product Group Usage task.

  2. Click the Go to Task icon.

  3. In the Manage Product Group Usage page, select the Base record in the Usage column.

  4. If a product group is already associated to the Base usage, then remove the product group by clicking Delete.

  5. In the Details section, click the Select and Add icon.

  6. In the dialog box that appears, search for the root catalog that you just created.

  7. Select the record and click OK.

  8. On the Manage Product Group Usage page, click Save and Close.

Use the following steps to validate the sales catalog:

  1. Sign in as a sales manager or salesperson.

  2. Select Opportunities from the Navigator.

  3. Select Create from the Actions menu.

  4. Enter the required information for the opportunity, and click Save and Edit.

  5. In the Revenue Items section, click the Browse Sales Catalog button.

  6. Verify that the catalog appears.

    If the sales catalog is not available, then check your setup steps to ensure whether it is valid.

Enabling Items for Use in Sales Catalogs

Items are products and services that you sell, such as a specific laptop or a television. If you plan to use items in your sales catalogs, then you must perform the steps described in this section. If you want to capture products in your opportunities, then you must add items to the sales catalog. You must create products if your implementation involves integration with legacy Siebel applications or for advanced functionality, such as Sales Prospector.

You can either add items manually or import items from your legacy systems. For information on importing items, refer to the topic Item Imports: Explained in the Oracle Fusion Applications Product Information Management Implementation Guide and the section Item Import Using Import Maps in the Oracle Fusion Applications Product Management, Product Information Management Guide.

To add and enable items for use in sales catalogs, you must:

  1. Create a location.

    This company address is required to create an item organization.

  2. Create an item organization. All items that you want to add to your sales catalog have to be part of this item organization.

  3. Associate the item organization with the Oracle Fusion Sales Catalog application by setting a system profile option.

  4. Create or import items.

The location is the physical address of your company. Creating a location is required for creating an item organization. An item organization is required if you are adding items to the sales catalog.

Use the following steps to create a location:

  1. Navigate to the Setup and Maintenance work area.

  2. On the All Tasks tab of the Overview page, search for the task Manage Locations.

  3. Click the Go to Task icon

    Note

    You can also access this task by navigating to Navigator - Workforce Structures - Manage Locations.

  4. Click Create.

  5. Enter the name and address information for the location.

  6. Click Submit.

For more information on creating a location, refer to the topics Locations: Explained and FAQs for Manage Locations in the Oracle Fusion Applications Product Information Management Implementation Guide.

Use the following steps to create an item organization:

  1. Navigate to the Setup and Maintenance work area.

  2. On the All Tasks tab of the Overview page, search for the task Manage Item Organizations.

  3. Click the Go to Task icon.

  4. Click Create.

  5. Select Create New, and enter values in the following table.


    Field

    Comment

    Name

    Enter the item organization name.

    Organization

    Enter an organization code.

    Usage

    Select Item Management.

    Code Address

    Select the location you created.

  6. Click Next.

  7. Enter the following attribute values:


    Field

    Comment

    Item Master Organization

    Select the name of the organization you just created.

    Starting Revision

    Enter the number 1.

  8. Click Save and Close.

Set the product group profile option to the item organization that you created. This association enables you to create items for use in the sales catalog.

Use the following steps to set the product group profile option value:

  1. Navigate to the Setup and Maintenance work area.

  2. On the All Tasks tab of the Overview page, search for the task Manage Product Group Profile Option Values.

  3. Click the Go to Task icon.

  4. Search for Profile Option Code QSC_SALES_PRODUCTS_INVENTORY_ORG_ID.

  5. In the Profile Values table, click New.

  6. Enter the values in the following table.


    Field

    Comment

    Profile Level

    Select Site.

    Profile Value

    Select the item organization you created.

  7. Click Save and Close.

Use the following steps to create an item:

  1. Click the Navigator link, and click Items.

  2. Click Create Item under the Tasks region.

  3. In the Create Item page, enter the values in the following table.


    Field

    Comment

    Organization

    Select the item organization that you just created.

    Number of Items

    Enter the quantity of similar items that belong to the same item class and can be created simultaneously.

    Item Class

    Select the class to which the item belongs.

    Templates

    Select the template to which you want to apply attribute values.

  4. Click OK.

  5. In the Create Item page, enter the Item and Description fields.

  6. Click the Save drop-down arrow, and click Save and Close.

    The item will now be available for use in your sales catalog.

    For detailed information on creating items, refer to the Define Product Information Management Configuration chapter in the Oracle Fusion Applications Product Information Management Implementation Guide.

Defining Territory Management Configuration

It is important to plan and define territories early in your implementation. Territories form the fundamental infrastructure of sales management because territories define the jurisdiction that salespeople have over sales accounts, partners, leads, and opportunities. The territory hierarchy serves as the structure for forecasting, quota distribution, compensation, and analysis of sales performance.

Without using territories, you must add individual salespeople to each sales account, partner, lead, or opportunity line item. If a salesperson leaves and is replaced, then you must find every transaction and manually change the resource for that sales account, lead, or opportunity. Using territories, you change the resources for the relevant territories. Then the automatic assignment matches the territory to the correct sales accounts, partners, leads, and opportunity line items. The new sales team gain access to the transactions within their territories, and can forecast sales for the territories.

Perform the following steps to define the territory management configuration:

  1. Go to Setup and Maintenance and search for Define Territory Management Configuration. Expand the node to see the tasks for configuring territories.

  2. Set the default territory proposal owner.

  3. Define the Industry dimension.

  4. Set up the Geography dimension.

  5. Enable the dimensions to be used for defining territories and the metrics to be used to analyze territories.

Set the Default Territory Proposal Owner

The creator of a territory proposal is the owner by default, but you want to assign an owner for territory proposals that are automatically generated by the application. Perform the following steps to designate the default territory proposal owner:

  1. In your Define Territory Management search results, expand the Define Territory Management Profile Options node.

  2. Select the user who will be the default owner of territory proposals from the list for the Profile Value in the Site row.

Define the Industry Dimension

Work objects can be assigned to territories using the industry classification of the customer. Perform the following steps if you want to use industry to set the boundaries of territories:

  1. Go to the page for this task: Define Classification Category for Industry Dimension.

  2. Select the classification category in the Site row. The 1987 SIC classification category is seeded.

Set Up the Geography Dimension

Territories can be defined by geography, which means the sales account with a sell-to address that falls within the boundaries of the defined geography is assigned to the territory. In addition to the predefined geographies, you can optionally create your own geography zones that you define by including specific predefined geographies within the zone. Perform the following steps if you want to use geography when defining territory boundaries:

  1. Go back to the Define Territory Management Configuration task list, and expand the Define Territory Management Dimensions node.

  2. Go to the page for this task: Manage Territory Geographies.

  3. Whether or not you choose to create geography zones, you must create your geography hierarchy that will be used for the geography dimension, using Manage Territory Geographies.

    Perform the following steps to create a territory geography hierarchy that does not include creating your own zones:

    1. In the Zones Hierarchies region, click the Add icon, and select Add Geography.

    2. In the Select Geography window, enter a country name, and click Search. For example, enter United States.

    3. Click Submit to use the United States as the top of this hierarchy.

      You can build multiple geography hierarchies.

    4. In the Zones Hierarchies region, select the country that you just added, and click the Add icon and select Add Geography.

    5. Again search for the United States. You want to add a state to your hierarchy. You can enter it in the State field, or select it in the search results table.

    6. Click Submit.

    7. The confirmation window gives you the choice to add the state only or to add the state and include the hierarchy of geographies below the selected state. Select Add geography and include selected children.

    8. Select each child geography type that you want to include. For example, you may want to include cities only or cities and postal codes. Click OK.

    9. Continue to add geographies to your hierarchy. You can add more states to the country, select and add specific cities within a state, or start another hierarchy. You must create a zone if you want to include several countries in one hierarchy.

    For details, see document ID 1482045.1 in My Oracle Support, which discusses using geography in territory definitions. Also, a demonstration titled Creating Territory Zone Hierarchies is available in Oracle Fusion Applications Help.

Enable Dimensions and Metrics

Enable only the dimensions that you intend to use for defining territories. Enable only the metrics that will be useful for analyzing proposed territories. The stage and promote process in this step performs the synchronizations with the sources of data that will be used for managing, assigning, and analyzing territories. Perform the following steps to enable dimensions and metrics:

  1. Under the Manage Territory Management Synchronization task list, go to the page for this task: Enable Dimensions and Metrics.

  2. Click the Create Stage Environment button. If your stage environment already exists, you can delete the existing environment before creating a new one, or edit the existing stage environment.

  3. Enable all the needed dimensions. Select Enable from the list in the Request field for each dimension.

  4. The Time dimension controls the number of years used for calculating metrics. Enter the number of years prior to today's date in the Calendar Start parameter to set when the calendar starts for calculating metrics.

  5. The Product and Industry dimensions use a parameter to set the number of levels in the dimension member hierarchy to make available in the dimension member selection list that is used when defining territories. Set the parameter for each.

  6. Go to the Metrics tab, and use the same procedure to enable the metrics that you want.

  7. Click the Stage and Promote button to initiate the synchronization process of the Territory Management schema with the source followed by the promotion process of the stage environment into production.

When the process completes successfully, you can start defining territories in the application. See the Oracle Fusion Applications Sales Guide for more information.

Setting Up Sales Campaigns

Sales managers and salespersons use sales campaigns to promote a specific product or event to specific customers in a personalized e-mail campaign. These campaigns can contain links that recipients can respond to, and their responses can be tracked. You can set up language-specific versions of templates, headers, and footers, to use in international campaigns.

Validate the E-Mail Server

The e-mail server provides the e-mail sending daemon that delivers e-mail, the bounce-handling daemon that tracks e-mails that cannot be delivered, and the click-through daemon that tracks e-mail recipient responses. Perform the following steps to validate the e-mail server:

  1. In Setup and Maintenance, go to the page for this task: Manage Marketing Supplier.

  2. Edit E-mail Profile to validate the settings for the following:

    • CTD host

    • CTD port

    • BHD

    • CTD protocol

  3. Click Cancel to exit the page or save your changes.

Set Up Headers and Footers

Perform the following tasks to create header and footer content for e-mail messages delivered as part of a marketing campaign. The e-mail header and footer can be assigned to a specific organization unit and language. It can be in HTML or text format and can be marked for restricted viewing.

  1. Go to the page for this task: Manage Marketing E-mail Headers and Footers.

  2. Click Actions, and then Create.

  3. Fill out the information on the Create Standard Header and Footer page:

    1. Name: Enter a descriptive name.

    2. Language: Select American English or whatever language that you want.

    3. Select the Primary check box.

    4. Select Header in the Type field.

    5. In the HTML or Plain Text subtab, set up your header.

    6. Click Save and Close.

  4. Repeat the steps 2 and 3 to create a footer. Be sure to select Footer for Type.

Set Up the Marketing Template

Perform the following steps to create the treatment templates that you want to use as a basis to quickly create treatments, a channel specific marketing promotion, message, and fulfillment instruction assigned to campaigns. Create and manage campaign templates to use as a basis to quickly create complex marketing campaigns:

  1. Go to the page for this task: Manage Marketing Treatment Templates.

  2. Click the Create icon.

  3. On the Create Treatment Template page, fill out the information.

  4. Select the Active check box.

  5. Either upload your HTML template as a file, or paste it in the work area.

  6. Click Save and Close.

Configuring the Customer Tree

The customer tree is a navigation tool to view all the information about a customer or contact in one location. The customer tree displays profile, contact, sales account team, and assessment information for all three customer types, including organization, consumer, and group. The contact tree shows a subset of the nodes seen in the customer tree.

The customer and contact trees are usable immediately upon implementation. You can personalize both trees to show or hide the various nodes, customize the node names, and change other parameters. These personalizations are kept for all users of the application. Individual users can further personalize the tree. If you are a member of the sales account team with at least edit-level access or you have the sales party administration duty, then you can update information on the following nodes: contacts, organization chart, classifications, assessments, and notes. Only those users with sales party administration duty or full-level access on the sales account team and profile nodes can update the members of the sales account team.

Perform the following steps to configure the customer tree:

  1. In Setup and Maintenance, go to the page for this task: Manage Customer Tree or Manage Contact Tree.

  2. To hide an item from view, select it in the tree nodes list, and deselect the Visible check box in the Details region.

    You can designate one node as the default node to be displayed when you navigate to the customer center pages.

    The customer tree displays a node for opportunities only if the customer is a sales account.

  3. Click Save and Close.

Selecting Forecasting Options

Salespeople forecast sales by territory as well as by individual salesperson or other resources. The application generates forecasts from opportunities. The forecasts are based on the configured options. Revenue for opportunities with close dates that fall within a forecast period is added into the forecast for that period for the related territory and salespeople for that opportunity. The forecasts are generated as far into the future as the close dates for open opportunities with revenue items. Perform the following steps to select sales forecasting options:

  1. Create at least one opportunity with a revenue line item. The revenue line with the most distant close date is used when selecting forecasting options to determine how far into the future the forecast schedule will extend.

  2. In Setup and Maintenance, search for Select Forecasting Options.

  3. Click Go to Task.

  4. Set the options to generate your forecast. You can use the following example, which sets quarterly forecasts that salespeople update monthly:

    • Forecast Period: Quarter

    • Forecast Frequency: 3

    • First Forecast Due Date: 5 Days after the period start date

    • Territory Freeze Date: 5 Days before the forecast due date

    • Number of Scheduled Periods: 8

    • Select Enable Forecast Criteria Override

  5. You can select one or more metrics that salespeople can refer to when making forecast decisions.

  6. Click Submit. When the process is completed, the generated forecasts appear in the Scheduled Forecasts table.

  7. Run the Refresh Forecast process. Recommendation is to schedule the Refresh Forecast process to be run daily after midnight. If opportunities were bulk loaded into the database, it may take some time to refresh the forecast with the new data. This process is run periodically to retrieve the latest changes to the territory hierarchy and synchronize future forecasts with opportunity data.

  8. Run the Due Date Check process to archive forecasts that have a due date in the past. Ensure the forecasting schedule is generated and has the correct due dates configured before scheduling this process. It is recommended that you schedule this process to run daily after midnight.

  9. Run the Refresh Revenue Metrics process to refresh the pipeline and closed-revenue metrics. Scheduling this process to run daily is sufficient. Schedule it more frequently if out-of-date metrics are a concern.


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