Configure Sales Processes
You must configure sales processes for different tasks and user roles for configuring sales processes in Oracle CX for Financial Services.
To configure sales processes:
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Sign in to Oracle CX Sales using Administrator role.
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In the Setup and Maintenance work area, go to the following:
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Offering: Sales
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Functional Area: Opportunities
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Task: Manage Sales Methods and Sales Stages
-
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Click Create button to create the new Sales Methods and their attached Sales Stages as mentioned in the following table.
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In the Setup and Maintenance work area, go to the following:
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Offering: Sales
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Functional Area: Opportunities
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Task: Manage Opportunity Profile Options
-
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Enter Profile Option Code as MOO_DEFAULT_SALES_METHOD and click Search.
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In MOO_DEFAULT_SALES_METHOD: Profile Values tab, click Add button.
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Select Profile Level as User, select the retail banking and commercial banking users with whom you want to associate the sales methods that you create. Select Profile Value as the default Sales Method. As the default, Retail Banking is the Retail Banking Sales Stage and Commercial Loans is the Commercial Banking Sales Stage.
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Click Save and Close.
As the default sales method is a user level setting, the preceding steps must be done for each user of retail banking and commercial banking to get the default sales methods.
Note that at least one Site Level Profile Value is required for the Profile Option. If the profile value is missing, it must be created. The following table provides an example of sales process with all the required steps.
|
Sales Method |
Description |
Sales Stage Name |
Phase |
Status |
Order |
Quota Factor |
Win Probability |
Duration |
Stalled Deal Limit |
|---|---|---|---|---|---|---|---|---|---|
|
Commercial Loans |
Not applicable |
Loan purpose evaluation |
A |
Open |
1 |
3.5 |
10 |
5 |
800 |
|
Commercial Loans |
Not applicable |
Company Visit Completed |
B |
Open |
2 |
3 |
20 |
4 |
800 |
|
Commercial Loans |
Not applicable |
Credit Check |
B |
Open |
3 |
2.8 |
30 |
2 |
800 |
|
Commercial Loans |
Not applicable |
Research Analysis |
B |
Open |
4 |
2.5 |
40 |
4 |
800 |
|
Commercial Loans |
Not applicable |
Deal Structured |
B |
Open |
5 |
2.2 |
50 |
2 |
800 |
|
Commercial Loans |
Not applicable |
Draft Deal generated |
B |
Open |
6 |
2 |
60 |
2 |
800 |
|
Commercial Loans |
Not applicable |
Deal Committee |
B |
Open |
7 |
1.8 |
70 |
2 |
800 |
|
Commercial Loans |
Not applicable |
Final Negotiation |
B |
Open |
8 |
1.5 |
80 |
2 |
800 |
|
Commercial Loans |
Not applicable |
Underwriting Contract |
C |
Open |
9 |
1.3 |
85 |
3 |
800 |
|
Commercial Loans |
Not applicable |
Contract Signature |
C |
Open |
10 |
1.2 |
95 |
2 |
800 |
|
Commercial Loans |
Not applicable |
Loan Fulfilled |
C |
Won |
11 |
1 |
100 |
2 |
800 |
|
Equipment Finance |
Not applicable |
Equipment Evaluation |
A |
Open |
1 |
3.5 |
10 |
5 |
800 |
|
Equipment Finance |
Not applicable |
Field Visit Completed |
B |
Open |
2 |
3 |
20 |
4 |
800 |
|
Equipment Finance |
Not applicable |
Credit Check |
B |
Open |
3 |
2.8 |
30 |
2 |
800 |
|
Equipment Finance |
Not applicable |
Research Analysis |
B |
Open |
4 |
2.5 |
40 |
4 |
800 |
|
Equipment Finance |
Not applicable |
Deal Structured |
B |
Open |
5 |
2.2 |
50 |
2 |
800 |
|
Equipment Finance |
Not applicable |
Draft Deal generated |
B |
Open |
6 |
2 |
60 |
2 |
800 |
|
Equipment Finance |
Not applicable |
Deal Committee |
B |
Open |
7 |
1.8 |
70 |
2 |
800 |
|
Equipment Finance |
Not applicable |
Final Negotiation |
B |
Open |
8 |
1.5 |
80 |
2 |
800 |
|
Equipment Finance |
Not applicable |
Underwriting Contract |
C |
Open |
9 |
1.3 |
85 |
3 |
800 |
|
Equipment Finance |
Not applicable |
Contract Signature |
C |
Open |
10 |
1.2 |
95 |
2 |
800 |
|
Equipment Finance |
Not applicable |
Loan Fulfilled |
C |
Won |
11 |
1 |
100 |
2 |
800 |
|
Retail Banking |
Not applicable |
Pre-Qualification |
A - Qualification and discovery |
Open |
1 |
3.5 |
10 |
5 |
800 |
|
Retail Banking |
Not applicable |
Property Verification |
B - Working on the deal |
Open |
2 |
3 |
20 |
4 |
800 |
|
Retail Banking |
Not applicable |
Due-Diligence Check |
B - Working on the deal |
Open |
3 |
2.8 |
30 |
2 |
800 |
|
Retail Banking |
Not applicable |
Research Analysis |
B - Working on the deal |
Open |
4 |
2.5 |
40 |
4 |
800 |
|
Retail Banking |
Not applicable |
Deal Structured |
B - Working on the deal |
Open |
5 |
2.2 |
50 |
2 |
800 |
|
Retail Banking |
Not applicable |
Draft Deal generated |
B - Working on the deal |
Open |
6 |
2 |
60 |
2 |
800 |
|
Retail Banking |
Not applicable |
Deal Committee |
B - Working on the deal |
Open |
7 |
1.8 |
70 |
2 |
800 |
|
Retail Banking |
Not applicable |
Final Negotiation |
B - Working on the deal |
Open |
8 |
1.5 |
80 |
2 |
800 |
|
Retail Banking |
Not applicable |
Underwriting Contract |
C - Closing |
Open |
9 |
1.3 |
85 |
3 |
800 |
|
Retail Banking |
Not applicable |
Contract Signature |
C - Closing |
Open |
10 |
1.2 |
95 |
2 |
800 |
|
Retail Banking |
Not applicable |
Loan Fulfilled |
C - Closing |
Won |
11 |
1 |
100 |
2 |
800 |