Glossary


A | C | D | F | G | I | J | L | M | N | O | R | S | T | U

A

abstract role
A description of a person's function in the enterprise that's unrelated to the person's job (position), such as employee, contingent worker, or line manager.
account hierarchy
A set of accounts organized according to their position in a parent-child relationship.
actionable infolet
Actionable infolets summarize key sales information. Salespeople can use filters to narrow down the list further, and they can take direct action on any record without having to edit it. The sales application includes five actionable infolets: My Tasks, My Appointments, My Accounts, My Leads, and My Opportunities.

C

catchall territory
Sales territory with the value of Any in one or more territory dimensions. Catchall territories can be used for territory assignment troubleshooting.

D

dimension
A data category used to define territory boundaries, such as geography. Dimensions contain related dimension members usually organized in hierarchies. For example, a geography dimension often includes members, such as countries, and cities that belong to countries. Defined dimensions determine how to assign objects, such as customers, leads, and opportunities.

F

field sales
Sales representatives dedicated to working directly with their customers, often making presentations in person, to close deals.

G

geocoding
Generation of geographic coordinates for address mapping.

I

infolet
A small interactive widget on the home page that provides key information and actions for a specific area, for example your personal profile. Each infolet can have multiple views.
inside sales
Sales representatives dedicated to qualifying leads and contacting customers over the phone or e-mail.

J

job role
Job roles provide access to both application functions and data that users need to perform specific jobs in your organization. Examples of job roles provided by Oracle include Sales Administrator, Sales Manager, and Sales Representative. Access to sales information also depends on other factors, such as sales team membership and the resource hierarchy.

L

LDAP
Abbreviation for Lightweight Directory Access Protocol.
lookup code
An option available within a lookup type, such as the lookup code BLUE within the lookup type COLORS.
lookup type
The label for a static list that has lookup codes as its values.

M

master catchall territory
Sales territory with the value of Any for all the territory dimensions, which can be used for territory assignment troubleshooting. You must include a master catchall territory in all sales territory hierarchies use for assignment.

N

net new lead
Lead that's not linked to existing account and contact records. All of the account and contact information is stored as part of the lead business object. Account and contact records are created only after the information is verified, when salespeople convert the leads to opportunities.

O

offering
Grouping of setup tasks that support specific business functions, such as Sales, Service, and Product Management.

R

record set
The set of records you can search.
resource hierarchy
The organization chart that determines how forecasts roll up and who can see what opportunity data. The resource hierarchy is separate from the formal reporting hierarchy in the Oracle Global Human Resources Cloud or other human resources applications.
resource organization
An organization whose members are resources. Resource organizations are used to implement sales organizations, partner organizations, and so on.
resource role
The role the user plays in the sales organization. The resource role appears as the person's title in the Resource Directory.
role-provisioning rule
Provides users with security permissions. A role-provisioning rule is made up of the rule conditions and the names of the job roles and abstract roles that are assigned to the user if the conditions are met.
root product group
The top node of your sales catalog.

S

Sales Coach
The section in the Edit Opportunity page where you can suggest actions and provide recommended documents. You can provide different actions and documents for each sales stage.
sales method
Structured sales process for opportunities from the initial qualifying stage to closing the deal. At each stage of the sales method, you can list suggested actions, assign tasks, provide supporting documents, launch interactive questionnaires, and more.
sales stage
A stage in a sales method. Sales stages track the progress of the opportunity from qualification to the closing of the deal. Each sales stage can suggest different actions to salespeople as part of a structured sales process.
Saved search criteria (also called lists) that you can select in the different work areas. While all users can create their own lists, administrators can create useful lists for different roles in the organization.
setup user
A user provisioned with the job roles and abstract roles required to perform implementation tasks.
springboard
The grid of icons on the home page that you can use to open pages.

T

territory
The jurisdiction of responsibility of a salesperson or sales manager over a set of customers. Territories serve as a basis for forecasting, quota, compensation, and analysis of sales performance.
territory coverage
A territory coverage is a set of boundaries that define what's included or excluded in the territory and what can be sold. For example, sell all products in North America. Customers or partners can be selected to be included or excluded from the territory.
territory freeze date
The date after which forecasting stops accepting territory hierarchy changes for the scheduled forecast and forecasting activities can begin.
territory owner
Resource assigned to manage a territory and is typically accountable for the work objects, such as opportunities, that are within the boundaries of the territory.

U

ultimate parent
The account at the top of the account hierarchy.