3Setup Tasks

This chapter contains the following:

Overview of the Sales Offering

To start an implementation of sales you need to create a "sales setup user" and opt in to the offerings applicable to your company's business requirements. You can get information about setting up the sales setup user in the Setup Users chapter of the Getting Started with Your Sales Implementation guide.

When you start your implementation and opt in to the Sales offering, you also need to opt in to Functional Areas and Features that best fit your business requirements. Offerings, Functional Areas, and Features all work together in your implementation. Here's how:

  • An offering represents a collection of business processes, such sales or service, that are supported by Oracle Applications Cloud. Each subscription of Oracle Cloud provides license to use one or more offerings and they're the starting point of all implementations. An offering consists of multiple functional areas and features.

  • A functional area represents one or more business processes within an offering. Territory Management is an example of a functional area. Functional areas may represent a core operation of the offering or they may be optional depending on business requirements.

  • Features are business practices or methods applicable to functional areas. Like functional areas, you can opt in or out of a feature based on business requirements.

You will use the Sales offering to set up accounts, contacts, leads, opportunities, and much more. The Sales offering also includes Incentive Compensation functional areas and features for ease of access and more streamlined set up.

Note: Don't use the Incentive Compensation offering to implement Incentive Compensation. Instead, see the Implementing Incentive Compensation guide for implementation information.

This table gives you more information about what's included in the Sales offering. For the full list of functional areas and features in this offering, use the Associated Features report that you review when you plan the implementation of your offering. See the Plan Your Implementation topic in the Oracle Applications Cloud Using Functional Setup Manager guide for information about how to view the Associated Features report.

Functional Area Description

Company Profile

Define and manage information about legal structure, financial reporting, and geographies and currencies in which the company conducts business.

Users and Security

Set up your initial implementation setup users, sales users and hierarchy, and enable users to perform functions related to their roles.

Sales Foundation

Set up common components of the sales application including geographies, search, activities, tasks, notes, approvals, audit policies, and data quality.

Sales Catalog and Products

Define the sales catalog and product hierarchy.

Accounts and Contacts

Configure the setup to import accounts and contacts.

Sales Campaigns

Configure and manage templates, lookup choices, and other options for sales campaigns.


Define and manage the setup related to sales leads creation. Define option settings, such as assignment rules, assessments, and qualification templates. Update lookup values that provide choices for sales lead attributes.


Set up opportunity management options and assignment.


Set up territory management options, dimensions, and metrics.

Sales Forecasting

Configure forecasting parameters, such as time periods, and the processes for generating and refreshing forecasts.


Configure the setup to support sales quotas.

Business Plans

Create formal statements of strategic business goals and how they can be achieved within a given period. For example, a partner business plan may state the goal for the partner to achieve sales of $500,000 of a vendor's products, during FY2019.

Partner Relationship Management

Set up partners, partner programs, marketing development funds, and deal registrations.

Sales Contracts

Manage configuration settings for creation and management of sales contracts.


Manage configuration settings for the creation and management of subscriptions.


Configure incentive compensation options to calculate and pay incentives such as commissions and bonuses.


Configure integrations for extending the sales applications.

For most sales setup tasks, you use the Setup and Maintenance work area to access the setup pages associated with the component or feature. The Setup and Maintenance work area is also known as the Functional Setup Manager.

For sales setup tasks, a user with the Sales Administrator role performs most of the setup and configuration tasks. For more information on typical sales administrator tasks, see the topic, About the Sales Administrator.

For scheduled processes, use a setup user to run these. For Application Composer tasks, use the Sales Administrator or a setup user.

You navigate to the Sales offering to access setup tasks:

  1. Sign in as the sales administrator or as a setup user and navigate to the Setup and Maintenance work area. The Setup page appears with an offering selected.

    Tip: To navigate to Setup and Maintenance, you can use the Navigator menu or the menu underneath your user image or name in the global header.
  2. In the Setup page, select the Sales offering.

  3. The Setup: Sales page appears with a list of functional areas.

  4. In the list of functional areas, click the functional area that has the tasks you need to access.

  5. In the list of tasks that appears, find the task you want and select it. Make your changes in the setup page for the task.

    Tip: If the task you want isn't in the list, show All Tasks in the tasks filter.

For more information about opting in and about Functional Setup Manager, see the Oracle Applications Cloud Using Functional Setup Manager guide and the related topics.

If you're setting up sales as a stand-alone application and you aren't using Setup Assistant, then use these steps to enter basic information about your company. When you complete your entries, the page becomes read-only and the application automatically takes care of two required setups for you:

  • Creates the rudimentary enterprise structures required for sales.

    The structure is for internal application use only. None of the information is visible to the sales organization.

  • Creates a set of role-provisioning rules that provision users with the standard security roles they need for their jobs.

This is a one-time setup. After you enter the information on the Create Company Information page, the page becomes read-only and the title changes to Review Company Information.

You must follow different steps if you're setting up your sales applications together with another cloud service, such as Oracle Global Human Resources Cloud, Oracle Procurement Cloud, and Oracle Financials Cloud. See the instructions provided in the implementation guide for each cloud service.

  1. In the Setup and Maintenance work area, use Quick Setup page for the Company Profile functional area:

    • Offering: Sales

    • Functional Area: Company Profile

  2. In the Create Company Information page, enter your company name in the Enterprise Name field.

  3. Enter the country where your company is located.

  4. Enter your company street address. Don't enter city or state and other information.

  5. The first and last name fields list the name of the user who's signed in to the sales application. You can edit the entries.

  6. When you're satisfied that the information is correct, click Submit.

    The application runs a background process to create the enterprise structure and create the role-provisioning rules.

  7. Click Refresh to monitor the progress of the process.

    When the process completes, the Review Company Information page displays both the information that you entered and the information that the process created for you. You can't edit any of the fields except Corporate Currency. None of the names you see are visible to salespeople, so they don't have to correspond to any actual entities in your organization.

    Field Description

    Enterprise Name

    The name you entered.


    The street address you entered.

    Legal Entity

    The enterprise name followed by the letters LE.

    Business Unit

    The enterprise name followed by the letters LE BU.

    Initial User

    Name of the user who's signed in.

    Corporate Currency

    By default, the corporate currency is US Dollar. You can select a different corporate currency.

  8. If your company uses a different currency than the US Dollar for your sales transactions, then select the currency from the Corporate Currency list.

  9. Jot down the Legal Entity and Business Unit names. You must enter these names when importing users.

  10. Click Save and Close.

Overview of Setting Up Geography Data

If your sales territories are going to use the geography dimension or you want salespeople to be able to validate addresses, then you must set up geography data in your implementation. Set up geography data before creating territories or setting up customer data.

To define geographies, you must:

  • Define the geography structure and hierarchy for a country: A geography structure is a hierarchical grouping of geography types for a country. Geography hierarchy is a data model that lets you establish conceptual parent-child relationships between geographies. The applications use the geography structure and hierarchy data to verify addresses, create territories, and define forecasting.

  • Define the geography validations for a country: Geography validation determines the geography mapping and validation for a country's address styles, as well as the overall geography validation control for a country. You must enable validation at the level of granularity you need for your territories.

You can define the geography structure and hierarchy either manually or by importing them from a file. For more information about setting up and importing geographies, see the relevant chapters in the following guides:

  • Getting Started with Your Sales Implementation guide

  • Implementing Customer Data Management for CX Sales and B2B Service guide

  • Understanding Import and Export Management for CX Sales and B2B Service guide

  • Understanding File-Based Data Import and Export for CX Sales and B2B Service guide