Corporation Video Game Keyboard User Manual

Phase I: Territory Planning 4-1

Phase I: Territory Planning

This chapter explains the territory planning process and includes the following

topics:

■ Section 4.1, "Planning Your Territories"

■ Section 4.2, "Sales Territory Planning Example"

■ Section 4.3, "Sales Territory Qualifiers"

■ Section 4.4, "Service Territory Qualifiers"

4.1 Planning Your Territories

The planning phase is the most important step in territory setup. Before using

Oracle Territory Management, a territory planning team should be established to

analyze the territory setup in your organization. This territory planning process

needs enterprise-wide cooperation and feedback. Multiple territory revisions in the

first months of operation should be expected as your enterprise discovers omitted

information or territories that do not work on a day-to-day basis.

Based on your business needs, your team needs to determine the following:

■ Usage: What applications need territories

■ Transaction Type (which is based on usage): for example, leads, opportunities,

service requests, and delinquencies

■ How many territories are needed

■ What transaction qualifiers should be enabled

■ Who should be attached to the territories

■ What should the territory hierarchy structure be