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Sales Territory Planning Example
4-14 Oracle Territory Management Implementation Guide
Alternative overlay territory hierarchy BY PRODUCT FAMILY
If Business World’s US overlay sales force requires Catch Alls by product family or
is organized by product family, we would create three territories underneath the US
Overlay territory:
■ “US Server Catch All”, with the transactional qualifier rule OPPORTUNITY
EXPECTED PURCHASE = ‘SERVER’ and resource = Server territory
administrator