Corporation Video Game Keyboard User Manual

Phase III: Creating Named Account Territories 6-1
6
Phase III: Creating Named Account
Territories
This chapter covers the following topics for Phase III: Creating Territories:
■ Section 6.1, "Overview of Creating Named Account Territories"
■ Section 6.2, "Named Account Territory Process"
■ Section 6.3, "Migrating from Existing Territories to Named Account Territories"
■ Section 6.4, "Enabling Qualifiers"
■ Section 6.5, "Creating a Parent Territory"
■ Section 6.6, "Creating Territory Groups"
■ Section 6.7, "Defining Named Account Rules"
■ Section 6.8, "Assigning the Sales Team to Named Accounts"
■ Section 6.9, "Running Concurrent Programs"
■ Section 6.10, "Usage Implementation"
6.1 Overview of Creating Named Account Territories
Named accounts are centrally defined, associated to sales groups, and distributed
from the top down to individual salespersons. Named account territories apply to
the Sales and TeleSales usage only.
A company can have multiple sales forces each with their own roles, exception
handling rules, sales hierarchies, and sets of named accounts. These are loosely
associated to territory groups. Planning considerations should be evaluated in the
determination of territory groups.