R12 Oracle Sales Fundamentals Ed 1 LVC (Activity Guide)

R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide Student Guide

D48123GC10

Edition 1.0

May 2007

D50219

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Copyright 2007, Oracle. All rights reserved. This document contains proprietary information and is protected by copyright and other intellectual property laws. You may copy and print this document solely for your own use in an Oracle training course. The document may not be modified or altered in any way. Except where your use constitutes "fair use" under copyright law, you may not use, share, download, upload, copy, print, display, perform, reproduce, publish, license, post, transmit, or distribute this document in whole or in part without the express authorization of Oracle. The information contained in this document is subject to change without notice. If you find any problems in the document, please report them in writing to: Oracle University, 500 Oracle Parkway, Redwood Shores, California 94065 USA. This document is not warranted to be error-free. If this documentation is delivered to the United States Government or anyone using the documentation on behalf of the United States Government, the following notice is applicable: U.S. GOVERNMENT RIGHTS The U.S. Governments rights to use, modify, reproduce, release, perform, display, or disclose these training materials are restricted by the terms of the applicable Oracle license agreement and/or the applicable U.S. Government contract. Oracle, JD Edwards, PeopleSoft, and Siebel are registered trademarks of Oracle Corporation and/or its affiliates. Other names may be trademarks of their respective owners.

Authors

Krishna Subhaga, Judy Wood

Technical Contributors and Reviewers

Donna Johnson, Robert Carini, Ralph Mock, Nuzhath Shereen

This book was published using: oracletutor

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Copyright Oracle, 2007. All rights reserved.

R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide Table of Contents i

Table of Contents

R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide ..................................................1-1 R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide......................................................1-3

Practice Create a Salesperson Automatically..........................................................................................1-4 Solution Create a Salesperson Automatically.........................................................................................1-7 Practice - Shortcuts Bin on the Sales Dashboard.......................................................................................1-11 Solution Shortcuts Bin on the Sales Dashboard......................................................................................1-12 Practice - Create a New Organization........................................................................................................1-13 Solution - Create a New Organization .......................................................................................................1-14 Practice - Create a New Contact ................................................................................................................1-16 Solution - Create a New Contact ...............................................................................................................1-17 Practice - Create a New Organization Using Oracle TeleSales .................................................................1-19 Solution - Create a New Organization Using Oracle TeleSales.................................................................1-20 Practice Define Resource Groups ...........................................................................................................1-22 Solution Define Resource Groups ..........................................................................................................1-23 Practice - Create a Lead.............................................................................................................................1-25 Solution Create a Lead............................................................................................................................1-26 Practice - Create an Opportunity From a Lead in TeleSales......................................................................1-28 Solution - Create an Opportunity From a Lead in TeleSales .....................................................................1-29 Practice - Create a Standalone Opportunity in Oracle Sales......................................................................1-30 Solution Create a Standalone Opportunity in Oracle Sales ....................................................................1-31 Practice - Setting Up Competitor Information...........................................................................................1-32 Solution Set Up Competitor Information................................................................................................1-33 Practice - Create a Forecast .......................................................................................................................1-35 Solution Create a Forecast ......................................................................................................................1-36 Practice - Add Territory Roles to Your User .............................................................................................1-38 Solution Add Territory Roles to Your User............................................................................................1-39 Practice - Creating Self-Service Named Account Territories ....................................................................1-40 Solution Creating Self-Service Named Account Territories...................................................................1-42 Practice - Set Up Proposal Components ....................................................................................................1-44 Solution Set Up Proposal Components...................................................................................................1-45 Practice - Set Up a Proposal Template ......................................................................................................1-46 Solution Create a Proposal Template......................................................................................................1-47 Practice - Generate a Proposal ...................................................................................................................1-48 Solution Generate a Proposal..................................................................................................................1-49 Practice - Create a Quote From an Opportunity in Oracle TeleSales ........................................................1-50 Solution Create a Quote From an Opportunity in Oracle TeleSales .......................................................1-51 Practice - Create a Quote from an Opportunity in Oracle Sales ................................................................1-53 Solution Create a Quote from an Opportunity in Oracle Sales ...............................................................1-54 Practice - Create a Quote Template ...........................................................................................................1-55 Solution Create a Quote Template..........................................................................................................1-56 Practice - Create a Standalone Quote.........................................................................................................1-57 Solution Create a Standalone Quote .......................................................................................................1-58 Practice - Version a Quote .........................................................................................................................1-59 Solution Version a Quote........................................................................................................................1-60 Practice - Configure a Quote .....................................................................................................................1-61 Solution Configure a Quote ....................................................................................................................1-62 Practice - Web Publish a Quote .................................................................................................................1-63 Solution Web Publish a Quote................................................................................................................1-64 Practice - Print a Quote..............................................................................................................................1-65 Solution Print a Quote ............................................................................................................................1-66 Practice - Submit a Quote for Approval ....................................................................................................1-67 Solution Submit a Quote for Approval ...................................................................................................1-68

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R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide Table of Contents ii

Practice - Personalize the Opportunity Page..............................................................................................1-69 Solution Personalize the Opportunity Page ............................................................................................1-70 Practice - View Opportunity Reports.........................................................................................................1-72 Solution View Opportunity Reports .......................................................................................................1-73

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R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide Table of Contents iii

Preface

Profile

Before You Begin This Course

Working experience with implementing Oracle Sales products

Prerequisites

You must have a working knowledge of the following modules of the Oracle E-Business Suite before you take this course:

Oracle Trading Community Architecture

Oracle Multiple Organizations

Oracle Marketing

Common CRM Components Calendar, Notes, Tasks

How This Course Is Organized

R12 Sales Fundamentals is an instructor-led course featuring lecture and hands-on exercises. Online demonstrations and written practice sessions reinforce the concepts and skills introduced.

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R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide Table of Contents iv

Related Publications

Oracle Publications Title Part Number

Oracle Sales Implementation Guide B25231-02

Oracle Sales User Guide B25230-02

Oracle TeleSales Implementation Guide B25228-03

Oracle TeleSales User Guide B25229-01

Oracle Sales Offline Implementation Guide B40042-01

Oracle Sales Offline User Guide B40049-01

Oracle Sales for Handhelds Implementation Guide B25170-01

Oracle Sales for Handhelds User Guide B25169-01

Oracle Quoting Implementation Guide B28002-02

Oracle Quoting User Guide B28003-03

Oracle Proposals Implementation Guide B25112-02

Oracle Proposals User Guide B25111-02

Oracle Leads Management Implementation and Administration Guide B28361-04

Additional Publications

System release bulletins

Installation and users guides

Read-me files

International Oracle Users Group (IOUG) articles

Oracle Magazine

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R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide Table of Contents v

Typographic Conventions

Typographic Conventions in Text Convention Element Example Bold italic Glossary term (if

there is a glossary) The algorithm inserts the new key.

Caps and lowercase

Buttons, check boxes, triggers, windows

Click the Executable button. Select the Cant Delete Card check box. Assign a When-Validate-Item trigger to the ORD block. Open the Master Schedule window.

Courier new, case sensitive (default is lowercase)

Code output, directory names, filenames, passwords, pathnames, URLs, user input, usernames

Code output: debug.set (I, 300); Directory: bin (DOS), $FMHOME (UNIX) Filename: Locate the init.ora file. Password: User tiger as your password. Pathname: Open c:\my_docs\projects URL: Go to http://www.oracle.com User input: Enter 300 Username: Log on as scott

Initial cap Graphics labels (unless the term is a proper noun)

Customer address (but Oracle Payables)

Italic Emphasized words and phrases, titles of books and courses, variables

Do not save changes to the database. For further information, see Oracle7 Server SQL Language Reference Manual. Enter [email protected], where user_id is the name of the user.

Quotation marks

Interface elements with long names that have only initial caps; lesson and chapter titles in cross-references

Select Include a reusable module component and click Finish. This subject is covered in Unit II, Lesson 3, Working with Objects.

Uppercase SQL column names, commands, functions, schemas, table names

Use the SELECT command to view information stored in the LAST_NAME column of the EMP table.

Arrow Menu paths Select File > Save. Brackets Key names Press [Enter]. Commas Key sequences Press and release keys one at a time:

[Alternate], [F], [D] Plus signs Key combinations Press and hold these keys simultaneously: [Ctrl]+[Alt]+[Del]

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R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide Table of Contents vi

Typographic Conventions in Code Convention Element Example Caps and lowercase

Oracle Forms triggers

When-Validate-Item

Lowercase Column names, table names

SELECT last_name FROM s_emp;

Passwords DROP USER scott IDENTIFIED BY tiger;

PL/SQL objects OG_ACTIVATE_LAYER (OG_GET_LAYER (prod_pie_layer))

Lowercase italic

Syntax variables CREATE ROLE role

Uppercase SQL commands and functions

SELECT userid FROM emp;

Typographic Conventions in Oracle Application Navigation Paths

This course uses simplified navigation paths, such as the following example, to direct you through Oracle Applications.

(N) Invoice > Entry > Invoice Batches Summary (M) Query > Find (B) Approve

This simplified path translates to the following:

1. (N) From the Navigator window, select Invoice then Entry then Invoice Batches Summary.

2. (M) From the menu, select Query then Find.

3. (B) Click the Approve button.

Notations:

(N) = Navigator

(M) = Menu

(T) = Tab

(B) = Button

(I) = Icon

(H) = Hyperlink

(ST) = Sub Tab

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R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide Table of Contents vii

Typographical Conventions in Oracle Application Help System Paths

This course uses a navigation path convention to represent actions you perform to find pertinent information in the Oracle Applications Help System.

The following help navigation path, for example

(Help) General Ledger > Journals > Enter Journals

represents the following sequence of actions:

1. In the navigation frame of the help system window, expand the General Ledger entry.

2. Under the General Ledger entry, expand Journals.

3. Under Journals, select Enter Journals.

4. Review the Enter Journals topic that appears in the document frame of the help system window.

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R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide Table of Contents viii

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R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide Chapter 1 - Page 1

R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide Chapter 1

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R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide

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Practice Create a Salesperson Automatically

Overview

In this practice, you use the resource import feature to create a salesperson automatically.

Business Scenario:

You are the resource administrator at Vision Company and want to create a salesperson automatically through the Import Resource form. The salesperson number will be identical to the employee number after creation.

To complete this practice, you need to perform the following tasks:

1. Create employee resources in Oracle HRMS

2. Create a user in System Administrator. Link the employee resource to the user.

3. Import the resource from Oracle HRMS into the Resource Manager

Assumptions

If you are not attending training at an Oracle University or authorized partner education center, you must have access to an Oracle Applications Vision demonstration database or comparable training or test instance on which to complete this practice.

You have access to the appropriate login page

You are using the user created in a previous practice, or have access to a user, that has the appropriate responsibility required to perform this exercise. User ebusiness / welcome may be used for this practice.

The profile option JTFRS: Mode of Salesperson Number must be set to Employee Number.

Tasks

Create an Employee Resource in Oracle HRMS

Using the US Super HRMS Manager responsibility, create an employee resource in Oracle HRMS by entering your first name and last name. Record the employee ID.

Assign the job SAL600.Sales Representative

Ulrich, Mr. Jeffery is your supervisor

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Create a User and link the Employee Resource to the User

Select the System Administrator responsibility and create a user. Link the employee resource created in Oracle HRMS to the user. Add the following responsibilities:

CRM Administrator, Vision Enterprises

CRM HTML Administration

Oracle Sales Administrator

Oracle Trade Management User

Proposals Administrator

Proposals User

Quoting Sales Manager

Resource Self Service Administrator

Sales Administrator

Sales User

System Administrator

Trading Community Manager

TeleSales Manager

TeleSales Administrator

Territory Management

US Super HRMS Manager

Create a Salesperson by Importing the Resource

Using the CRM Administrator, Vision Enterprises responsibility, import the employee resource created in Oracle HRMS into the Resource Manager and assign necessary sales related information using the Import Resource forms. Record the resource number.

Add Roles and Resource Group Information

Enter the following roles: Role Type: Sales Role: Sales Representative Role Type: Sales

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Role: Sales Manager Role Type: Telesales Role: Telesales

Enter the following group information: Name: Industry Accounts Group Member Role Name: Sales Representative

Verify User Creation

Log into the HTML login page with the user created. Ensure the user has access to the responsibilities assigned.

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Solution Create a Salesperson Automatically

Create a Salesperson Automatically

Responsibility: US Super HRMS Manager

Create an Employee Resource in Oracle HRMS

1. Login as ebusiness/welcome.

2. On the Personal Home Page, select the US Super HRMS Manager responsibility, and go to People and select Enter and Maintain.

US Super HRMS Manager: People > Enter and Maintain > (B) New

3. Enter the employee information in the following fields: Last Name: your last name First Name: your first name Gender: Select either Male or Female Action: Create employment Person Type: Employee Social Security Number: Enter any number Birthday: Enter your birthday

4. Save your work.

5. Record the employee identification number displayed in the Employee field.

6. Click (B) Assignment.

7. Enter the following information in the Assignment window: Organization: Vision Corporation Job: SAL600.Sales Representative (click the Correction button) Location: HR New York

8. Click (T) Supervisor.

9. Enter Ulrich, Mr. Jeffery as the supervisor.

10. Save your work and close the People windows.

Create a User and link the Employee Resource to the User

11. From the Navigator, switch responsibilities to the System Administrator responsibility and navigate to the Security: User Define window.

System Administrator > Security: User > Define

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12. Enter a username for yourself, for example, using the first initial and the last name or partial last name.

13. Enter the password. You will need to enter it twice.

14. In the Person field, use the List of Values to select your employee name.

15. Click (T) Direct Responsibilities.

16. In the Responsibilities field, select Assign the following responsibilities that will be required to execute future practices.

CRM Administrator, Vision Enterprises

CRM HTML Administration

Oracle Sales Administrator

Proposals Administrator

Proposals User

Quoting Sales Manager

Resource Self Service Administrator

Sales Administrator

Sales User

Trading Community Manager

TeleSales Manager

TeleSales Administrator

Territory Management

US Super HRMS Manager

17. Save your work and close the form.

Create a Salesperson by Importing the Resource

18. From the Navigator, switch responsibilities to the CRM Administrator, Vision Enterprises responsibility.

19. (N) Resource Manager > Maintain Resources > Import Resources

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20. Verify that Employee is selected in the Resource Category field.

21. Enter the employee number you recorded earlier in the Employee Number field.

22. Click (B) Search.

The application populates the Category and Name fields in the Search Results section.

23. Select the check box next to the employee resource you entered earlier in the Search Results window.

24. Click (B) Start Import to open the Set Resource Attributes window.

25. Enter the following information in the Salesperson region: Create Sales People: Select the check box Sales Credit Type: Quota Sales Credit

26. Click (B) OK.

27. In the Review and Import Selected Resource window, click the Select check box next to the selected resource name.

28. Click (B) Save Resource.

Click (B) OK when import verification message is displayed.

29. Click (B) Details to open the Resource window.

30. Go to (T) Receivables and verify the Salesperson Number field displays the same number as your employee number that you recorded earlier.

31. Record the Resource Number that appears in the Resource window.

Add Roles and Resource Group Information

32. Enter the following information in the Roles tab: Role Type: Sales Role: Sales Representative (Note that the Member check box is selected.) Role Type: Sales Role: Sales Manager (Note that the Manager check box is selected.) Role Type: Telesales Role: Telesales Agent (Note that the Member check box is selected.)

33. Save your work.

34. Enter the following information in the Groups tab: Name: Industry Accounts Group Member Role Name: Sales Representative (Note that the Member check box

is selected.)

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35. Save your work and close the forms. Logout.

Verify User Creation

36. To verify that the user setup is successful, perform the following:

Login to your Personal Home Page as the newly created user.

When the reset password screen is displayed, enter your current and new password and save.

Select the Sales User responsibility, verify that the Sales Dashboard appears.

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Practice - Shortcuts Bin on the Sales Dashboard

Overview

In this practice, you will explore the various links in the Shortcuts bin of the Oracle Sales Dashboard.

Tasks

Work with the Shortcuts Bin on the Sales Dashboard

Login to Self Service Applications with the Sales User responsibility. The Sales Dashboard is displayed. Explore the various links in the Shortcuts bin.

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Solution Shortcuts Bin on the Sales Dashboard

Work with the Shortcuts Bin on the Sales Dashboard

Login: ljones/welcome, Responsibility: Sales User

1. In the Shortcuts bin on the Sales Dashboard, click the Calendar link.

2. On the Calendar page, explore the various view options Daily, Weekly and Monthly.

3. Create an Appointment.

4. To return to the Sales Dashboard, click the Sales Dashboard link on the page header.

5. Click the other links and view details of objects such as Customers, Sales Campaigns, Opportunities, and so on.

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Practice - Create a New Organization

Overview

In this practice, you create a new organization in HTML using Oracle Sales.

Tasks

Create a new organization using Oracle Sales

Log into Oracle Sales with the Sales User responsibility. Create a New Organization.

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Solution - Create a New Organization

Create a new organization using Oracle Sales

Responsibility: Sales User

1. Login as ljones/welcome.

2. (N) Responsibility: Sales User

3. Navigate to the Customers page.

(N) (L) Sales Dashboard > (L) Customers

4. Perform a simple search by querying the name as XX-New Organization.

Enter a partial customer name as XX.

Click (B) Go.

Note:

Since you have not created a customer yet, the list should be empty.

5. Click (B) Create Organization.

The Create Customer page opens.

6. Enter the following data: Field Name Value

Customer XX-New Organization (XX being your terminal number in class)

Alias NA

Web Site http://xxneworg.com

Phone Country Code 1

Phone Area Code 617

Phone Number 555-1111

Country United States

Address Line 1 123 Main Street

City Boston

State MA

Postal Code 02127

Status Active (Default)

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7. To select a purpose for the contacts address, click (B) Add Another Row.

8. Select Bill To from the list of values (LOV).

9. If you want to add Ship to and/or Marketing, etc., then click (B) Add Another Row.

10. Click (B) Apply and Create Another.

11. Repeat the steps above to create another customer called XX-Services, Inc.

Use similar address and phone information.

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Practice - Create a New Contact

Overview

In this practice, you create a new contact in HTML using Oracle Sales.

Tasks

Create a new contact in Oracle Sales

Log into Oracle Sales with the Sales User responsibility. Create a new contact for the new organization created in the previous lab.

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Solution - Create a New Contact

Create a new contact in Oracle Sales

Responsibility: Sales User


2. (N) Responsibility: Sales User

3. Navigate to the Customers page and search for the organization that you created in the previous lab.

(N) Customers

Enter XX-New Organization in the Name field and click (B) Go.

4. From the search results, click (L) customer name.

5. In the Update Customer page, click (T) Contacts.

6. Click (B) Create Contact.

7. Enter the following data: Field Name Value

Prefix Mr.

First Name XX-Paul (XX being your terminal number in class)

Middle Name NA

Last Name XX-Henry

Email [email protected]

Job Title Technical Consultant

Country United States

Address Line 1 321 Main Street

City Ohio

State OH

Postal Code 43011

Status Active (Default)

8. To select a purpose for the contacts address, click (B) Add Another Row.

Select Bill To from the list of values (LOV).

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You can add additional purposes also.

10. Click (B) Apply.

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Practice - Create a New Organization Using Oracle TeleSales

Overview

In this practice, you will create a new Organization in Forms using Oracle TeleSales.

Tasks

Create a New Organization Using Oracle TeleSales

Log into the Oracle TeleSales application with a user that has TeleSales agent responsibility. Create a New Organization.

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Solution - Create a New Organization Using Oracle TeleSales

Create a New Organization Using Oracle TeleSales

Responsibility: TeleSales Agent


2. (N) Responsibility: TeleSales Agent

3. Navigate to the eBusiness Center.

TeleSales Agent > eBusiness Center

4. From the Party Type drop-down list, select Organization.

5. Enter the organization name and other information: Field Name Value

Organization Name XX-Right Company, Inc.

Phone Number 1-617-555-2345

Email [email protected]

6. Click (T) Address/Phone.

7. Click (I) View Address Details to enter the address details. Address Details

Address Country United States (default)

Address 1 520 Broadway Avenue

City Boston

County Suffolk

State MA

Postal Code 02127

Address 1 520 Broadway Avenue

9. Click (B) OK.

10. The window closes and the address appears in the Address field in a concatenated form.

11. Click (CB) Primary to make this the primary address for the organization.

12. Click Address Type and select Bill To.

13. Click Save on the toolbar.

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14. If the system profile option HZ: Enable Duplicate Prevention at Party Creation is set to Yes, then the application checks for possible duplicate organizations in the database, and if any are found, the Duplication Prevention: Organization window lists all existing organizations that are similar to your new organization according to match rules set up by your administrator.

If this window appears, you can do one of the following: Click Use New Organization to create your new record. Click Use Existing Organization to discard your new record without saving it and to

view the selected existing organization in the eBusiness Center. Click Cancel to return to your entered information without saving so that you can

modify it.

15. When your new record successfully saves, you are ready to:

Enter other phone numbers, e-mail addresses, and URLs for the organization.

Enter other details about the organization.

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Practice Define Resource Groups

Overview

In this practice, you define resource groups.

Business Scenario:

The Sales Department of Vision Company has a need to create a new child group called XX_Sales Account East for its XX_Sales Account. As a member of the implementation team, you need to define these groups and parent-child relation information in Resource Manager.

Assumptions

If you are not attending training at an Oracle University or authorized partner education center, you must have access to an Oracle Applications Vision demonstration database or comparable training or test instance on which to complete this practice.

You have access to the appropriate login page

You are using the user created in a previous practice, or have access to a user, that has the appropriate responsibility required to perform this exercise or the instructor will provide you with the username and password of a user with the CRM Administrator, Vision Enterprises responsibility such as EBUSINESS/WELCOME.

When creating new records, replace XX in the practice with a unique identifier such as your initials, or a number (for instructor led training, this number will be assigned to you). This is necessary in order to create unique records within the database when performing the practice.

Tasks

Define Resource Groups

Use your terminal number in place of XX.

You will define two groups and assign appropriate group member roles. You will also specify a parent-child group relationship.

Group 1 (parent group): XX-Sales Accounts

Group 2 (child group): XX-Sales Account East

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Solution Define Resource Groups

Define Resource Groups

Responsibility: CRM Administrator, Vision Enterprises

1. On the Personal Home Page, find the Resource Manager: Maintain Resources section and select Groups.

Resource Manager: Maintain Resources > Groups

2. Enter the following information for Group1: Name: XX-Sales Accounts Description: XX-Sales Accounts

3. In the Members tab, enter the following information: Category: Employee Number: This field populates automatically after selecting a resource name. Name: Use the list of values to select yourself Click (B) Member Roles to assign the following to the resource in this group:

Role Type: Sales Role: Sales Representative Role Type: Sales Role: Sales Manager

Click (B) OK to close the Member Roles window.

4. On the Roles tab, assign the following information to the group: Role Type: Sales Role: Sales Manager

5. On the Used In tab, select Sales and Telesales from the list of values for this group.

6. Save your work and record the group number.

7. Position your cursor in the Name field and select File > New to enter Group 2 information: Name: XX-Sales Account East Description: XX-Sales Account East

8. In the Members tab, enter the following information: Category: Employee Number: This field populates automatically after selecting a resource name. Name: Use the list of values to select your friend who you have created in an earlier

practice Click (B) Member Roles to assign the following information to the resource in this

group: Role Type: Sales

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Role: Sales Representative

9. In the Roles tab, assign the following information to the Group 2: Role Type: Sales Role: Sales Representative

10. In the Used In Application Areas tab, select Sales and Telesales from the list of values in the Usage field.

11. Save your work and record this group number.

Specify Parent-child Group Relationship

12. In the Group 2, enter the following information in the Parent Groups tab: Group Number: Enter the number for Group 1 that you recorded earlier; the group

name populates automatically.

13. Save the group definition.

If you search for the group number for Group 1 and click the Child Groups tab, then the Group 2 number and group name will be visible in the tab.

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Practice - Create a Lead

Overview

You will create a lead to test the rule sets created by your instructor in the Guided Demonstration.

Assumptions

Rule sets to qualify, rate and channel leads are created.

The profile OS: Enable Rule Engine Log is set to Yes.

Tasks

Create a Lead

Create a lead such that the rule sets that were created in the guided demonstration process this lead. We will fill in only those fields that are either mandatory for the lead or necessary for this lab.

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Solution Create a Lead

Create a Lead

Responsibility = Sales User


2. (N) Responsibility > Sales User

3. Click (L) Sales Dashboard

4. Select Leads from the Shortcuts bin on the Sales Dashboard.

5. Click (B) Create Lead.

6. Enter the following details for the lead: Field Name Value

Lead Name XX Hardware Deal (replace XX with your terminal number in the class)

Customer XX-New Organization

7. Click (B) Apply.

The lead is created. By default, the Sales Channel is Direct.

8. Navigate to the Products tab and (B) Add Product.

9. Select Computer > Hardware > Laptop, Computer > Hardware > Monitors, Projectors

10. Click (B) Select.

The products are added to the lead.

11. Enter the quantity and amount for the products. Field Name Value

Quantity Enter a number either above or below 50

Amount Enter a number either above or below 50000

12. Click (B) Save.

The lead is created. Note the number generated for the lead, the lead ranking and channel.

13. Logout.

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Verify the rules used to process the lead you created

Responsibility = TeleSales Administrator


15. (N) Responsibility > TeleSales Administrator

16. Navigate to the Leads Processing History Report page.

(N) Sales > Leads > Leads Processing History

17. Enter the following data. Field Name Value

Processing Stage All

Lead Number The number that you noted in Step 12.

Lead Creation Date From and To Todays date

18. Click (B) Run Report.

The rules that were created by your instructor should display. Click the rule name to view the details of the leads that were processed by the rules.

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Practice - Create an Opportunity From a Lead in TeleSales

Overview

In this practice, you create an opportunity from an existing lead in Oracle TeleSales.

Assumptions

You have created a lead in an earlier lab.

Tasks

Create an Opportunity from a lead in TeleSales

Log into Oracle TeleSales application with the TeleSales Agent responsibility. Access the lead that you created in an earlier lab and convert into an opportunity. Note the information that is copied from the lead to the opportunity.

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Solution - Create an Opportunity From a Lead in TeleSales

Create an opportunity from a lead in TeleSales

Responsibility: TeleSales Agent


2. (N) Responsibility: TeleSales Agent

3. Navigate to the Leads Summary tab.

(N) TeleSales Agent > (H) eBusiness Center

4. Click (B) Find.

5. Select Organization from the Find dropdown list.

6. Enter an organization name (XX Right Organization) into the Organization field and click (B) Search.

7. Select the Organization record and click (B) Apply.

8. Click (T) Lead.

9. Select the XX Hardware Deal lead record.

10. Click (B) Create Opportunity.

11. Click (B) New Opportunity.

12. When prompted to view the opportunity, click Yes.

13. Update the opportunity by adding an additional product in the Purchase Interest tab.

14. In the Opportunity header, change the status of the opportunity to Forecast in the Status field.

15. Save your work.

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Practice - Create a Standalone Opportunity in Oracle Sales

Overview

You will create a standalone opportunity. Once the opportunity is created, you will explore the various tabs in an opportunity.

Tasks

Create a Standalone Opportunity

Log in to Self Service Applications with the Sales User responsibility and create an opportunity. Once the opportunity is created, view the various tabs in the opportunity.

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Solution Create a Standalone Opportunity in Oracle Sales

Create a Standalone Opportunity



2. (N) Responsibility > Sales User

3. (N) Click (L) Sales Dashboard.

4. Click (L) Opportunities in the Shortcuts bin.

5. Click (B) Create Opportunity.

6. Enter the following details for the opportunity. Field Name Value

Opportunity Name Enter XX_Desktop Deal with XX being your terminal number in class.

Customer Select Business World

7. Click (B) Save to create the opportunity.

8. Select the NewProductSale_Methodology and the Stage will automatically populate with a value corresponding to the methodology you selected.

9. Select the Products tab and (B) Add Product to the opportunity.

Select a product from the following category: Computer > Hardware > Desktop

Enter a quantity for the product.

Enter an amount for the product.

Click (B) Save.

10. View the various tabs in the opportunity and understand the information stored in them.

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Practice - Setting Up Competitor Information

Overview

You will create products in Trade Management and add them as competing products for an existing opportunity.

Assumptions

You have created an Opportunity in the earlier lab.

Tasks

Create a Competing Product and add to Opportunity

Log in to Self Service Applications as a Trade Management User and create a product in the Computer > Hardware > Desktop category. Add this product to the opportunity as a competitor product.

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Solution Set Up Competitor Information

Create a Competitor Product

1. Login as trademgr/welcome.

2. (N) Responsibility > Oracle Trade Management User

3. Navigate to the Competitor Products page.

(N) Trade Management > Product > Competitor Products

4. Click (B) Create.

5. Enter the following details for the product: Field Name Value

Competing Product Name XX_Compete (replace XX with your terminal number in the class)

Party Name Worldwide Communications

Category Desktop

6. Click (B) Create.

The competing product is created.

7. Logout.

Add Competing Product to Opportunity

Login: ljones/welcome, Responsibility: Sales User


9. (N) Click (L) Sales Dashboard.

10. Navigate to the Product tab in the Opportunity that you created in the previous lab.

11. Select the Desktop product.

12. Click (B) Add Competitors.

13. In the Add Competitors popup window, click (B) Go.

All competing products for this category of the product are displayed.

14. Select the Competitor and click (B) Select.

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The selected product is added as a competitor product in the opportunity.

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Practice - Create a Forecast

Overview

In this practice, you will create a forecast, change some of the forecast figures, and submit the forecast to the manager.

Assumptions

You have created an opportunity in an earlier lab.

Tasks

Set the status of the Opportunity to Forecast

Access the Opportunity that you created in an earlier lab, enter a forecast date and set the status to Forecast.

View the Forecast for a period, save and submit.

Navigate to the Forecasts page and view the forecasts for the period you set in the opportunity. Change the forecast amount and submit.

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Solution Create a Forecast

Set the status of the Opportunity to Forecast.



2. Select (L) Sales Dashboard.

3. Access the opportunity that you created (XX_Desktop Deal) from the Sales Dashboard.

4. Select Status as Forecast.

Select Stage 3 Offer Early Bird Discount as the Sales Stage.

Select 60% as the Win Probability.

5. In the Products tab, enter the current date as the Forecast Date for the product.

6. Click the Sales Team tab.

Note the Sales Group that you belong to.

7. Click (B) Save.

View the Forecast for a period, save and submit.

8. Click (L) Forecasts from the Shortcuts bin of the Sales Dashboard.

9. From the Header, choose the following: Field Name Value

Sales Group Select the Sales Group that you noted in Step 4 above.

Period Type Month

Period Current Month

Category Forecast Category

10. Click (B) Go.

11. In the Forecast Worksheet, select Current Opportunity from the Worksheet Default Values drop down list.

12. Click (B) Go.

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The forecast that you set for your opportunity must display against the product category of the product in the opportunity.

13. Expand the Opportunity Forecast Detail region to view the details of opportunities that make up the forecast.

14. Change some of the Forecast values such as Best and Worst.

15. Click (B) Submit.

The forecast is submitted to your manager and the submitted values are saved under the Previously Saved option. The Current Opportunity option continues to display the real forecast values in the opportunity.

16. Expand the Forecast History region to view the previously submitted forecasts.

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Practice - Add Territory Roles to Your User

Overview

In this practice, you add the territory roles to your created user to obtain access to the territory screens you will use in a later practice.

Assumptions

You must use a login that has the role assigned Security Administrator.

Log in as ebusiness/welcome after your instructor assigns the Security Administrator role to this responsibility.

You must have access to an Oracle Application Vision database or comparable training or test instance at your site on which to complete this practice.

Tasks

Add Territory Roles to Your User

Go to User Management > Users and add the Sales Territory Administrator and Sales Territory User roles to your user ID.

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Solution Add Territory Roles to Your User

Add Territory Roles to Your User

Responsibility = User Management

1. Log in using sysadmin/sysadmin.

2. Navigate to the User Maintenance page.

User Management > Users

3. Search for your user name.

4. Click (I) Update in the search results table.

5. Click (B) Assign Roles.

6. Select the Sales Territory Administrator role.

7. Enter a justification for assigning the role.

8. Click (B) Save.

9. Click (B) Assign Roles.

10. Select the Sales Territory User role.

11. Enter a justification for assigning the role.

12. Click (B) Save.

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Practice - Creating Self-Service Named Account Territories

Overview

In this practice, you create a self-service named account territory and assign yourself as the sales manager.

Business Scenario:

As the sales manager of Vision Corporation, you have identified several key customers who require special attention from Sales and therefore should be assigned to senior sales representatives as named accounts.

Set up Export to Excel.

Create a self-service named account territory.

Add organizations as named accounts to the territory.

Assumptions

You have the Sales Manager and Sales Representative roles in Resource Manager, as set up in an earlier practice.

You have the Territory Management responsibility.

You assigned the Sales Territory Administrator and Sales Territory User roles to your user ID in the previous practice.

When creating new records, replace XX in the practice with a unique identifier such as your initials, or a number (for instructor led training, this number will be assigned to you). This is necessary in order to create unique records within the database when performing the practice.

You must have access to an Oracle Application Vision database or comparable training or test instance at your site on which to complete this practice.

Tasks

Set Up Export to Excel

1. In Excel, Tools > Macro > Security > Security Level Tab Low radio button.

2. Close Excel

3. In Internet Explorer, (M) Tools > Internet Options > (T) Security > (I) Internet > (B) Custom Level

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Active X controls and plug-ins: Initialize and script Active X controls not marked as safe: Enable

Create a Named Account Territory

4. Use the Vision Operations territory as the parent territory.

5. Enter the following territory information. Territory Name: XX Named Accounts Rank: 1 Winners: 1

6. Enter the following role information: Sales Manager full access to all Sales Representative full access to all

7. Use the Party Matching Attribute criteria: Registry ID

8. Assign yourself as the Sales Manager

Add Named Accounts

11. Use the territory search to search for and export organizations to Excel.

12. In the To Territory column, use the LOV to select your territory for several organizations of your choice.

13. In the Salesperson1 column, use the LOV to select yourself as a sales manager, group name XX Sales Accounts, for each organization you assigned to the territory.

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Solution Creating Self-Service Named Account Territories

Set Up Export to Excel

1. Open Excel

2. Tools > Macro > Security > Security Level Tab Low radio button.

3. Close Excel

4. Open Internet Explorer

5. (M) Tools > Internet Options > (T) Security > (I) Internet > (B) Custom Level

Active X controls and plug-ins: Initialize and script Active X controls not marked as safe: Enable

6. Logout.

Create a Named Account Territory.

Responsibility = Territory Management

7. Login with the username/password that you created for yourself.

8. Navigate to the Territories window.

(N) Territories

9. Verify the operating unit is Vision Operations, and the usage is Sales.

10. Select the Vision Operations top level territory and click (B) Create.

11. Select the Named Account territory type and click (B) Continue.

12. Enter the following territory information: Territory Name: XX Named Accounts Rank: 1 Winners: 1

13. (B) Next

14. Enter the following role information: Sales Manager full access to all Sales Representative full access to all

15. (B) Next

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16. Select the Party Matching Attribute Registry ID > (B) Next.

17. Assign yourself as the Sales Manager > (B) Finish.

Add Named Accounts

18. Close Excel if you have it open.

19. Answer (B) Yes to Do you want to add named accounts?

20. Search for organizations > (B) Export > (B) Open.

You can search by picking a state such as NY or entering in the organization name field a letter followed by % A%.

21. When the spreadsheet has completed loading, click (B) Close.

22. In the spreadsheet, select a name in the list. Go to the To Territory column and double-click to bring up the LOV. Select your territory name from the LOV.

23. Double-click the Salesperson1 field and select from the LOV yourself with the Group Name of XX-Sales Accounts and the Sales Manager role.

24. Repeat the last two steps for several more organizations of your choice. You can also assign some organizations to yourself as the Sales Representative for XX-Sales Accounts group.

25. In Excel (M) Oracle > (M) Upload. Select Flagged Rows and click (B) Upload.

26. When the upload is complete, click (B) Close. Close Excel without saving your spreadsheet.

27. Return to the Territories page and view your newly created named account territory. Expand the territory to view the named accounts.

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Practice - Set Up Proposal Components

Overview

In this practice, you will create components that you can use as part of your proposal. Components can contain Proposal or Quote dynamic fields as well as user defined dynamic fields.

Assumptions

User Defined dynamic fields were created during the guided demonstration.

Create a Component for a Proposal Template

Log in to Self Service Applications with the Proposal Administrator responsibility.

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Solution Set Up Proposal Components

Responsibility: Proposals Administrator

Based on the user defined dynamic field that was created in an earlier demo, you will create a .rtf file and insert the dynamic field codes in it. This .rtf file will be the component that you select from your Desktop. To create a .rtf file and insert dynamic field codes into it, do the following steps:


2. (N) Responsibility: Proposals Administrator

3. Navigate to the Dynamic Fields: User Defined page.

(N) Administration: Dynamic Fields > User Defined

Note down the code and name of the dynamic fields that were created in the class. As a best practice, you can copy/paste the format from the User Defined Dynamic fields RTF Display column.

4. Create a new MS Word or Notepad file and insert the codes in the following format: or paste it from the clipboard.

5. Save the file with the .rtf extension.

Next, you will associate this file to a component.

6. Navigate to the Components page.

(N) Administration > Components

7. Click (B) Create New Component.

8. Enter a name for the component XX Component (XX being your terminal number in class)

9. Select the file that you created earlier from the Desktop.

10. Click (B) Apply.

The Component is created and is ready for inclusion into a Proposal Template.

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Practice - Set Up a Proposal Template

Overview

In this practice, you will create a proposal template by including the components created in an earlier lab, as well as a quote component.

Assumptions

You have created the component and user defined dynamic fields in an earlier lab.

Tasks

Log in to Self Service Applications with the Proposals Administrator responsibility. Create a template and include in it the component that you created in an earlier lab.

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Solution Create a Proposal Template

Responsibility: Proposal Administrator


2. (N) Responsibility: Proposal Administrator

3. Navigate to the Templates page.

(N) Administration > Templates

4. Click (B) Create Template.

5. Enter a name for the template XX Proposal Template, XX being your terminal number in class.

6. Select Business Solutions from the Category dropdown.

7. From the Components region, click (B) Associate Existing Components.

8. Enter the name of the component that you created earlier and click (B) Go.

9. Select the component that you want to add to the template.

Optionally, you can view the details of the component before adding it.

11. Click (B) Apply and Publish in Current Language.

The proposal template is saved and published. When published, a proposal template is available for use to create a proposal.

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Practice - Generate a Proposal

Overview

In this practice, you will create a proposal based on the template that was created in an earlier lab and generate the proposal.

Assumptions

You have created components and a proposal template in earlier labs.

Tasks

Log in to Self Service Applications as a Proposals User. Create a proposal based on the template created in an earlier lab. Enter information for each of the proposal components and generate the proposal.

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Solution Generate a Proposal

Create a Proposal

Responsibility = Proposals User


2. (N) Responsibility: Proposals User

3. Navigate to the Proposals page.

(N) Proposals User >Proposals

4. Click (B) Create Proposal.

5. Enter a name for the proposal, XX Proposal, XX being your terminal number in class.

6. Click (B) Select next to Customer Name to select a customer for the proposal.

7. From the Filter By Category drop down list, select Business Solutions.

The page refreshes to display proposal templates for business purposes.

8. Select the template that you created in an earlier lab, and click (B) Apply.

In the Components region, you can see the components that were added by you to the proposal template.

Documents

R12 Oracle Sales Fundamentals Ed 1 LVC (Activity Guide)