Sales userguide121asnug

Oracle® Sales
User Guide
Release 12.1
Part No. E13439-04
August 2010

Oracle Sales User Guide, Release 12.1
Part No. E13439-04
Copyright © 2004, 2010, Oracle and/or its affiliates. All rights reserved.
Primary Author: Debjit Nag
Contributor: Bhavana Sharma, Harish Ekkirala, Joshua Mahendran, Seegalahalli Saravanan
Oracle is a registered trademark of Oracle Corporation and/or its affiliates. Other names may be trademarks
of their respective owners.
This software and related documentation are provided under a license agreement containing restrictions on
use and disclosure and are protected by intellectual property laws. Except as expressly permitted in your
license agreement or allowed by law, you may not use, copy, reproduce, translate, broadcast, modify, license,
transmit, distribute, exhibit, perform, publish or display any part, in any form, or by any means. Reverse
engineering, disassembly, or decompilation of this software, unless required by law for interoperability, is
prohibited.
The information contained herein is subject to change without notice and is not warranted to be error-free. If
you find any errors, please report them to us in writing.
If this software or related documentation is delivered to the U.S. Government or anyone licensing it on behalf
of the U.S. Government, the following notice is applicable:
U.S. GOVERNMENT RIGHTS
Programs, software, databases, and related documentation and technical data delivered to U.S. Government
customers are "commercial computer software" or "commercial technical data" pursuant to the applicable
Federal Acquisition Regulation and agency-specific supplemental regulations. As such, the use, duplication,
disclosure, modification, and adaptation shall be subject to the restrictions and license terms set forth in the
applicable Government contract, and, to the extent applicable by the terms of the Government contract, the
additional rights set forth in FAR 52.227-19, Commercial Computer Software License (December 2007). Oracle
USA, Inc., 500 Oracle Parkway, Redwood City, CA 94065.
This software is developed for general use in a variety of information management applications. It is not
developed or intended for use in any inherently dangerous applications, including applications which may
create a risk of personal injury. If you use this software in dangerous applications, then you shall be
responsible to take all appropriate fail-safe, backup, redundancy and other measures to ensure the safe use of
this software. Oracle Corporation and its affiliates disclaim any liability for any damages caused by use of this
software in dangerous applications.
This software and documentation may provide access to or information on content, products and services
from third parties. Oracle Corporation and its affiliates are not responsible for and expressly disclaim all
warranties of any kind with respect to third party content, products and services. Oracle Corporation and its
affiliates will not be responsible for any loss, costs, or damages incurred due to your access to or use of third
party content, products or services.

iii

Contents
Send Us Your Comments
Preface
1 Introduction to Oracle Sales
Oracle Sales Overview.............................................................................................................. 1-2
Key Oracle Sales Features......................................................................................................... 1-2
Interface Access and Navigation...............................................................................................1-4
Sales User Searches................................................................................................................... 1-6
Sales Manager Searches............................................................................................................ 1-8
Views as Saved Searches......................................................................................................... 1-10
Sales Dashboard...................................................................................................................... 1-12
Leads Management..................................................................................................................1-12
Opportunities Management.................................................................................................... 1-13
Customer Management........................................................................................................... 1-13
Contact Management...............................................................................................................1-14
Calendar and Task Management............................................................................................ 1-15
Notes Management..................................................................................................................1-15
Forecasting in Oracle Sales..................................................................................................... 1-16
Sales Campaigns in Oracle Sales............................................................................................ 1-16
Sales Methodologies in Oracle Sales...................................................................................... 1-16
Oracle Sales Integrations........................................................................................................ 1-17
Competitor Tracking in Oracle Sales......................................................................................1-18
Daily Business Intelligence (DBI) for Sales........................................................................... 1-18
Personalization in Oracle Sales...............................................................................................1-18
Setting User Preferences for Specific Fields...........................................................................1-18
Information Access.................................................................................................................. 1-19

iv
Ensuring Data Quality............................................................................................................ 1-21
Working with Multi-Organization Access............................................................................. 1-21
Product Dependencies.............................................................................................................1-22
2 Oracle Sales Example Flows
Examples of Task Flows in Oracle Sales.................................................................................. 2-1
Create and Rank a Lead.............................................................................................................2-1
Convert a Lead to an Opportunity............................................................................................ 2-2
Update an Opportunity............................................................................................................. 2-2
Create a Quote from an Opportunity........................................................................................2-3
Create a Sales Forecast...............................................................................................................2-3
Perform a Campaign Activity....................................................................................................2-4
Create a Customer - Duplicate Warning................................................................................... 2-4
3 Oracle Sales Quick Reference
Using Oracle Sales.....................................................................................................................3-1
Sales Dashboard........................................................................................................................ 3-2
Leads.......................................................................................................................................... 3-5
Viewing, Creating, and Updating a Lead............................................................................ 3-6
Creating an Opportunity from a Lead............................................................................... 3-10
Viewing Lead History........................................................................................................ 3-11
Sales Methodologies............................................................................................................... 3-11
Using a Sales Methodology................................................................................................3-12
Opportunities.......................................................................................................................... 3-13
Viewing, Creating, and Updating an Opportunity............................................................ 3-13
Creating a Quote from an Opportunity............................................................................. 3-19
Closing an Opportunity..................................................................................................... 3-19
Viewing Opportunity History............................................................................................3-19
Customers................................................................................................................................ 3-20
Viewing, Creating, and Updating a Customer (Organization).......................................... 3-20
Viewing, Creating and Updating Customers (Persons)..................................................... 3-26
Contacts................................................................................................................................... 3-31
Viewing, Creating, and Updating a Contact...................................................................... 3-31
Sales Campaigns......................................................................................................................3-33
Creating a Sales Campaign Activity.................................................................................. 3-34
Viewing Sales Campaign Details....................................................................................... 3-36
Forecasting............................................................................................................................... 3-36
Creating and Updating a Forecast..................................................................................... 3-38
Forecasting as a Sales Manager.......................................................................................... 3-40
Forecasting as a Sales Administrator of the Sales Group................................................... 3-41

v
Tasks ....................................................................................................................................... 3-41
Creating and Updating Tasks............................................................................................ 3-41
Calendar...................................................................................................................................3-42
Creating and Updating Appointments.............................................................................. 3-43
Quotes...................................................................................................................................... 3-43
Proposals..................................................................................................................................3-44
Sales Commission Statements................................................................................................ 3-44
Earnings Statement..................................................................................................................3-44
Attainment Summary.............................................................................................................. 3-44
Year to Date Summary.............................................................................................................3-45
Reports..................................................................................................................................... 3-45
Report Access.....................................................................................................................3-46
Actions in Reports..............................................................................................................3-46
Customizations in Reports................................................................................................. 3-47
Opportunity Reports..........................................................................................................3-47
Index

vii

Send Us Your Comments
Oracle Sales User Guide, Release 12.1
Part No. E13439-04
Oracle welcomes customers' comments and suggestions on the quality and usefulness of this document.
Your feedback is important, and helps us to best meet your needs as a user of our products. For example:
• Are the implementation steps correct and complete?
• Did you understand the context of the procedures?
• Did you find any errors in the information?
• Does the structure of the information help you with your tasks?
• Do you need different information or graphics? If so, where, and in what format?
• Are the examples correct? Do you need more examples?
If you find any errors or have any other suggestions for improvement, then please tell us your name, the
name of the company who has licensed our products, the title and part number of the documentation and
the chapter, section, and page number (if available).
Note: Before sending us your comments, you might like to check that you have the latest version of the
document and if any concerns are already addressed. To do this, access the new Oracle E-Business Suite
Release Online Documentation CD available on My Oracle Support and www.oracle.com. It contains the
most current Documentation Library plus all documents revised or released recently.
Send your comments to us using the electronic mail address: appsdoc_us@oracle.com
Please give your name, address, electronic mail address, and telephone number (optional).
If you need assistance with Oracle software, then please contact your support representative or Oracle
Support Services.
If you require training or instruction in using Oracle software, then please contact your Oracle local office
and inquire about our Oracle University offerings. A list of Oracle offices is available on our Web site at
www.oracle.com.

ix

Preface
Intended Audience
Welcome to Release 12.1 of the Oracle Sales User Guide.
This guide assumes you have a working knowledge of the following:
• The principles and customary practices of your business area.
• Oracle Applications Framework
To learn more about the Oracle Applications Framework, see the OA Personalization
Framework andOA Extensibility Framework Guide.
How To Use This Guide
The Oracle Sales User Guide contains the information you need to understand and use
Oracle Sales. This guide contains three chapters:
• Chapter 1, "Introduction to Oracle Sales", provides an overview of Oracle Sales.
• Chapter 2, "Oracle Sales Example Flows", shows representative task flows.
• Chapter 3, "Oracle Sales Quick Reference", presents a quick reference to using the
Oracle Sales interface to accomplish your sales tasks.
See Related Information Sources on page x for more Oracle E-Business Suite product
information.
Deaf/Hard of Hearing Access to Oracle Support Services
To reach Oracle Support Services, use a telecommunications relay service (TRS) to call
Oracle Support at 1.800.223.1711. An Oracle Support Services engineer will handle
technical issues and provide customer support according to the Oracle service request
process. Information about TRS is available at

x
http://www.fcc.gov/cgb/consumerfacts/trs.html, and a list of phone numbers is
available at http://www.fcc.gov/cgb/dro/trsphonebk.html.
Documentation Accessibility
Our goal is to make Oracle products, services, and supporting documentation accessible
to all users, including users that are disabled. To that end, our documentation includes
features that make information available to users of assistive technology. This
documentation is available in HTML format, and contains markup to facilitate access by
the disabled community. Accessibility standards will continue to evolve over time, and
Oracle is actively engaged with other market-leading technology vendors to address
technical obstacles so that our documentation can be accessible to all of our customers.
For more information, visit the Oracle Accessibility Program Web site at
http://www.oracle.com/accessibility/.
Accessibility of Code Examples in Documentation
Screen readers may not always correctly read the code examples in this document. The
conventions for writing code require that closing braces should appear on an otherwise
empty line; however, some screen readers may not always read a line of text that
consists solely of a bracket or brace.
Accessibility of Links to External Web Sites in Documentation
This documentation may contain links to Web sites of other companies or organizations
that Oracle does not own or control. Oracle neither evaluates nor makes any
representations regarding the accessibility of these Web sites.
Structure
1 Introduction to Oracle Sales
2 Oracle Sales Example Flows
3 Oracle Sales Quick Reference
Related Information Sources
Integration Repository
The Oracle Integration Repository is a compilation of information about the service
endpoints exposed by the Oracle E-Business Suite of applications. It provides a
complete catalog of Oracle E-Business Suite's business service interfaces. The tool lets
users easily discover and deploy the appropriate business service interface for
integration with any system, application, or business partner.
The Oracle Integration Repository is shipped as part of the E-Business Suite. As your

xi
instance is patched, the repository is automatically updated with content appropriate
for the precise revisions of interfaces in your environment.
Online Documentation
All Oracle E-Business Suite documentation is available online (HTML or PDF).
• PDF - See the Oracle E-Business Suite Documentation Library for current PDF
documentation for your product with each release. The Oracle E-Business Suite
Documentation Library is also available on My Oracle Support and is updated
frequently
• Online Help - Online help patches (HTML) are available on My Oracle Support.
• Release Notes - For information about changes in this release, including new
features, known issues, and other details, see the release notes for the relevant
product, available on My Oracle Support.
• Oracle Electronic Technical Reference Manual - The Oracle Electronic Technical
Reference Manual (eTRM) contains database diagrams and a detailed description of
database tables, forms, reports, and programs for each Oracle E-Business Suite
product. This information helps you convert data from your existing applications
and integrate Oracle E-Business Suite data with non-Oracle applications, and write
custom reports for Oracle E-Business Suite products. The Oracle eTRM is available
on My Oracle Support.
Guides Related to All Products
Oracle E-Business Suite User's Guide
This guide explains how to navigate, enter data, query, and run reports using the user
interface (UI) of Oracle E-Business Suite. This guide also includes information on setting
user profiles, as well as running and reviewing concurrent programs.
You can access this guide online by choosing "Getting Started with Oracle Applications"
from any Oracle E-Business Suite product help file.
Guides Related to This Product
Oracle Common Application Calendar User Guide
Oracle Common Application Calendar enables you to manage daily tasks and
appointments, create and maintain notes, and schedule resources. It provides a central
place to store and view resource schedules, utilization, and availability. It also enables
you to synchronize your calendar with external calendars such as Microsoft Outlook or
handheld devices.

xii
Oracle Incentive Compensation User Guide
Oracle Incentive Compensation helps enterprises calculate and pay compensation to
their sales forces, vendors, suppliers, and partners. You can also calculate nonmonetary
commission, such as points. With Oracle Incentive Compensation, you can create
compensation plans that align with your business strategy and assign them. You can
also align quota targets with corporate revenue, volume, and profit targets.
Oracle Inventory User's Guide
This guide enables you to configure the Oracle Inventory structure to best represent
your company's inventory sites and business units after you have defined your required
ledger and key flexfields. You can also learn about centralized and decentralized
inventory structures, and controls and reference options for using and maintaining
inventory items such as categories, commodity codes, attributes, statuses, relationships,
and picking rules.
Oracle Partner Management Vendor User Guide
This guide describes how vendors can use the Channel Manager dashboard to manage
channel partners, partner activities and programs, partner profiles, and partner
performance. Partner activities include training and managing funds, opportunities,
referral compensation, and deals.
Oracle Proposals User Guide
Oracle Proposals enables you to create templates and use them to create proposals to
help position a product or service as a solution to the customer's business needs. You
send proposals by email, including supporting documents, to prospective customers.
This guide describes how to create templates of different categories and use these to
create proposals from a lead in Oracle Sales, an opportunity in Oracle Telesales or
Oracle Sales, or a customer in Oracle Telesales. You can also associate a proposal to a
campaign activity in Oracle Marketing.
Oracle Quoting User Guide
Oracle Quoting enables you to create and manage customer quotes across all sales and
interaction channels and if approved by the customer, convert these quotes into orders.
This guide describes how to create and modify quote templates, add and configure
simple and related products, manage pricing and pricing adjustments, determine
customer credit worthiness, and perform real-time global product availability checks.
Oracle Sales for Handhelds User Guide
Oracle Sales for Handhelds enables traveling sales professionals to access enterprise
information from their pocket PC, Blackberry, palm-based devices, and Nokia using an
HTML browser. You can use Outlook for your appointments, view emails received in
outlook from contacts as Oracle Sales interaction history, and receive Short Message

xiii
Service alerts for service contract expiry, escalated service requests, and invoice
overdue. You can manage customers, contacts, and customer visits using your
handheld.
Oracle Sales Implementation Guide
This guide enables you to set up users, user groups, and roles, define forecast categories
that group products and services to be included in a forecast, set up and enable
currency conversion, and set up the sales dashboard linking the sales funnel to sales
stages of a sales methodology. You can also set up Oracle Sales and Oracle Telesales
interoperabiliy and set up Oracle Sales for integration with Oracle Territory Manager,
Oracle Marketing, Oracle Quoting, Oracle Proposals, Oracle Trade Management, Oracle
Partner Management, and Oracle Incentive Compensation.
Oracle TeleSales User Guide
Oracle TeleSales enables telesales agents manage the sales cycle, from prospects to
booked orders. It offers a multi-channel selling solution that leverages all sales
channels: whether selling over the phone, through the web or through mobile devices.
Its E-Business Center offers a cross-application desktop for all Oracle call center
applications, and provides elements of Service and Collections for a comprehensive
customer view. You can use Oracle TeleSales for comprehensive customer management,
list generation, lead, opportunity, and pipeline management, quote and order
generation, event registration and collateral fulfillment.
Oracle Territory Manager User Guide
Oracle Territory Manager enables you to distribute sales and after sales tasks by
geographical location, account, task priority, and resource skills. Oracle Sales, Oracle
Field Service, Oracle Service Contracts, Oracle Collections, Oracle Partner Manager, and
Oracle Trade Management all use Oracle Territory Manager to define ownership of
transactions.
Installation and System Administration
Maintaining Oracle E-Business Suite Documentation Set
This documentation set provides maintenance and patching information for the Oracle
E-Business Suite DBA. Oracle E-Business Suite Maintenance Procedures provides a
description of the strategies, related tasks, and troubleshooting activities that will help
ensure the continued smooth running of an Oracle E-Business Suite system. Oracle
E-Business Suite Maintenance Utilities describes the Oracle E-Business Suite utilities that
are supplied with Oracle E-Business Suite and used to maintain the application file
system and database. It also provides a detailed description of the numerous options
available to meet specific operational requirements. Oracle E-Business Suite Patching
Procedures explains how to patch an Oracle E-Business Suite system, covering the key
concepts and strategies. Also included are recommendations for optimizing typical

xiv
patching operations and reducing downtime.
Oracle Alert User's Guide
This guide explains how to define periodic and event alerts to monitor the status of
your Oracle E-Business Suite data.
Oracle E-Business Suite Concepts
This book is intended for all those planning to deploy Oracle E-Business Suite Release
12, or contemplating significant changes to a configuration. After describing the Oracle
E-Business Suite architecture and technology stack, it focuses on strategic topics, giving
a broad outline of the actions needed to achieve a particular goal, plus the installation
and configuration choices that may be available.
Oracle E-Business Suite CRM System Administrator's Guide
This manual describes how to implement the CRM Technology Foundation (JTT) and
use its System Administrator Console.
Oracle E-Business Suite Developer's Guide
This guide contains the coding standards followed by the Oracle E-Business Suite
development staff. It describes the Oracle Application Object Library components
needed to implement the Oracle E-Business Suite user interface described in the Oracle
E-Business Suite User Interface Standards for Forms-Based Products. It also provides
information to help you build your custom Oracle Forms Developer forms so that they
integrate with Oracle E-Business Suite. In addition, this guide has information for
customizations in features such as concurrent programs, flexfields, messages, and
logging.
Oracle E-Business Suite Installation Guide: Using Rapid Install
This book is intended for use by anyone who is responsible for installing or upgrading
Oracle E-Business Suite. It provides instructions for running Rapid Install either to carry
out a fresh installation of Oracle E-Business Suite Release 12, or as part of an upgrade
from Release 11i to Release 12. The book also describes the steps needed to install the
technology stack components only, for the special situations where this is applicable.
Oracle E-Business Suite System Administrator's Guide Documentation Set
This documentation set provides planning and reference information for the Oracle
E-Business Suite System Administrator. Oracle E-Business Suite System Administrator's
Guide - Configuration contains information on system configuration steps, including
defining concurrent programs and managers, enabling Oracle Applications Manager
features, and setting up printers and online help. Oracle E-Business Suite System
Administrator's Guide - Maintenance provides information for frequent tasks such as
monitoring your system with Oracle Applications Manager, administering Oracle

xv
E-Business Suite Secure Enterprise Search, managing concurrent managers and reports,
using diagnostic utilities including logging, managing profile options, and using alerts.
Oracle E-Business Suite System Administrator's Guide - Security describes User
Management, data security, function security, auditing, and security configurations.
Oracle E-Business Suite User Interface Standards for Forms-Based Products
This guide contains the user interface (UI) standards followed by the Oracle E-Business
Suite development staff. It describes the UI for the Oracle E-Business Suite products and
tells you how to apply this UI to the design of an application built by using Oracle
Forms.
Other Implementation Documentation
Oracle Applications Multiple Organizations Implementation Guide
This guide describes how to set up multiple organizations and the relationships among
them in a single installation of an Oracle E-Business Suite product such that transactions
flow smoothly through and among organizations that can be ledgers, business groups,
legal entities, operating units, or inventory organizations. You can use this guide to
assign operating units to a security profile and assign this profile to responsibilities such
that a user can access data for multiple operation units from a single responsibility. In
addition, this guide describes how to set up reporting to generate reports at different
levels and for different contexts. Reporting levels can be ledger or operating unit while
reporting context is a named entity in the selected reporting level.
Oracle Approvals Management Implementation Guide
This guide describes transaction attributes, conditions, actions, and approver groups
that you can use to define approval rules for your business. These rules govern the
process for approving transactions in an integrated Oracle application. You can define
approvals by job, supervisor hierarchy, positions, or by lists of individuals created
either at the time you set up the approval rule or generated dynamically when the rule
is invoked. You can learn how to link different approval methods together and how to
run approval processes in parallel to shorten transaction approval process time.
Oracle Diagnostics Framework User's Guide
This guide contains information on implementing, administering, and developing
diagnostics tests for Oracle E-Business Suite using the Oracle Diagnostics Framework.
Oracle E-Business Suite Flexfields Guide
This guide provides flexfields planning, setup and reference information for the Oracle
E-Business Suite implementation team, as well as for users responsible for the ongoing
maintenance of Oracle E-Business Suite product data. This guide also provides
information on creating custom reports on flexfields data.

xvi
Oracle E-Business Suite Integrated SOA Gateway Implementation Guide
This guide explains the details of how integration repository administrators can manage
and administer the entire service enablement process based on the service-oriented
architecture (SOA) for both native packaged public integration interfaces and composite
services - BPEL type. It also describes how to invoke Web services from Oracle
E-Business Suite by working with Oracle Workflow Business Event System, manage
Web service security, and monitor SOAP messages.
Oracle E-Business Suite Integrated SOA Gateway User's Guide
This guide describes how users can browse and view the integration interface
definitions and services that reside in Oracle Integration Repository.
Oracle e-Commerce Gateway Implementation Manual
This guide describes implementation details, highlighting additional setup steps needed
for trading partners, code conversion, and Oracle E-Business Suite. It also provides
architecture guidelines for transaction interface files, troubleshooting information, and a
description of how to customize EDI transactions.
Oracle e-Commerce Gateway User's Guide
This guide describes the functionality of Oracle e-Commerce Gateway and the
necessary setup steps in order for Oracle E-Business Suite to conduct business with
trading partners through Electronic Data Interchange (EDI). It also describes how to run
extract programs for outbound transactions, import programs for inbound transactions,
and the relevant reports.
Oracle iSetup User's Guide
This guide describes how to use Oracle iSetup to migrate data between different
instances of the Oracle E-Business Suite and generate reports. It also includes
configuration information, instance mapping, and seeded templates used for data
migration.
Oracle Product Lifecycle Management Implementation Guide
This guide describes how you can define hierarchies of items using structure types,
catalogs, and catalog categories, and define change categories and configure them for
revised items or request lines. Oracle Product Lifecycle Management provides several
predefined catalogs such as the Product Catalog, Asset Catalog, and the Service Catalog
and predefined change categories such as change orders and ideas. Use this guide to
learn how to define additional catalogs for browsing and reporting purposes and new
change categories specific to your business needs. You can then learn how to set up
users and responsibilities that provide or restrict access to these catalogs, catalog items,
and change management objects.

xvii
Oracle Product Lifecycle Management User Guide
This guide describes how to create and manage catalogs, create and maintain product
attributes and attribute values, and manage item statuses and lifecycle phases. You can
learn how to create change categories, create task templates for change orders, and
create change management reports. In addition, you can use this guide to create roles,
map roles to privileges, and maintain these roles.
Oracle Web Applications Desktop Integrator Implementation and Administration Guide
Oracle Web Applications Desktop Integrator brings Oracle E-Business Suite
functionality to a spreadsheet, where familiar data entry and modeling techniques can
be used to complete Oracle E-Business Suite tasks. You can create formatted
spreadsheets on your desktop that allow you to download, view, edit, and create Oracle
E-Business Suite data, which you can then upload. This guide describes how to
implement Oracle Web Applications Desktop Integrator and how to define mappings,
layouts, style sheets, and other setup options.
Oracle Workflow Administrator's Guide
This guide explains how to complete the setup steps necessary for any Oracle
E-Business Suite product that includes workflow-enabled processes. It also describes
how to manage workflow processes and business events using Oracle Applications
Manager, how to monitor the progress of runtime workflow processes, and how to
administer notifications sent to workflow users.
Oracle Workflow Developer's Guide
This guide explains how to define new workflow business processes and customize
existing workflow processes embedded in Oracle E-Business Suite. It also describes how
to define and customize business events and event subscriptions.
Oracle Workflow User's Guide
This guide describes how Oracle E-Business Suite users can view and respond to
workflow notifications and monitor the progress of their workflow processes.
Oracle XML Gateway User's Guide
This guide describes Oracle XML Gateway functionality and each component of the
Oracle XML Gateway architecture, including Message Designer, Oracle XML Gateway
Setup, Execution Engine, Message Queues, and Oracle Transport Agent. It also explains
how to use Collaboration History that records all business transactions and messages
exchanged with trading partners.
The integrations with Oracle Workflow Business Event System, and the
Business-to-Business transactions are also addressed in this guide.

xviii
Oracle XML Publisher Administration and Developer's Guide
Oracle XML Publisher is a template-based reporting solution that merges XML data
with templates in RTF or PDF format to produce outputs to meet a variety of business
needs. Outputs include: PDF, HTML, Excel, RTF, and eText (for EDI and EFT
transactions). Oracle XML Publisher can be used to generate reports based on existing
Oracle E-Business Suite report data, or you can use Oracle XML Publisher's data
extraction engine to build your own queries. Oracle XML Publisher also provides a
robust set of APIs to manage delivery of your reports via e-mail, fax, secure FTP,
printer, WebDav, and more. This guide describes how to set up and administer Oracle
XML Publisher as well as how to use the Application Programming Interface to build
custom solutions. This guide is available through the Oracle E-Business Suite online
help.
Oracle XML Publisher Report Designer's Guide
Oracle XML Publisher is a template-based reporting solution that merges XML data
with templates in RTF or PDF format to produce a variety of outputs to meet a variety
of business needs. Using Microsoft Word or Adobe Acrobat as the design tool, you can
create pixel-perfect reports from the Oracle E-Business Suite. Use this guide to design
your report layouts. This guide is available through the Oracle E-Business Suite online
help.
Training and Support
Training
Oracle offers a complete set of training courses to help you master your product and
reach full productivity quickly. These courses are organized into functional learning
paths, so you take only those courses appropriate to your job or area of responsibility.
You have a choice of educational environments. You can attend courses offered by
Oracle University at any of our many Education Centers, you can arrange for our
trainers to teach at your facility, or you can use Oracle Learning Network (OLN), Oracle
University's online education utility. In addition, Oracle training professionals can tailor
standard courses or develop custom courses to meet your needs. For example, you may
want to use your organization structure, terminology, and data as examples in a
customized training session delivered at your own facility.
Support
From on-site support to central support, our team of experienced professionals provides
the help and information you need to keep your product working for you. This team
includes your Technical Representative, Account Manager, and Oracle's large staff of
consultants and support specialists with expertise in your business area, managing an
Oracle server, and your hardware and software environment.

xix
Do Not Use Database Tools to Modify Oracle E-Business Suite Data
Oracle STRONGLY RECOMMENDS that you never use SQL*Plus, Oracle Data
Browser, database triggers, or any other tool to modify Oracle E-Business Suite data
unless otherwise instructed.
Oracle provides powerful tools you can use to create, store, change, retrieve, and
maintain information in an Oracle database. But if you use Oracle tools such as
SQL*Plus to modify Oracle E-Business Suite data, you risk destroying the integrity of
your data and you lose the ability to audit changes to your data.
Because Oracle E-Business Suite tables are interrelated, any change you make using an
Oracle E-Business Suite form can update many tables at once. But when you modify
Oracle E-Business Suite data using anything other than Oracle E-Business Suite, you
may change a row in one table without making corresponding changes in related tables.
If your tables get out of synchronization with each other, you risk retrieving erroneous
information and you risk unpredictable results throughout Oracle E-Business Suite.
When you use Oracle E-Business Suite to modify your data, Oracle E-Business Suite
automatically checks that your changes are valid. Oracle E-Business Suite also keeps
track of who changes information. If you enter information into database tables using
database tools, you may store invalid information. You also lose the ability to track who
has changed your information because SQL*Plus and other database tools do not keep a
record of changes.

Introduction to Oracle Sales 1-1
1
Introduction to Oracle Sales
This chapter covers the following topics:
• Oracle Sales Overview
• Key Oracle Sales Features
• Interface Access and Navigation
• Sales User Searches
• Sales Manager Searches
• Views as Saved Searches
• Sales Dashboard
• Leads Management
• Opportunities Management
• Customer Management
• Contact Management
• Calendar and Task Management
• Notes Management
• Forecasting in Oracle Sales
• Sales Campaigns in Oracle Sales
• Sales Methodologies in Oracle Sales
• Oracle Sales Integrations
• Competitor Tracking in Oracle Sales
• Daily Business Intelligence (DBI) for Sales
• Personalization in Oracle Sales
• Setting User Preferences for Specific Fields
• Information Access

1-2 Oracle Sales User Guide
• Ensuring Data Quality
• Working with Multi-Organization Access
• Product Dependencies
Oracle Sales Overview
Oracle Sales is an enterprise application for sales professionals that simplifies and
optimizes the task of planning and managing the sales process. Oracle Sales simplifies
the sales process by providing visibility into the sales cycle, helping companies plan
and manage effective selling activities. It is integrated in the E-Business Suite and
covers key field sales flows from leads to opportunities to quotes. Oracle Sales is
integrated with daily business intelligence, territory management, trading community
architecture, quoting, inventory, service contracts, order management, proposals,
partners, projects, incentive compensation, and marketing. Oracle Sales has been
developed using the standard Oracle Applications (OA) Framework. It is optimized for
use with wireless.
Key Oracle Sales Features
Oracle Sales includes the following features:
• Streamlined creation and management of customers, contacts, leads and
opportunities: Oracle Sales supports management of customers of type
Organization for B2B and type Person for B2C scenarios. You can create new leads
manually, import leads from Oracle Marketing using the sales campaign tool, or
use leads entered by TeleSales agents. Oracle Sales assists in tracking these leads
and routing them to the appropriate sales representative, enabling the conversion of
leads to opportunities. After conversion, you can update opportunity details and
track opportunity progress.
• Ability to track interactions with customers: Oracle Sales employs notes
functionality to track customer interactions. You can enter notes for leads,
opportunities, customers, contacts, and forecasts. E-mail interactions are tracked
using integration with Oracle Sales for Handhelds.
• Competitor tracking: Within each opportunity, at the product level, you can
include competitor information such as name, product, and win/loss status.
Additionally, Oracle Sales has defaulting capabilities that match products in the
opportunity to potential competitor products.
• Convenient customer analysis: Important customer information is integrated into
the leads and opportunities pages in Oracle Sales. While working on leads or
opportunities, you can view information such as a list of all products that a
customer has currently purchased that have service contracts, a list of current and
past opportunities, a 12 month service summary, and a list of existing service

requests. This provides you with background information on the account as you
develop leads and opportunities.
• 360 Degree View in Oracle Sales: The application offers you a view of:
• Orders and returns
• Opportunities
• Leads
• Proposals
• Quotes
• Campaigns
• Sales Contracts
• Sales Agreements
• Service Contracts
• Service Requests Backlog
• Integrated product information: Oracle Sales enables you to add product
information to leads and opportunities to track the goods or services customers
might want to purchase. The products that you can add are defined and categorized
in Oracle Inventory.
• Sales team management: Sales team data is integrated into the leads, opportunities,
and customer pages in Oracle Sales. Sales team members can be added to a lead,
opportunity, or customer manually, or by using Territory Manager to build the
sales team according to predefined business rules.
• Customized flexfields: Salespeople can use global and context-sensitive descriptive
flexfields to enter additional information for leads, opportunities, customers, and
contacts. Flexfields are defined by your organization, and enable unique
information to be entered, stored, and managed using the Oracle Sales application.
• Forecasting: Oracle Sales provides sales organizations with flexibility in managing
their forecasts. Sales organizations can analyze their forecast data at opportunity
and product levels, enabling management teams to judge the overall health of their
organization.
• Attachments: Sales representatives and managers can add external documents, web
addresses, and text to opportunities, leads, customers, contacts, and forecasts.

• History Tracking: Oracle Sales enables history tracking for leads and opportunities
(including product and non-revenue opportunities).
• Account Plans: Complete plans to enable you to manage your customer
relationships to produce sales.
• Reporting: Oracle Sales provides opportunity reports.
• Business hierarchy: A display of the structure and relationships of a business give
you a view into your customer.
• Advanced search tools: You can search leads, opportunities, customers, and
contacts using powerful search tools. For leads and opportunities, you can save the
search results for future use.
• Sales Offline: Oracle Sales integrates with Oracle Sales Offline, to enable sales
representatives to manage sales efforts remotely.
• Proposals: Oracle Sales integrates with Oracle Proposals to provide sales
representatives with the ability to create proposals and send collateral.
• Quoting: Oracle Sales integrates with Oracle Quoting to provide sales
representatives with the ability to create a quote from an opportunity.
• Partners: Oracle Sales integrates with Oracle Partners to provide sales
representatives with the ability to determine the sales channel for a lead or
opportunity.
• Projects: Oracle Sales integrates with Oracle Projects to capture project costs related
to the pursuit of opportunities.
• Incentive Compensation: Oracle Sales integrates with Oracle Incentive
Compensation to enable you to view sales commissions, earnings statements,
attainment summaries, and year to date summaries.
• Preference settings: Preferences for defaults for key values for leads, opportunities,
forecasting, sales coach and account planning.
• Multi-operating unit access: Access to business objects across operating units based
on your access rights. These include selected business activities, products added to
leads or opportunities, quotes, and products under service contract.
Interface Access and Navigation
Accessing Oracle Sales
To access Oracle Sales, log in to Oracle Self-Service Applications, using the Sales User or

Sales Manager responsibility. The Sales User responsibility takes you directly to the
Oracle Sales Dashboard. The Sales Manager responsibility takes you to the Sales
Manager Dashboard. This Dashboard displays Daily Business Intelligence information.
Managers can access Oracle Sales functionality from the links listed in the Shortcuts.
Note: Users having sales admin role within a group should log in using
the Sales Manager responsibility.
Responsibilities can enable you to access more than one operating unit at a time, so you
can perform business tasks for entities across all accessible operating units while logged
in under a single given responsibility. This enables you to perform tasks for any of the
operating units to which you have access, such as adding products to a lead or an
opportunity.
Interface Navigation Features
The Oracle Sales interface includes these features:
• Shortcuts on the Sales Dashboard: Displays links to the view pages for business
objects and tools. You can access search pages for customers and contacts; access
applications such as Leads, Opportunities, Quotes, Proposals, Incentive
Compensation, Reports, and so on, from the shortcuts.
• Link trail: As you navigate through Oracle Sales, the links to the pages you have
visited are shown at the top of your current page. For example:
Sales Dashboard >Customers >Customer:BrandNew Industries >Contact: Leslie
Moore (BrandNew Industries)
Use these links to navigate back through the product.
• Partial page refresh: This feature enables you to see the changed portion of a page
without waiting for the entire page to refresh. For example, if you are viewing a
table of leads, you can select a radio button next to a lead and details about that
lead are displayed below the table. When you select a different lead, the
information shown below the table is refreshed with details on the newly-selected
lead.
• Sortable table columns: Many table columns are sortable in Oracle Sales. Clicking
the column heading sorts the data in ascending or descending order.
• < Previous and Next >: Links that enable you to view the next available group of
items in a table, or to navigate back to the previously listed group of items.
• Asterisks (*): Fields with asterisks denote required information.
• Personalization of tabs: Some tabs on the update pages can be combined, through
personalization, into one Details tab.

• Additional Information: Flexfields are available on the Additional Information tab.
General Navigation
From the Sales Dashboard, you can navigate to the various types of pages in Oracle
Sales. Buttons on the various Sales Dashboard tables include:
• Create: Enables you to create a new task, lead, opportunity, or customer.
• Full List: Enables you to access the View page for lists of leads, opportunities,
customers, proposals and quotes.
• Personalize: Enables you to create or duplicate views, or set a view as a default.
Navigation paths to the main pages are:
• Create a business object
• Sales Dashboard > Business object table > Click Create (Business object)
• Sales Dashboard > Shortcuts > Click Business object > Click Create (business
object)
• View business object
• Sales Dashboard > Business object table > Click Full List
• Sales Dashboard > Shortcuts > Click (Business object)
• Update a business object
• Sales Dashboard > Business object table > Click Full List > Select a business
object from the list or search
• Sales Dashboard > Shortcuts > Click (Business object) > Select a business object
from the list or search
Sales User Searches
Sales representatives can search for customers, contacts, opportunities, leads, and tasks
in Oracle Sales. Customer search enables you to search for customers that are persons or
customers that are organizations.
Simple and Advanced Searches
For simple and advanced searches, enter your search criteria and click Go. Simple
searches can have these characteristics:
• Search on any combination of available fields

• Not case sensitive
For leads and opportunities, click Save Search to save the search criteria as a view.
Click Views to access the Views page, which enables you to use search criteria to create
a view, or to duplicate an existing view, as well as update and delete views. Refer to
Views as Saved Searches, page 1-10 for further information on views. The behavior of
views is determined by the security settings for your implementation. See Information
Access, page 1-19 for information on security access levels for users. You can use the
views provided with Oracle Sales or you can create your own views.
Note: Customer and contact searches use the DQM feature and are not
based on saved searches. For other details on customer and contact
features in Oracle Sales, see the Customer Management, page 1-13 and
Contact Management, page 1-14 sections.
Click Advanced Search to access the Advanced Search page. Advanced searches are
supported for customers, contacts, opportunities, and leads. They have the same
characteristics as simple searches, but have additional search criteria to search from.
Advanced Search for Opportunities and Leads
Opportunity and Lead Advanced Search pages enable you to add search criteria. To do
so, select the field name you want to add as search criteria and click Add. Additionally,
you can search for multiple values for the following:
• statuses and sales channels for opportunities.
• statuses, sales channels, and owners for leads.
For example, if you want to check all New and In-Progress leads that are 60 days
old, then advanced search feature for Leads. Select 'New' in the Status field. Add
another Status field as a search criterion, and select 'In-Progress'. Enter 60 in the
Age (days) field, and click Go to view the result. The application now displays all
New and In-Progress leads that are 60 days old.
You can use the same numeric and date fields more than once in an advanced search.
For example, you could define an opportunity Close Date field to search for records
after May 1, 2004, and a second Close Date field to search for records before June 1,
2004. This search would display records that matched the date range you set up using
the two date fields. This logic can also apply to numeric fields.
Simple and advanced searches for leads and opportunities have a mandatory search
field labeled Status Category. The Status Category refers to whether a lead or an
opportunity is open or closed. If this field has the value of open selected, then all
searches return only those leads or opportunities that have a status that is considered to
be an open type of status. If you want to search for closed leads or opportunities, you
must select the closed value in this field.

Note: In the context of selective search criteria, Status Category is not
mandatory if the user enters a value in the Lead Number or
Opportunity Number fields.
The search does not return any records if you select values in the Status Category field
and Status field that cancel each other. For example, if you have the Status Category set
to open, and then in the Status field you select a status that is considered to be a closed
status, the search returns no results.
Also, you can run a query using both the sales person and sales group search fields in
addition to other possible search fields. The results for this query returns records where
the sales person you entered is on the sales team and has the sales group you entered as
their designated sales group for the lead or opportunity. In this case the two search
fields are implicitly linked in the search query.
If Selective Search Criteria is enabled, you must enter values in at least one of the
following fields to search:
Leads
• Status
• Age (Days)
Note: This is an exception: If you enter a value for Lead Number, then
values need not be entered in any other field for the search to run.
Opportunities
• Status
• Close Date Quarter
Note: This is an exception: If you enter a value for Opportunity
Number, then values need not be entered in any other field for the
search to run.
Exporting Search Results
Save the results of simple or advanced searches by clicking Export. This saves the table
of search results to a file with a .csv extension which can be downloaded and opened in
a spreadsheet application.
Sales Manager Searches
Users who log in as sales managers can conduct searches that return objects (for
example, leads or opportunities) to which they have access as well as objects that their
subordinates can access. This includes access to sales groups and their hierarchies as

well. This hierarchical search logic can affect system performance, so sales managers
have different search pages than those used by sales representatives.
Sales managers access search pages for leads and opportunities from the Sales Manager
Dashboard. Sales managers can also access customer and contact search pages from the
dashboard.
The basic search functionality is similar to that discussed for sales representatives in
Sales User Searches, page 1-6 with the exceptions discussed in the following
subsections.
Sales Manager Searches for Leads
For the Simple Search and Advanced search pages, the sales manager must enter data in
both of these mandatory search fields in addition to any other search fields entered:
• Status
• Age (Days)
Sales managers can also search by multiple statuses, sales channels, and owners,
through the Advanced Search and Saved Search features.
Note that these mandatory fields have default values. Be sure to select the value you
want to search for before clicking Go.
Also note that the search parameter Status menu list displays only statuses that
represent open leads or those that have been converted to opportunities. Thus, as a sales
manager, you cannot search for closed leads. This limitation is due to performance
issues that can arise when sales managers conduct a search through their hierarchy
when there are large numbers of closed leads in the system.
Sales Manager Searches for Opportunities
For the Simple Search and Advanced Search pages, the sales manager must enter data
in both of these mandatory search fields in addition to any other search fields already
entered:
• Status
• Close Date Quarter
Sales managers can also search additionally by multiple statuses and sales channels
through the Advanced Search and Saved Search feature.
For example, if you want to check one of your subordinate's inactive and lost
opportunities in the last quarter, then use the additional search feature, for
Opportunities. Select 'Inactive' in the Status field. Add another Status field as a search
criterion, and select 'Lost'. Enter your subordinate's name in Owner field, last quarter
date in Close Date Quarter field, and click Go to view the result. The application now
displays your subordinate's active and lost opportunities, in the last quarter.
The search field Close Date Quarter is available only to sales managers and is not part

of the standard sales representative search. Select values in this field to see which
opportunities have a close date in the specified quarter. For example, if you select
Q2-05, the search would return opportunities that have a close date in the second
quarter of 2005.
Note that these mandatory fields have default values. Be sure to select the value you
want to search for before clicking Go.
Views, which are saved searches, are available for leads and opportunities, but not for
customers and contacts. Customer and contact searches use the Data Quality
Management feature and are not based on saved searches. For details on customer and
contact search, see Customer Management, page 1-13. The view functionality described
in Views as Saved Searches, page 1-10 applies to sales managers' views with the
exception that the sales manager cannot create views on the Sales Dashboard. The
behavior of views is determined by the security settings for your implementation. See
Information Access, page 1-19 for information on security access levels for managers.
In some cases, users can have roles of both sales representative and sales manager in the
system. Users who log in as a sales manager have access only to views they created as a
sales manager in the system. They do not have access to views they created when they
logged in as a sales user. Also, if they log in as a sales user, they do not have access to
views they created as a sales manager.
Views as Saved Searches
Oracle Sales enables you to save searches for future use. These saved searches, called
views, control the display of data in the Leads and Opportunities tables on the Sales
Dashboard, and on the Lead and Opportunity Views pages. There are seeded views
provided for leads and opportunities. These are accessible only by users with the sales
representative responsibility. Users with the sales representative or the sales manager
responsibility can create views.
The behavior of views is determined by the security settings for your implementation.
See Information Access, page 1-19 for information on security access levels for users.
Displaying the Search Results of a View
You can display the results of searching with a view by selecting a view name from the
view menu and clicking Go.
Views are displayed on both the Sales Dashboard and the Leads and Opportunity
Views pages. Views displayed on the Sales Dashboard page are not the same set of
views displayed on the Leads or Opportunity Views pages. For example, the
user-created views displayed in the Leads table on the Sales Dashboard page are
separate from those views that are displayed on the Leads Views page.
Creating Views
Views can be created for the Leads and Opportunities bins on the Sales Dashboard, as
well as the Leads Views page and Opportunity Views page. To create a view for the
Dashboard page, click Personalize to access the Personalize Views page. On this page

you can create, edit, or duplicate views by selecting the appropriate button. If you are
on the Leads or Opportunities Views pages, you can create a view for the page by
clicking Personalize, which displays the Personalize Views page where you have the
choice of creating, editing, or duplicating a view. If you are on the lead or opportunity
simple or advanced search pages, you can create a view by clicking Save Search. To
create a new view, click Create View. Click the Update icon to modify a view; click the
Delete icon to delete a view.
Both the Sales Dashboard and the Leads and Opportunity Views pages have views
displayed on the page. You can create views that apply to either the Sales Dashboard or
the Views pages, but not to both. For example, if you are on the Dashboard page, and
click the Personalize button in either the Lead or Opportunity table to access the
Personalize Views page, all views that you create, edit, or duplicate from here are
available only on the Sales Dashboard table.
Creating or modifying existing views is accomplished on the Create View, Update
View, or Duplicate View pages, as required. The view name you enter on these pages
must be unique. Select the Set as default check box to designate a view as the default
view.
When creating or modifying a view, you can personalize the results table. You can
designate which columns are displayed in the table by moving the values between
Available Columns and Columns Displayed. You can rearrange the order of displayed
columns for a table by moving the values up and down in Columns Displayed. Totaling
enables you to access a page where you can type in the new column name as well as
designate any columns that should be totaled. You can set upto three sorting orders for
the data in the table.
You can add or modify the search parameters used in the view as needed. This is
accomplished in the Search Query to Filter Data in your Table section of the page. You
can add a new search parameter by selecting the parameter from the Add Another
menu and clicking Add. You can also use the multiple values search criteria, as
described in Advanced Search for Opportunities and Leads, page 1-6.
Other than the numeric and date parameters, do not add the same search parameter
more than once to a view. Views that have the same search parameter entered more
than once will provide a warning message and do not return any results. This is the
same restriction that applies to advanced searches, as described in Sales User Searches,
page 1-6.
Managing Views
Views are managed on the Personalize Views page. If you have accessed this page from
the Sales Dashboard, it displays a list of the possible views for the Sales Dashboard. If
you have accessed the Personalize Views page from the Lead or Opportunity Views
page, a list of possible views that can be applied to one of those pages is displayed. The
views you have created as well as the views provided with Oracle Sales are displayed
on this page.
To update a view, click the Update icon in the table. To duplicate a view, click the radio
button in the Select column next to the view name, and click Duplicate. You cannot edit

or delete a provided view, but can duplicate it and then edit the duplicated version.
You can set one of the views that you have created to be the default by clicking on the
Update icon and selecting the Set as Default check box on the Update View page. If you
do not want to see one of the views you have created displayed in the view menu, select
No in the Display View column and click Apply.
Sales Dashboard
The Sales Dashboard provides you with a summary display of your leads,
opportunities, proposals, quotes, top customers and customer data, as well as your
latest submitted forecast. Your implementation might be personalized to contain fewer
areas. See Sales Dashboard, page 3-2 for more information.
Leads Management
Oracle Sales assists in tracking leads, routing them to the appropriate sales
representatives, and converting the leads to opportunities. Lead management features
include the ability to:
• Create leads in Oracle Sales, or work with leads from Marketing sales campaigns
tools, or from TeleSales agents
• Assign leads to sales representatives manually, or assign automatically using the
Territory Assignment Program (TAP)
• Rank leads using business-specific logic appropriate to different campaign
strategies, regions, or products
• Update leads
• View customer information
• Track contacts related to the lead
• Search on key lead criteria to find the right lead
• Convert qualified leads to opportunities
• Create proposals
• Enter notes for a lead and share them with sales team members
• Track tasks for the lead
• Add file, URL or text attachments with additional information

• Display marketing activities for the lead, including campaigns and events
See Leads, page 3-5 for more information.
Opportunities Management
Sales teams can use Oracle Sales as a central location to update opportunity details,
track the progress of sales efforts, and manage ongoing interactions with the customer.
Opportunity management features include the ability to:
• Convert opportunities from a lead or manually create them in Oracle Sales
• Assign opportunities to a sales representative or a sales team dedicated to the
opportunity. Assignment can be done manually or automatically using Territory
Manager rules.
• Update the opportunities
• Track contacts
• Enter forecast information
• View customer data
• Create proposals or quotes
• Search on key opportunity criteria to find the right opportunity
• Enter notes for an opportunity and share them with sales team members
• Track tasks for the opportunity
• Display marketing activities for the opportunity, including campaigns and events
• View opportunity reports
• Close opportunity
See Opportunities, page 3-13 for more information.
Customer Management
Oracle Sales provides you with a detailed view of customer information by integrating
information from E-Business Suite modules such as marketing, service contracts, sales,
and order management. Oracle Sales enables you to manage information for both

organization customers and person customers (consumers). Customer information that
is displayed includes:
• Integrated view of customer information, including marketing campaigns, open
leads or opportunities, products under service contract, proposals and quotes
received, recent orders, sales contracts, sales agreements, and service requests
backlog
• Company data such as addresses, contact points, company facts, and revenue
information
• Basic information such as first name, last name, title, and contact information
• Notes from the sales representatives working on a customer account
• Tasks that need to be completed for the customer
• Contact repository containing a full list of contacts and their primary address
• Business relationships with other organizations such as channel partners or
subsidiaries
• Customer classifications
• Account plans to help you manage customer relationships
• Sales team members associated with each customer
• E-mail interactions (with integration with Oracle Sales for Handhelds) for
customers that are organizations
• Business hierarchies to show the structure of a organization's business
• Ability to search for customers using Simple and Advanced Search features
See Customers, page 3-20 for more information.
The customer management functionality of Oracle Sales also has a built-in Data Quality
Management (DQM) feature that helps you avoid the creation of duplicate customers.
See Ensuring Data Quality, page 1-21 for more information.
Contact Management
Oracle Sales provides a contact management system that enables you to enter and track
a wide range of data regarding contacts, including:

• Contact information such as primary e-mail, telephone number, address, job title,
and department, as well as secondary addresses and phone numbers
• Contact points such as phone and email address with restrictions, if any
• Business activities that are associated with a particular contact. These activities
include open leads and opportunities, proposals and quotes received by the contact,
recent orders, sales contracts, sales agreements, service contracts, and service
requests backlog
• Suggested contacts for a lead or opportunity based on product interest
• Notes for the contact to track interactions and monitor progress towards goals
• Tasks can be created for a contact and monitored for completion
• View E-mail interactions (with integration with Oracle Sales for Handhelds)
• Search for contacts using Simple and Advanced Searches
Note: You can enter contact's personal information and contact other
details during creation of the contact, if Contact DFF is enabled.
See Contacts, page 3-31 for more information.
Contacts uses the same Data Quality Management (DQM) feature that is used for
Customers. See Ensuring Data Quality, page 1-21 for more information.
Calendar and Task Management
Oracle Sales enables you to see scheduled appointments in your work day, and to view
other dates to see scheduled meetings. You can access your appointments by using an
integrated calendar tool provided by Oracle. This tool enables you to create new
appointments, invite other attendees, and synchronize with external calendar
applications such as Outlook.
Task management is a feature of leads, opportunities, contacts, and customers. See the
Oracle Common Application Calendar User's Guide for more information.
See Tasks and Calendar, page 3-42 for more information.
Notes Management
You can add notes for leads, opportunities, customers, contacts, and forecasts. The
name of the note's author and the date that the note was created are also provided, as

well as note status. This note history provides the sales team with information on the
progress of an effort. Notes have the security levels of publish, private, and public. See
the Oracle Common Application Calendar User's Guide for more information on the note
functionality.
Forecasting in Oracle Sales
Oracle Sales provides sales organizations with flexibility in managing their forecasts.
Sales organizations can analyze their forecast data at opportunity and product levels,
thereby enabling management teams to judge the overall health of their organization.
Opportunity forecasts can be maintained within the opportunity itself. This provides
instant visibility to management without the need for users to separately submit
forecasts, thereby reducing the time spent by users preparing their forecast. Product
family forecasts might be provided to management dependent on, or independent of,
the opportunity pipeline. You can add attachments to forecasts as well.
See Forecasting, page 3-36 for more information.
Sales Campaigns in Oracle Sales
Oracle Sales integrates with Oracle Marketing to provide Sales Campaign functionality
to sales managers. This functionality enables sales managers to explore their installed
base and historical customer data, and mine the data for cross-sell and up-sell
opportunities.
The Oracle Marketing application enables sales as well as marketing users to create
activities that cross-sell and up-sell products to customers in particular sales territories.
When a sales campaign is launched, leads are generated for sales follow-up. Territory
Management assigns the appropriate sales representatives to the leads based on
predefined rules. If these leads are converted to opportunities, the same sales
representatives are carried over to the new opportunities. Each new opportunity is also
linked to the original sales campaign. This enables the marketing and sales
organizations to track the progress and success of sales campaign initiatives.
See Sales Campaigns, page 3-33 for more information.
Sales Methodologies in Oracle Sales
Oracle Sales supports custom sales methodologies. Organizations can create sales
methodologies that match their requirements for different product lines, sales channels,
organization units, or marketing campaigns.
You can access these sales methodologies when you create and manage leads and
opportunities. Each stage of the methodology has a sales coach that can consist of a
series of questions regarding that sales stage, or provide you with sales stage
information. The sales coach assists you by reminding you of points and issues to
consider and procedures to follow during the sales effort. Additionally, you can export

summaries of the sales coach data into printable worksheets that can be used during
review meetings and training sessions.
See Sales Methodologies, page 3-11 for more information.
Oracle Sales Integrations
Oracle Sales integrates with these applications:
• Oracle Marketing: Oracle Marketingautomates the entire marketing process from
campaign planning, budget management, and list creation to execution and
analysis.
• Oracle Quoting: Oracle Quoting is integrated into the opportunity management
functionality in Oracle Sales. If a quote is created from an opportunity, key
information concerning the customer, sales team, and products is integrated into
the new quote.
• Oracle Proposals: Oracle Sales integrates proposals into leads and opportunities to
enable you to create proposals and send collateral throughout the sales cycle. If a
proposal is created for leads or opportunities that are linked to a sales campaign,
the proposal incorporates content and formatting developed specifically for that
campaign.
• Oracle TeleSales: Oracle TeleSales is designed for inbound telesales agents or
outbound telemarketing agents. A sales opportunity can begin in TeleSales and
then transfer to Oracle Sales. TeleSales agents record lead information from phone
calls into the enterprise database, and these are accessible in Oracle Sales for further
processing by field sales representatives.
• Sales Offline: Oracle Sales Offline provides you with the capability to manage sales
efforts remotely.
• Oracle Sales for Handhelds: Provides e-mail interactions for customers that are
organizations and also for contacts.
• Oracle Projects: Oracle Sales integrates with Oracle Projects to enable the display of
projects related to an opportunity.
• Oracle Partners: Oracle Sales integrates with Oracle Partners to provide sales
representatives with the capability to determine the sales channel for a lead or
opportunity.
• Oracle Incentive Compensation: Oracle Incentive Compensation provides
information on sales commissions, earnings statements, attainment summaries, and
year to date summaries.

Competitor Tracking in Oracle Sales
Oracle Sales enables you to track competitors for products within opportunities, using
information from Oracle Trade Management. Oracle Sales also provides defaulting
capabilities that match products in the opportunity with potential competitors. For
example, if an opportunity has two products and you link one product to a particular
competitor, Oracle Sales checks to see if the second product is also associated with the
same competitor. If true, the second product is linked to the competitor. If required, you
can manually overwrite the link. This enables you to track how sales efforts compare to
an organization's competitors, and assists in understanding win/loss trends and
uncovering competitive threats. Note that competitor information is not available in
Oracle Sales unless it is loaded into Oracle Trade Management first.
Daily Business Intelligence (DBI) for Sales
Oracle Daily Business Intelligence (DBI) for Sales is a management reporting tool that
enables sales executives and managers to gain a comprehensive forecast analysis,
revenue backlog summary, opportunity activity review, and sales force comparisons for
their organizations. Oracle Sales uses DBI information to display top customers,
products under contract, and service summary information.
Personalization in Oracle Sales
Your system administrator can personalize areas in the Oracle Sales user interface. For
example, personalization can determine the number of rows displayed in a table (for
example, 10 rows or 20 rows), specify product branding or whether to hide or show
parts of the Sales Dashboard or other pages in Oracle Sales. Some of the functionality
described in this guide is not available until your system administrator provides it
though personalization.
You can add personalized views of your data. View are saved sets of search criteria.
These views control the display of records in the Leads and Opportunities tables on the
Sales Dashboard, and on the Lead and Opportunity view pages. You can create
personalized views or use the views provided with Oracle Sales. The Sales Dashboard is
also configurable.
See Views as Saved Searches, page 1-10 for more information.
Setting User Preferences for Specific Fields
Oracle Sales enables you to set preferences for the defaults of key fields for leads,
opportunities, forecasts, sales coach and account plans. To do so, click Preferences and
then, Sales Default Preferences, and then click Apply. You can personalize the defaults
in the areas listed in the following table.

Oracle Sales User Preferences
Area Fields
Leads Lead Status
Opportunities Sales Channel
Status
Win Probability
Days Until Close Date
Forecasts Forecast Category
Forecast Period Type
Non-Revenue Type (available through
personalization by your system administrator)
Display Decimal
Sales Coach and Account Plans Sales Document Type
Account Plan Document Template
Information Access
Oracle Sales security has three components for sales representatives:
• Customer access security
• Lead access security
• Opportunity access security
Sales Representative Access
Sales representatives can either have full access or sales team access to customers, leads,
and opportunities. Sales Team access can be of two types - full access or read only.
• Full Access: With full access, sales representatives can update all data, irrespective
of which sales team they belong to.
• Sales Team with Full Access: Sales representatives can update all customers, leads,
and opportunities from their respective sales teams.

• Sales Team with Read Only Access: Sales representatives have read-only access to
all customers, leads, and opportunities from their respective sales teams.
Sales Manager Access
If you are a sales manager, there are three additional levels of access for customers,
leads, and opportunities:
• Update data: Update access to all customers, leads, and opportunities where your
subordinates are on the Customer, Lead, or Opportunity sales team(s).
• Inherit data: Update access to all customers, leads, and opportunities where your
subordinates are on the Customer, Lead, or Opportunity sales team(s) with full
access granted and read-only access to all customers, leads, or opportunities where
your subordinates are on the respective sales team(s) with full access not granted.
• View data: Read-only access to all customers, leads, and opportunities where your
subordinates are on the Customer, Lead, or Opportunity sales team(s).
Sales Admin Access
An additional access level (role), Sales Admin, enables a sales group member (such as
an administrative assistant, or other support team member) to have access to all leads,
opportunities, customers, and contacts to which the manager of the sales group has
access. This person can act for the sales manager when necessary. The Sales Admin
should have an access level lower than the sales manager.
The Sales Admin has view only access to a manager's forecast details unless create,
update, and submit forecast capabilities are enabled by the system administrator. Note
that even with the forecast capabilities enabled, the Sales Admin might not be able to
edit the sales manager's owned opportunities on the Forecast page depending on
system settings.
If you are a Sales Admin, there are three additional levels of access for customers, leads,
and opportunities:
• Update data: Update access to all customers, leads, and opportunities where the
manager's subordinates are on the Customer, Lead, or Opportunity sales team(s).
• Inherit data: Update access to all customers, leads, and opportunities where the
manager's subordinates are on the Customer, Lead, or Opportunity sales team(s)
with full access granted and read-only access to all customers, leads, or
opportunities where the manager's subordinates are on the respective sales team(s)
with full access not granted.
• View data: Read-only access to all customers, leads, and opportunities where the
manager's subordinates are on the Customer, Lead, or Opportunity sales team(s).

Ensuring Data Quality
When you create a new customer or contact, Oracle Sales uses Data Quality
Management to check if there is an existing customer or contact with similar attributes
(such as name, city, state, country) to the new customer or contact. If the validation
indicates that the new item might be a duplicate, the application displays a duplicated
prevention warning page. Depending on the value you have set for the profile option,
ASN: Show out of context contacts in duplicate prevention flow, the application
displays either of the following:
• Customers or contacts within the organization, those closely match the new entry.
• Active and inactive customers or contacts, across all organizations, those closely
match the new entry.
You can choose to use the items in the list, or continue with the creation of a new
customer or contact. For more information on Duplicate Prevention profile options, see
Oracle Sales Duplicate Prevention Profile Options, Oracle Sales Implementation Guide.
When a duplicate prevention match rule is configured with an override threshold, you
will not be able to create new organization, person or contact in a deduplication flow
when the number of matching records exceeds the override threshold.
Working with Multi-Organization Access
If your business has more than one operating unit or organization, the Multiple
Organization Access Control (MOAC) feature enables you to access more than one
operating unit at a time. This means that you can access multiple operating units while
logged in under a single responsibility. You can perform business tasks across any of
the operating units to which you have access without having to switch responsibilities.
In Oracle Sales, multi-organization access enables you to perform the following:
• add products to a lead or an opportunity
• View complete lists of these business activities, belonging to all operating units
• Quotes
• Orders
• Sales Contracts
Further access to Quotes, Sales Agreements, and Sales Contracts is controlled by

operating unit access.
• Search for and add products across accessible operating units for lead and
opportunity searches
• Access quotes across your accessible operating units. All quotes are listed, but you
can only update/modify the quotes that belong to your accessible operating units.
Product Dependencies
Oracle Sales is dependent on these applications for:
• Daily Business Intelligence (DBI): Top customers, products under contract,
revenue amounts for account plan revenue objectives, and service summary
information
• Calendars and Tasks: Calendar and task sections of the Sales Dashboard and
embedded task functionality across the sales application suite
• Oracle Marketing: Marketing campaign data that might be the source of leads and
opportunities, and sales campaign data
• Oracle Trade Management: Competitor information to track competitors for
products within opportunities
• Oracle Service Contracts: Contract details for service items from Oracle Service
Contracts
• Oracle Sales Contracts: Terms and conditions for the sales contract from Oracle
Sales Contracts
• Oracle Inventory: Product information selected on leads and opportunities
• Oracle Quoting: Quotes functionality, and also the sales supplements for sales
coaches
• Oracle Proposals: Proposal functionality, including proposal creation and
generation
• Oracle Partners: Sales channel (external sales team) for a lead, opportunity or
customer
• Oracle Projects: Visibility of projects related to specific opportunities
• Oracle Incentive Compensation: Data for sales commission statements, year to
date summaries, earnings statements, and attainment summaries

• Oracle Applications Framework: Provides the framework and user interface for
Oracle Sales; enables personalization of the Oracle Sales user interface, and Views
functionality
• Oracle Territory Manager: Sales representative assignment rules for sales territories
• Oracle Trading Community Architecture (TCA): Customer and contact
information, including searches
• Oracle XML Publisher: Used for the printing of account plan output
• Oracle Common Application Calendar: Provides calendar, notes, and tasks
information
• Oracle Sales for Handhelds: Provides e-mail interactions for customers that are
organizations and contacts

Oracle Sales Example Flows 2-1
2
Oracle Sales Example Flows
• Examples of Task Flows in Oracle Sales
• Create and Rank a Lead
• Convert a Lead to an Opportunity
• Update an Opportunity
• Create a Quote from an Opportunity
• Create a Sales Forecast
• Perform a Campaign Activity
• Create a Customer - Duplicate Warning
Examples of Task Flows in Oracle Sales
These flows depict examples of tasks you can perform in Oracle Sales. The flows are not
meant to show each task you can perform in the application, but to give you an idea of
how to optimize the functionality in Oracle Sales.
Create and Rank a Lead
Leads enable you to capture your contact with a potential customer and gather
information to determine the interest level of that customer. When there appears to be
sufficient customer interest, the lead can be converted to an opportunity.
The following figure shows the steps for the creation of a lead. The steps you follow
might vary from this flow. See Leads, page 3-5 for more information.

Convert a Lead to an Opportunity
You can convert qualified leads to opportunities. The following figure shows the steps
to convert a lead to an opportunity. See Opportunities, page 3-13 for more information.
Update an Opportunity
You can update existing opportunities that you own (or to which you have update
access), by adding notes, tasks, contacts, forecasting, or additional products. After you
update an opportunity, you can create a proposal based on the opportunity to send to
the customer.
The following figure shows the steps for updating an opportunity. The steps you follow
might vary from this flow. See Opportunities, page 3-13 for more information.

Create a Quote from an Opportunity
You can create quotes from opportunities in Oracle Sales. Oracle Sales uses the
functionality of Oracle Quoting. See the Oracle Quoting User Guide for more
information.
The following figure shows the steps to create a quote from an opportunity. The steps
you follow might vary from this flow. See Quotes, page 3-43 for more information.
Create a Sales Forecast
Sales forecasting enables the reporting of projected sales up the management hierarchy,
for sales representatives and sales managers. The goal of forecasting is to determine
projected sales, the potential value of those sales, and finally potential sales revenue.
The following figure shows the steps for the creation of a sales forecast. The steps you
follow might vary from this flow. See Forecasting, page 3-36 for more information.

Perform a Campaign Activity
Oracle Sales enables you to carry out existing campaigns that have been previously
created in Oracle Marketing by creating a campaign activity, setting a launch date, and
then actually implementing the campaign.
The following figure shows the steps for the execution of a typical campaign. The steps
you follow might vary from this flow. See Sales Campaigns, page 3-33 for more
information.
Create a Customer - Duplicate Warning
When you create a customer, Oracle Sales uses Data Quality Management to see if there
is an existing customer that has similar characteristics (such as name, city, state,
country) to the new customer. If the validation indicates that the new item might be a
duplicate, a warning page is displayed with matching customers. You can choose to use
one of the customers in the list, or continue with the creation of a new customer. The
following figure shows the flow of customer creation with this warning.
For more information on Duplicate Warning, see: Ensuring Data Quality, page 1-21.

The Warning indicated in the flow also occurs if you attempt to create a contact that
shares characteristics with an existing contact.

Oracle Sales Quick Reference 3-1
3
Oracle Sales Quick Reference
• Using Oracle Sales
• Sales Dashboard
• Leads
• Sales Methodologies
• Opportunities
• Customers
• Contacts
• Sales Campaigns
• Forecasting
• Tasks
• Calendar
• Quotes
• Proposals
• Sales Commission Statements
• Earnings Statement
• Attainment Summary
• Year to Date Summary
• Reports
Using Oracle Sales
This chapter assists you in using Oracle Sales. It does not describe every field and value,
assuming that many things are obvious to you as a sales professional. Rather, it seeks to

define certain terms, give context for events, and help you locate the Oracle Sales
functionality you need to get your job done.
Oracle Sales can be personalized by your administrator, so the functionality and
navigation available to you in Oracle Sales might differ from what is described in this
chapter.
Sales Dashboard
The Sales Dashboard provides you with access to varied sales data from a single
location. Rather than access the various areas of Oracle Sales individually, you can view
summarized data on one page and see an overview of your current sales efforts. This
summarized view enables you to look for issues in your business information and to
use links to access detailed information.
The Sales Dashboard displays these information areas:
• Sales Funnel, page 3-2
• Shortcuts, page 3-3
• Latest Submitted Forecast, page 3-3
• Calendar & Tasks, page 3-3
• Leads, page 3-3
• Opportunities, page 3-3
• Proposals, page 3-44
• Quotes, page 3-43
• Top Customers (available through personalization), page 3-4
• Leads by Age, page 3-4
• Cross-Sell/Up-Sell Campaigns, page 3-5
Sales Funnel
The Sales Funnel enables you to view a summary of the open opportunities in the
pipeline. Each section of the funnel graphic can represent a separate sales opportunity
stage or multiple stages. Click a funnel section to view all current open opportunities
that can be forecasted in that stage or group of stages in the sales cycle.
Move your mouse over the text in the funnel graphic to see the total pipeline amount
for the opportunities in that stage or group of stages. The amount is displayed in your
default currency. To see the total for all of the opportunities you have in the pipeline,
move your mouse over the text 'Sales Cycle' in the graphic. These are the actual

amounts (not the forecast amounts) for your opportunities.
Shortcuts
The Shortcuts are a list of links to sales tools and pages in Oracle Sales. The shortcuts
list can be personalized by your administrator.
Latest Submitted Forecast
The Latest Submitted Forecast displays a summary of your most recently submitted
forecast data, based on the set currency and your default forecast parameter settings
(sales group, current period, and category). This summary includes Best Case, Forecast
amount, and Worst Case.
Calendar & Tasks
The Sales Dashboard displays your daily appointments and tasks. The calendar you see
can vary according to settings. You can view appointments for a specific day by
entering that date, or clicking the calendar icon to select a date. To view today's
appointments, click Today.
Your tasks are listed in a separate table. Sort the listed tasks by clicking the column
headings. You can view task details by clicking the task name, or update a task by
clicking the Update icon. Access details on appointments and tasks by selecting the
appropriate link.
You can synchronize Oracle Sales calender with external calenders using Oracle Sales
for Handhelds.
Leads
The Leads table lists your leads. Click the lead names to access an individual lead to
view details or update the lead; click the contact or customer names to access details or
update the contact or customer information. Sort the listed leads by clicking the column
headings.
You can choose to use a view to filter the display of leads in the Leads table. Select a
view from the menu and click Go. Click Personalize to access the Personalize Views
page to duplicate, create, update, or delete a view, as well as to change your default
view. Views provided with Oracle Sales cannot be updated or deleted. Leads Views that
you create on the Sales Dashboard work only with the Leads table on the Sales
Dashboard.
Click Full List to display a list of leads. This button is available through personalization.
Click Convert to Opportunity to convert a lead to an opportunity.
Click Export to download the list of leads to a file with a .csv extension that you can use
in a spreadsheet application. The Export button can be added through personalization
performed by your system administrator.
Opportunities
The Opportunities table lists your opportunities. Click the opportunity names to access
an individual opportunity to view details or update the opportunity; click the customer

names to access a customer to view details or update customer information. Sort the
listed opportunities by clicking the column headings.
You can choose to use a view to filter the display opportunities in the Opportunities
table. Select a view from the menu and click Go. Click Personalize to access the
Personalize Views page to duplicate, create, update, or delete a view, as well as change
your default view. Views provided with Oracle Sales cannot be updated or deleted.
Opportunity Views that you create on the Sales Dashboard work only with the
Opportunities table on the Sales Dashboard.
Click Export to download the list of opportunities to a file with a .csv extension that you
can use in a spreadsheet application. The Export button can be added through
personalization performed by your system administrator.
Click Full List to display a list of opportunities. This button is available through
personalization.
Proposals
Lists proposals and has the same views functionality as the Leads and Opportunities
tables.
Quotes
Lists quotes and has the same views functionality as the Leads and Opportunities
tables.
Top Customers (Person or Organization)
The Top Customers table is available through personalization by your system
administrator and lists your top ten customers based on highest total order amount or
opportunity amount. There can be a separate table for each type of customer
(Organization and Person) if you have a business environment that supports both types.
The columns in the table differ based on which 'Order By' option you have chosen. Use
links to access customer details or opportunity information. Sort the listed customers by
clicking the column headings.
Click Full List to display the Customers simple search page which lists customers and
enables you to perform searches. This button is available through personalization. Also
available through personalization is the Order By menu, which enables you to sort your
top customers by Order Amount or Opportunity Amount.
Leads by Age
The Leads by Age table lists your leads by rank and divides them into age groups. The
table also shows closed leads, converted leads, and the conversion percentage.
This table enables you to find the older leads that might need immediate attention.
Select the lead number links to view groups of leads. For example, if there are 25 leads
with the rank of Hot Lead in the Open <=2 Days column, click the number 25 to display
a list of those 25 leads with that rank and age.
Click Full List to display a list of leads. This button is available through personalization.
Note that this table might not display all of your leads that are currently in the system.

For optimum performance when displaying the Sales Dashboard, it is recommended to
limit how far in the past Oracle Sales must go when calculating the number of older
leads. During system setup, your system administrator can define how far back in time
these calculations should be made. Check with your manager or system administrator
to determine the maximum age of leads that are displayed in this table.
Cross-Sell/Up-Sell Sales Campaigns
This table displays a summary of leads and opportunities generated from
cross-sell/up-sell sales campaigns for which the user is on the sales team. The name of
the sales campaign links to the Sales Campaign Details page. The leads generated by
each campaign are broken out by status, including no action, in progress, and dead
leads. The percentage of leads converted to opportunities is also displayed.
Opportunities that have been converted from the leads are displayed by status,
including in progress, lost, and won. A won percentage number is also displayed.
Select the numeric links in the table to view groups of leads or opportunities. For
example, if there are 10 leads in the In Progress column, click the number 10 to display a
list of those 10 leads with that status.
Note that this table might not display all of your sales campaigns that are currently in
the system. For optimum performance when displaying the Sales Dashboard, it is
recommended to limit the number of sales campaigns that are displayed in this table
based on the age of the campaign. During system setup, your system administrator can
define the age of sales campaigns that are displayed. Check with your manager or
system administrator to determine the maximum age of sales campaigns that are
displayed in this table.
Leads
Leads are potential sales prospects, that can eventually be converted into opportunities.
Leads can be generated from several sources:
• Marketing: Based on marketing campaigns and trade shows, leads may be
generated
• TeleSales: TeleSales agents record lead information from phone calls
• Oracle Sales: Sales representatives enter lead information from the field directly
into Oracle Sales
After a lead is generated, it is ranked and assigned to a sales representative. After key
information is gathered, a lead is qualified automatically depending on your settings.
You can view history information for your leads. This history enables you to track
activity for a lead when it is initially created and each time it is updated. This history
enables you to understand the progression of a lead and make appropriate decisions
based on this history.

This section contains:
• Viewing, Creating, and Updating a Lead, page 3-6
• Creating an Opportunity from a Lead, page 3-10
• Viewing Lead History, page 3-11
Viewing, Creating, and Updating a Lead
This page provides information about working with leads. If you are looking for
information about working with Opportunities, see Viewing, Creating, and Updating
an Opportunity, page 3-13
View Leads
The Lead Views page lists views that you can select to display your data. This page
enables you to review and update a specific group of leads. If you want to see a
summary of a particular lead, click the radio button in the Select column next to the lead
name. This refreshes the page with the selected lead's summary details. These summary
details can be updated if needed, or if you require more detailed information on the
lead, click the lead name to display the Update Lead page.
If you want to see a different view, select the view name from the View menu and click
Go. Click Personalize to access the Personalize Views page to duplicate, create, update,
or delete a view, as well as change your default view. See Views in Oracle Sales, page 1-
10 for more information on views.
Click Simple Search to access the simple search page.
Click Export to download the list of leads to a file with a .csv extension that you can use
in a spreadsheet application.
Click the name of the source or click the Details icon next to the Source field to access
read-only marketing activity details.
Enter Information on the Create Lead and Update Lead Pages
Some fields may be available under a section called Show More Details. This section
contains some flexfields and/or header fields, and is available through personalization
by your administrator. When you have finished creating a new lead, click Apply. When
you have finished working with the Update Lead page, click Save. Tabs on the Update
Lead page can be combined, through personalization performed by your administrator,
into one Details tab.
Also, you can create a lead for a customer contact from the Update Customer page.
Notes
• Methodology: Captures your lead qualification process. Follow these steps to
qualify a lead. See Sales Methodologies, page 3-11 for more information.
• Status: The status of the lead; for example New, In Progress, or Inactive. The status

interacts with the Close Reason field.
• Source: Marketing source name that generated the opportunity. For example, a
direct mail campaign. Click the Details icon next to this field to access read-only
marketing activity details.
• Close Reason: The reason a lead was closed; for example No Interest, Price, or
Wrong Territory. You cannot specify a close reason without a status that is closed,
such as Inactive.
• Rank: A subjective assessment that you make about the quality of the lead, or an
automatic rank assignment.
• Sales Channel: The sales channel assigned to the lead. For example, Alumni Visit,
Commercial, Direct, or Email.
• Budget Amount: The amount that a customer might be able to spend on the
product or service detailed in the lead. This field is available though personalization
performed by your system administrator.
• Response Channel: The method by which the lead was acquired. This field is
available though personalization performed by your system administrator.
• Address: Customer address for the lead. After you create a lead, the address
defaults to the primary address for the customer. However, you can select another
address for the lead that is not the primary address.
• Stage: The sales stages. These stages are determined by the sales methodology
selected.
Customer Analysis Tab
This tab contains:
• Products Under Contract: Displays the product category of products for which
your customers have service contracts. The product category name can be expanded
to list the nested levels of product categories and items. Products are displayed
based on your accessible operating units. The amount shown is the value of the
service for products in that category that are under the service contract. The
amounts roll up to the first level of the product hierarchy.
• Recent Opportunities: Displays the previous opportunities for the customer,
showing the name of the opportunity, the close date, the current status, the owner,
and the owner's telephone number. You can navigate to the next group of
opportunities, or view previously displayed opportunities. Available through
personalization.

• Service Summary: Displays the total number of open service requests, the number
of escalations, and the average days to close services requests that have the severity
levels of High, Medium, or Low. Available through personalization.
• Service Request Backlog: Displays a brief description of the customer's problem,
severity level, whether the problem was escalated, the number of days the issue has
been open. You can navigate to the next group of service requests, or view
previously displayed service requests.
Notes and Tasks Tab
See the Notes and Tasks Tab, page 3-41 for details.
Contacts Tab
This tab contains:
• Suggested Contacts: Displays contacts that are suggested by Oracle Sales as likely
contacts for this lead, based on previous opportunities with the same product
categories and customers. Click the Add to Selected Contacts icon to add a
suggested contact to selected contacts for the lead.
• Selected Contacts: Displays the contacts for this lead, including the contact name,
job title, phone, and e-mail, and their role in their organization relative to this lead.
Select the Primary check box if this contact is the primary contact for the lead. You
can also create, add, and remove contacts from this tab.
Products Tab
Displays the products associated with the lead, including unit of measure for items,
product quantity, the amount for the product, and forecast information. Click the
Remove icon to delete the product from this list. Select a product to view product
details.
Click Add Product to search for a product to add to the table. Select the operating unit
and enter the search criteria for the product category, then click Go. Expand the product
categories that interest you, select the product items, and click Select to add the
products to your lead.
If the functionality is enabled by your administrator, you can search for products across
multiple operating units. To do so, select an operating unit name from the Operating
Unit menu. Then enter the search criteria and click Go. Select the desired product items
to add to your lead. You can repeat the search with different operating units to find
products across the operating units to which you have access. Note that all product
categories will be displayed in the search results table, but that the operating unit
filtering occurs at the product item level.

Sales Cycle Tab
This tab is available if there is a sales methodology associated with the lead.
Displays the sales stages. These are the stages of your organization's defined Sales
Methodologies. They can include stages like:
• Stage 1: Qualify
• Stage 2: Assess
• Stage 3: Propose
• Stage 4: Close
The stages have defined steps; these are listed for each stage displayed. You can choose
to view All Stages, or the Current Stage. Each stage has an overall Sales Coach, and each
step has it's own specific Sales Coach. Click the Sales Coach icon to access. Sales
Coaches are lists of questions related to each step of the sales stage.
Select the Completed check box as you complete each step.
Click View Worksheet to display the Sales Coaching worksheet for the selected stage or
step in a text editor. See Sales Methodologies, page 3-11 for more information.
Sales Team Tab
This tab contains:
• Sales Team: A sales team is a group of salespeople assigned to the lead. You can
modify leads you own, and your fellow sales team members can view or modify the
lead if they have access.
The Full Access check box determines whether the team member can update or
only view the lead. The default is selected.
The Do Not Reassign check box determines whether the sales team member can be
reassigned by TAP. The default value of the check box is based on the settings done
by your system administrator.
The Owner check box determines which sales team member owns the lead. There
can be only one owner for each lead.
• Partners: A partner is an indirect sales channel selected (either automatically or
manually) to pursue a lead. For example, partners can be value-added distributors
(VADs) or value-added resellers (VARs). The partners table is not available unless it
has been provided by your system administrator through personalization.
Proposals Tab
Displays the proposals that have been created for this lead, including the proposal

name, a brief description, the proposal owner, the due date, and the status. You can
create a new proposal from this tab.
Oracle Sales uses the functionality of Oracle Proposals. See the Oracle Proposals User
Guide for more information.
Creating an Opportunity from a Lead
You can convert only open leads into opportunities.
Note that if your system administrator has not specified the necessary settings, you will
receive an error message when you attempt to create a new opportunity from a lead. If
you see this message, contact your system administrator.
Click the Convert to Opportunity button or icon
The Update Opportunity page is displayed, containing the information carried over
from the original lead. This information includes:
• Lead name (which becomes the Opportunity Name)
• Customer Name
• Sales Methodology
• Address
• Sales Coach
• Attachments
• Sales Stage
• Currency
• Sales Channel
• Source Name
• Contact information
• Product information
• Sales Team information
• Notes
Your lead's status is changed to Converted to Opportunity.

Viewing Lead History
To access history, click View History on the Update Lead page.
View Information on the Lead History Page
You can view the history of a lead (specifically, changes to the lead header) as it flows
through the sales cycle. This helps you make decisions about further action with the
lead.
Notes
• Updated Date From/To: Enables you to search for and view lead history that occurs
between specific dates.
• Updated By: Source for the update. Records displayed can be filtered by this source
name.
• Field: Name of the field that has changed. You can filter the records displayed by
selecting the field name of the changed field you want to display.
• Old Value: Value for the changed field before it was changed.
• New Value: Current value for the changed field.
Sales Methodologies
Sales Methodologies capture your organization's sale cycle guidelines for leads (for lead
qualification) and opportunities. Sales methodologies and their associated Sales
Coaches are created by business analysts in your organization.
You can select a sales methodology when you create a lead or an opportunity. The
methodology can apply to the lead only, the opportunity only, or a lead and its
resulting opportunity. When you convert a lead to an opportunity, the sales
methodology carries over to the opportunity.
In Oracle Sales, sales methodologies consist of sales stages. For example, a methodology
called Strategic Sales might have sales stages called:
• Stage 1: Initial Assessment
• Stage 2: Identify Business Drivers
• Stage 3: Propose Value Proposition
• Stage 4: Agreement and Close Deal
These stages can apply to a lead or an opportunity, or to both. In our example Stage 1:
Initial Assessment might be accessible only from a lead. The rest of the sales
methodology could then apply to the ensuing opportunity.

Within these stages are defined steps. These steps can contain tips, questions, or
instructions. Stage 1: Initial Assessment might have steps like these depending on the
setup of the methodology:
• Identify Industry Issues/Trends/Standards
• Determine Entry Strategy
• Initiate Contact and Appointment
• Assess High Level Business Needs
• Make Go/No Go Decision
Each step has a set of questions associated with it, known as a Sales Coach. These
questions are designed to help you work your way through the various stages of the
methodology. They can be in the form of worksheets that you fill in as you advance
through the stages of the sales cycle, or consist of instructional information. For
example, the step Identify Industry Issues/Trends/Standards (the first step in our
example Stage 1) might have questions like these associated with it:
• What industry is the prospect in?
• What are the key issues facing this industry?
• What standards exist or are emerging in the industry?
• Where do they stand in this industry?
You can create a lead or an opportunity without a methodology. If you create a lead or
an opportunity without using a sales methodology, you can add one when you update
the lead or opportunity. However, after you save a lead or opportunity with a selected
sales methodology, the methodology is displayed as read-only text and cannot be
modified.
See also: Using a Sales Methodology, page 3-12
Using a Sales Methodology
Select a Sales Methodology
When creating a lead or an opportunity, select a sales methodology. When you click
Apply, the methodology you selected for the lead or opportunity is displayed in the
Update Lead or Update Opportunity page.
Access the Sales Methodology
Click Sales Cycle to access the Sales Coaches in the stages of the methodology.
You can select the various stages and underlying steps and click View Worksheet to
view a printable version of the Sales Coaches. Use this as a worksheet to help you get

started on your customer research before you enter the data into the online Sales
Coaches. After the Sales Coaches are complete, you can click View Worksheet to access
this information.
Enter Data into Sales Coaches
To enter information into the Sales Coaches, click the Sales Coach icon for the desired
stage (to access Sales Coaches for all of the steps) or step (to access the Sales Coach for
that step only).
You can enter data into the Sales Coaches for the various stages and steps in the
methodology prior to the lead or opportunity actually being in that stage. This enables
you to capture information that is applicable to later stages of the lead or opportunity as
soon as possible.
Indicate When a Step or Stage is Complete
When you have completed the Sales Coach for a step or stage in a sales methodology,
you can mark it as Complete by selecting the associated Completed check box. The
stages in the Sales Coach and the actual stages of the lead or opportunity are not
synchronized with each other. As a result, you can mark the stages and steps as
complete regardless of the actual status of the stages of the lead or opportunity.
Opportunities
Opportunities are defined as pending sales that can be forecasted. After an opportunity
is identified, a sales representative or sales manager guides the opportunity through the
sales process. An opportunity can be converted from a lead, or created as a new
opportunity.
You can view history information for your opportunities, which enables you to track
activity for an opportunity when it is initially created and each time it is updated, and
includes product and non-revenue information. History enables you to understand the
progression of an opportunity and make appropriate decisions based on this history.
Opportunity history creation is enabled by your system administrator through
personalization.
• Viewing, Creating, and Updating an Opportunity, page 3-13
• Creating a Quote from an Opportunity, page 3-19
• Closing an Opportunity, page 3-19
• Viewing Opportunity History, page 3-19
Viewing, Creating, and Updating an Opportunity
This page provides information about working with opportunities. If you are looking

for information about working with Leads, see Viewing, Creating, and Updating a
Lead, page 3-6.
View Opportunities
The Opportunity Views page displays views that you can select to display your data.
This page enables you to review and update a specific group of opportunities. If you
want to see a summary of a particular opportunity, click the radio button in the Select
column next to the opportunity name. This refreshes the page with the selected
opportunity's summary details. These summary details can be updated if needed, or if
you require more detailed information on the opportunity, click the opportunity to
display the Update Opportunity page.
If you want to see a different view, select the view name from the View menu and click
Go. Click Personalize to access the Personalize Views page to duplicate, create, update,
or delete a view, as well as change your default view.
Click Simple Search to access the simple search page.
Note: If the ASN: Enable Non DQM Contact Search profile option is set
to Yes, then while adding contacts to an opportunity, you can search for
opportunities without providing any search criteria.
Click Export to download the list of opportunities to a file with a .csv extension that you
can use in a spreadsheet application.
Click the name of the source or click the Details icon next to the Source field to access
read-only marketing activity details.
Enter Information on the Create Opportunity and Update Opportunity Pages
Some fields may be available under a section called Show More Details. This section
contains some flexfields and/or header fields, and is available through personalization
by your administrator. When you have finished creating a new opportunity, click
Apply.
When you have finished working with the Update Opportunity page, click Save. Tabs
on the Update Opportunity page can be combined, through personalization performed
by your administrator, into one Details tab.
You can also create an opportunity for a customer from the Customer Update page.
Notes
• Methodology: Captures your sales group's best practices. These steps assist you in
making sales.
• Stage: The stage in the sales methodology for the opportunity. Stages are related to
the win probability values.
• Win Probability: The chance of winning the opportunity expressed as a percentage.
Win probabilities are used to calculate weighted pipeline amounts (opportunity

amount multiplied by win probability). Earlier numbers imply opportunities with a
lesser chance of closing; higher numbers imply a greater chance of closing the
opportunity with a win.
• Sales Channel: The sales channel assigned to the opportunity. For example, Direct,
Reseller, Other.
• Response Channel: The source for the opportunity, such as Fax or Email.
• Source: Marketing source name that generated the opportunity. For example, a
direct mail campaign. Click the Details icon next to this field to access read-only
marketing activity details.
• Referral: Link to the Referral Details page. Appears only if the opportunity has a
related referral, and is enabled through personalization.
• Customer: Click Select to change the customer for the opportunity.
• Address: Customer address for the opportunity. After you create an opportunity,
the address defaults to the primary address for the customer. However, you can
select another address for the opportunity that is not the primary address.
• Status: The status of the opportunity; for example Preliminary, On-Hold, or Won.
The status interacts with the Close Reason field.
• Close Reason: The reason an opportunity was closed; for example Won
Opportunity. You cannot specify a close reason without a status that is closed, such
as Inactive.
• Amount: The total opportunity amount.
• Forecast Amount: The forecast amount, which is distributed to the individual
product forecast based on proportion. For example:
Existing Opportunity Forecast: 100
Existing Product Forecast Line 1: 20
Existing Product Forecast Line 2: 80
If you change the opportunity forecast amount to 200, the result is:
New Opportunity Forecast: 200
New Product Forecast Line 1: 40
New Product Forecast Line 2: 160
Customer Analysis Tab
This tab contains:

• Products Under Contract: Displays the product category of products for which
your customers have service contracts. The product category name can be expanded
to list the nested levels of product categories and items. Products are displayed
based on your accessible operating units. The amount shown is the value of the
service for products in that category that are under the service contract. The
amounts roll up to the first level of the product hierarchy.
• Recent Opportunities: Displays the previous opportunities for the customer. You
can navigate to the next group of opportunities, or view previously displayed
opportunities.
• Service Summary: Displays the total number of open service requests, the number
of escalations, and the average days to close services requests that have the severity
levels of High, Medium, or Low.
• Service Request Backlog: Displays a brief description of the customer's problem,
severity level, whether the problem was escalated, the number of days the issue has
been open. You can navigate to the next group of service requests, or view
previously displayed service requests.
Notes and Tasks Tab
See Notes and Tasks Tab , page 3-41 for details.
Contacts Tab
This tab contains:
• Suggested Contacts: Displays contacts that are suggested by Oracle Sales as likely
contacts for this opportunity, based on previous opportunities with the same
product category and customers. Click the Add to Selected Contacts icon to add this
suggested contact to Selected Contacts for the opportunity.
• Selected Contacts: Displays the contacts for this opportunity. Select the Primary
check box if this contact is the primary contact for the opportunity. You can also
create, add, and remove contacts from this tab.
Select a contact and then select Create Task, and click Go to create a task for
yourself related to this contact. Select Send Proposal and click Go to create a
proposal.
Select View Details and click Go to view the details for the selected contact.
Products Tab
Displays the products associated with the opportunity. Select a product to view product
details.
Click Add Product to search for a product to add to the table. Select the operating unit,

enter the search criteria for the product category, and then click Go. Expand the product
categories that interest you, select the product items, and click Select to add the
products to your lead.
If the functionality is enabled by your administrator, you can search for products across
multiple operating units. To do so, select an operating unit name from the Operating
Unit menu. Then enter the search criteria and click Go. Select the desired product items
to add to your lead. You can repeat the search with different operating units to find
products across the operating units to which you have access. Note that all product
categories will be displayed in the search results table, but that the operating unit
filtering occurs at the product item level.
• Revenue: Displays the Forecast Owner for the product and the Sales Group in
which the product is forecasted. This enables forecasting for individual products
within a single opportunity, even if these products are the responsibility of several
sales representatives. You can search for a new owner to be listed in this table. This
table is useful if your organization does product level forecasting. This table is
available only if your system administrator has personalized the interface.
• Non-Revenue: Displays the sales representatives who perform non-revenue
forecasts. Click Add Person to add non-revenue forecast owners and their sales
groups. This table is available only if your system administrator has personalized
the interface.
• Competitors: Displays the names of competitors, competitor products, and the
win/loss status (None, Won, Lost). Click the Remove icon to delete a competitor
from this list.
Sales Cycle Tab
This tab is available if there is a sales methodology associated with the opportunity.
Displays the sales stages. These are the stages of the sales cycle for your organization's
defined Sales Methodologies. They can include stages like: Stage 1: Qualify, Stage 2:
Assess, Stage 3: Propose, and Stage 4: Close.
The stages have defined steps; these are listed for each stage displayed. You can choose
to view All Stages, or the Current Stage. Each stage has an overall Sales Coach, and each
step has its specific Sales Coach. Click the Sales Coach icon to access. Sales Coaches are
lists of questions related to each step of the sales stage.
Select the Completed check box as you complete each step.
Click View Worksheet to display the Sales Coach worksheet for the selected stage or
step in a text editor.
Sales Team Tab
Displays the sales team members for the opportunity.

The Full Access check box determines whether the team member can update or only
view the opportunity. It is selected by default.
The Contributor check box enables you to specify if a sales team member has
contributed effort (not revenue) to this opportunity. The Contributor check box is
available if your interface has been personalized by your system administrator.
reassigned by TAP. The default value of the check box is based on the settings done by
your system administrator.
The Owner check box determines which sales team member owns the opportunity.
There can be only one owner for each opportunity.
Proposals and Quotes Tab
This tab contains:
• Proposals: Displays the proposals that have been created for this opportunity.
Click Create Proposal. Oracle Sales uses the functionality of Oracle Proposals. See
the Oracle Proposals User Guide for more information.
• Quotes: Displays the quotes that have been created for this opportunity. All quotes
are listed, but you can only access the quotes that belong to your accessible
operating units.
Click Create Quote. Oracle Sales uses the functionality of Oracle Quoting. See the
Oracle Quoting User Guide for more information.
• Projects: Displays projects associated with the opportunity. Oracle Projects enables
project managers to manage the schedule, resources, finances, issues, and other
aspects of their projects. Oracle Sales integrates with Oracle Projects to enable
projects to be created and to capture the costs related to the pursuit of
opportunities. See the Oracle Projects User Guide for more information. The project
table is not available unless it has been provided by your system administrator
through personalization.
Partners Tab
The Partners Tab is not available unless it has been provided by your system
administrator through personalization.
A partner is an indirect sales channel selected to pursue an opportunity. For example,
partners can be value-added distributors (VADs) or value-added resellers (VARs).
Assignment status indicates whether an opportunity has been assigned to a partner.
Partners are assigned opportunities either manually or automatically. After assignment,
a partner is notified of the potential opportunity, and can accept or decline. If the
partner accepts, the partner can view the opportunity. If the partner declines, the
opportunity is returned to the vendor and may be routed to another partner. See the

Oracle Partner Management Partner User Guide or the Oracle Partner Management Vendor
User Guide for more information.
Creating a Quote from an Opportunity
Click Create Quote
The Create Quote from Opportunity page is displayed, containing the information
carried over from the original opportunity. This information includes:
• Opportunity name (which becomes the Quote Name)
• Customer Name
• Customer Address
• Primary Contact
• Currency
• Sales Channel
• Source Name
Oracle Sales uses the functionality of Oracle Quoting. See the Oracle Quoting User Guide
for more information.
Closing an Opportunity
Select a close status in the Status field, and select a Close Reason. Click Save.
Viewing Opportunity History
To access history, click View History on the Update Opportunity page.
View Information on the Opportunity History Page
You can view the history of an opportunity as it flows through the sales cycle. This
history helps you make decisions about further action with the opportunity. The history
includes opportunity header, product, and non-revenue product information.
Opportunity history is available through personalization performed by your system
administrator.
Notes
• Updated Date From/To: Enables you to search for and view opportunity history
that occurs between specific dates.
• Updated By: Source for the update. Records displayed can be filtered by this source
name.

• Field: The name of the field that has changed. You can filter the records displayed
by selecting the field name of the changed field you want to display.
• Old Value: Value for the changed field before it was changed.
• New Value: Current value for the changed field.
Customers
Your customers might be individuals or organizations, or you might have customers
from both categories.
Customer functionality in Oracle Sales can be controlled through personalization by
your administrator. By default, you can access customers who are organizations.
Depending on your implementation, you might have access to customers as persons,
customers as organizations, or to both types of customers.
Viewing, Creating, and Updating a Customer (Organization)
This page provides information about working with customers of type Organization. If
you are looking for information about working with Persons, see Viewing, Creating,
and Updating Customers (Persons), page 3-26.
View a Customer
Use the Customer Simple and Advanced Search pages to access your customer data.
From the search results, you can view detailed information of the selected customer. If
you have read-only access to a customer, the data displayed for that customer will also
be read-only. From the search pages, you can also launch the Create Customer flow.
Note: If you log in as a sales representative who has the Full Access
security setting or as a sales manager, the customer search results table
is initially empty until you conduct a search.
Click Export to download the list of customers to a file with a .csv extension that you
Create a Customer
Oracle Sales uses Data Quality Management to prevent the redundant creation of
customers. If you attempt to create a customer with a name that already exists, or is a
close match to an existing customer name, a warning page is displayed. From this page,
you can choose to either use the new customer, or select an existing customer.
Enter the required values. When you create a new customer, the only required field is
the customer name.
Notes
• Alias: Alternate name for the customer. For example, Big Rock Industries might

have an alias of BRI.
• Status: Default is Active; you can select a status of Inactive.
• Address Purpose: Select a purpose for the customer's address. This can be Bill to,
Install at, or another purpose. You can add additional purposes.
• Registry ID: System-generated unique identifier for the customer.
• D-U-N-S Number: Tax identifier supplied by Dun & Bradstreet.
• Industrial Classification: Type of industry for the customer. The Standard Industry
Code Standard Classification Systems, such as SIC. For example, the 1987 Edition of
the U. S. Industrial Classification Codes.
You can:
• Apply and Create Another: Create this customer record and return to the Create
Customer page again.
• Apply: Save this customer record and navigate to the Update Customer page.
Update a Customer
Tabs on the Update Customer page can be combined, through personalization
performed by your administrator, into one Details tab.
Caution: If the ASN: Allow Identifying Address Removal profile option
is set to Yes, then you will not be able to delete the identifying address
without selecting another address as an identifying address. If there is
only one available address, then you must create a new identifying
address.
Notes
• Save: Saves any changes you make on the Customer Update page.
• Action LOV: Enables you to create a lead or opportunity for the customer.
Profile Tab
Displays customer information, employee totals, financial information, private
customer data, products under contract (available through personalization), service
summaries, and business activities for customers.
Business activities include:
• Open Opportunities
• Open Leads

• Proposals Received
• Quotes Received
• Recent Orders and Returns
• Campaigns
• Service Request Backlog
• Sales Contracts
For business activities, multi-operating unit access enables you to view complete lists of
these business activities, belonging to all operating units:
• Quotes
• Orders
• Sales Contracts
E-mail Interactions
Displays e-mail interactions originating in Oracle Sales for Handhelds. Information
includes the type of e-mail (outbound or inbound), the action associated with it, and the
name of the agent who took the action. Click the View E-mail icon to see the complete
e-mail text.
Notes and Tasks Tab
Contacts Tab
Displays contacts for this customer, including the name, job title, and contact
information. You can also create and remove contacts from this tab. To view the details
of the contact, click the hyperlink on the name of the contact. See Contacts, page 3-31

Address Book Tab
Displays the address, e-mail, telephone number, and website for the customer. You can
add or modify this information.
For information on address validation, see the Real-Time Address Validation section in
the Oracle Trading Community Architecture User Guide.
Business Relationships Tab
Displays the business relationships that are important to your customer. These can be
divisions, affiliates, partners, or others.
Hierarchies
Displays company structure, especially of large accounts that have more then one
operating unit. This enables you to see the headquarters, branches, and subsidiaries of a
company, and how they are interrelated.
Select a Hierarchy Type and click Go to display the hierarchy based on the type
selected.
Click the Party Name to access customer information.
Click the View Hierarchy icon to display the View Hierarchy page. The View Hierarchy
page enables you to manage hierarchies. To perform actions on this page:
• Click View Entire Hierarchy to display the whole hierarchy from its root.
• Click the Add Child icon to add a subordinate level to a member of the hierarchy.
• Click Cancel to return to the Business Relationships tab. You cannot modify the
hierarchy for customers for which you do not have access.
Classifications Tab
Displays the general and industrial classifications for your customer. These
classifications are set up using Oracle Customer Online Administration, and are based
on lists of government-generated classifications for types of businesses. Use the Update
and Remove icons to change or delete a classification.
You can locate a classification to add to your customer by entering a category of
classifications and clicking Go. Or, you can create your own classification system and
associate it with your customer.
Select the appropriate classification and click Continue. Add the end date for the
applicability of the classification and click Finish.
Sales Team Tab
This tab contains:

• Sales Team: Displays the sales team members for the customer.
only view the customer. It is selected by default.
(VADs) or value-added resellers (VARs). This tab displays the partner name,
address, and value level. Oracle Sales uses the functionality of Oracle Partners. See
the Oracle Partners User Guide for more information.
Account Plan
This tab enables you to create account plans. Account plans enable you to capture
important customer information, review that information, share it, and maintain it over
time. Account plans enable you to manage key customers and maintain long-term
relationships with these customers. This helps you know your customer and be able to
sell to them more effectively. These plans provide an organized approach to your key
accounts and help you formulate a selling strategy that includes an action plan that can
be communicated to sales management.
The advantages of using account plans are:
• Customer account plan data is accessible through Oracle Sales, along with other
customer and general sales information
• Customer information can be updated readily, and thus remain current and useful
• Management has visibility of customer information, and can review and verify sales
plans
By default the account plans provided in Oracle Sales contain Customer's Business
Drivers and a Selling Plan. The other sections of the account plan can be customized by
your administrator to meet your organization's business needs. Also, new sections can
be added to the plan to meet your organization's requirements.
For example, the default account plan template supplied with Oracle Sales includes:
• Customer Overview: Contains general customer information. By default, includes
account goals, executive summary, and industry information, but can be
customized by your administrator. Other information to capture might include
account background or competitive information. This section can be personalized
by your administrator.
• Scorecard: Rating of subjective aspects of the customer relationship, such as level of
relationship, customer satisfaction, or possibility of future business. This section can

be personalized by your administrator.
• Analysis: Identifies strengths and weaknesses and examines opportunities and
threats. Provides customer analysis that can show you obstacles that you might face
in attempting to sell to this customer. This section can be personalized by your
administrator.
• Customer's Business Drivers: Factors that might motivate the customer, such as the
need for higher performance or greater capacity. You can create, update, or remove
business drivers.
• Selling Plan: Tool to increase sales with a customer containing strategic and
revenue objectives.
Strategic objectives are tracked against dates, showing statuses like Open, On
Schedule, Completed, or Behind Schedule. You indicate the status as you progress
toward the completion of the objective. Revenue objectives are tracked against
orders by comparing a target amount (the amount that is to be sold to the customer
by the due date) to the achieved amount (the actual amount sold).
Revenue objectives also show a completion percentage, which is derived by
dividing the achieved amount by the target amount and multiplying the result by
100. Order information originates in Daily Business Intelligence. You can create,
update, or remove objectives.
Creating an Account Plan
Gather and review customer information that will help you understand an account.
Enter this information into the various sections of the account plan. From the Update
Customer page, click the Account Plan tab. The account plan sections are read-only
when you first access them (except for the currency choice). To add or change the
information in Customer Overview, Score Card, and Analysis sections of the Account
Plan, click Update . Click Create Business Driver to create a new driver; click Create
Objective to create new strategic or revenue objectives.
Note that Oracle Sales supports the creation of a single account plan per customer.
You can modify the account plan information as needed, and update or remove
business drivers and objectives.
Access to account plans is the same as access to customers.
Generating an Account Plan
Oracle Sales enables you to print a copy of the account plan to take to meetings, present
to management, share with the customer, or use for reference. When you have
completed the account plan, select an account plan output template and click View
Worksheet to generate a printable copy of the plan. The results include the account plan
data and other customer information that exists in Oracle Sales. You can choose to
generate the account plans in RTF (rich text) or PDF formats.
The account plan output templates are created by your administrator to include the

information important to your organization regarding customer accounts.
Viewing, Creating and Updating Customers (Persons)
This page provides information about working with customers of type Persons. If you
are looking for information about working with Organizations, see Viewing, Creating,
and Updating a Customer (Organization), page 3-20.
To view, create, and update a customer:
View a Customer
Use the Customer Simple and Advanced Search pages to access your customer data.
The customer search pages enable you to drill down to the customer details page. If you
have read-only access to a customer, the data displayed for that customer can be viewed
but not changed.
Note: If you log in as a sales representative who has Full Access or as a
sales manager, the customer search results table is initially empty until
you conduct a search.
Click Export to download the list of customers to a file with a .csv extension that you
Create a Customer
customers. If you attempt to create a customer with a name that already exists, or is a
close match to an existing customer name, a warning page is displayed. From this page,
you can choose to either use the new customer, or select an existing customer. When
you create a new customer, the only required field is the customer name.
You can:
• Apply and Create Another: Create customer and return to the Create Customer
page.
• Apply: Create customer and navigate to the Update Customer page.
Update a Customer
Tabs on the Update Customer page can be combined, through personalization
performed by your administrator, into one Details tab.
Save: Saves any changes you make on the Customer Update page.
Action LOV: Enables you to Create a Lead, Opportunity, Quote, or a Proposal for a
customer from the update page.
Caution: If the ASN: Allow Identifying Address Removal profile option
is set to Yes, then you will not be able to delete the identifying address

without selecting another address as an identifying address. If there is
only one available address, then you must create a new identifying
address.
Notes
• Click the plus sign next to Show Additional Basic Information to display personal
information about the customer, such as marital status or income. This information
is available through personalization by your administrator.
Profile Tab
Displays customer information, employee totals, financial information, e-mail
interactions, products under contract (available through personalization), service
summaries, and business activities for customers.
• Open Leads
• Quotes Received
• Campaigns
• Sales Contracts
• Quotes
• Orders
• Sales Contracts

Notes and Tasks Tab
Address Book Tab
Displays the address, e-mail, telephone number, and website for the customer. Address
validation is available through Trading Community Architecture functionality. You can
Restrictions: Indicates whether there are calling restrictions requested by the customer's
contact to prevent telemarketing calls, or that the contact is not available due to a
vacation. The contact may be in the Do Not Call Registry, or request that they do not get
telemarketing calls. This indicator appears in the Restrictions column in the Phone
Numbers table on the Update Contact or View Contact pages.
Relationships and Interests Tab
Displays the relationships between the customer and organization, and personal
interests of the customer. Relationships include whether the customer is an employee or
board member of a listed company. Personal interests can include entertainment,
sports, or hobbies, as well as other preferences.
Classifications Tab
Displays the general classifications for your customer. These classifications are set up
using Oracle Customer Online Administration. Use the Update and Remove icons to
change or delete a classification.
You can locate a classification to add to your customer by entering a category of
classifications and clicking Go. Or, you can create your own classification system and
associate it with your customer.
Select the appropriate classification and click Continue. Add the end date for the
applicability of the classification and click Finish.
Sales Team Tab
This tab contains:
• Sales Team: Displays the sales team members for the customer.
only view the customer. By default, this is selected.

(VADs) or value-added resellers (VARs). This tab displays the partner name,
address, and value level. Oracle Sales uses the functionality of Oracle Partners. See
the Oracle Partners User Guide for more information.
Account Plan
This tab enables you to create account plans. Account plans enable you to capture
important customer information, review that information, share it, and maintain it over
time. Account plans enable you to manage key customers and maintain long-term
relationships with these customers. This helps you know your customer and be able to
sell to them more effectively. These plans provide an organized approach to your key
accounts and help you formulate a selling strategy that includes an action plan that can
be communicated to sales management.
The advantages of using account plans are:
• Customer account plan data is accessible through Oracle Sales, along with other
customer and general sales information
• Customer information can be updated readily, and thus remain current and useful
• Management has visibility of customer information, and can review and verify sales
plans
By default the account plans provided in Oracle Sales contain Customer's Business
Drivers and a Selling Plan. The other sections of the account plan can be customized by
your administrator to meet your organization's business needs. Also, new sections can
be added to the plan to meet your organization's requirements.
For example, the default account plan template supplied with Oracle Sales includes:
• Customer Overview: Contains general customer information. By default, includes
account goals, executive summary, and industry information, but can be
customized by your administrator. Other information to capture might include
account background or competitive information. This section can be personalized
by your administrator.
• Scorecard: Rating of subjective aspects of the customer relationship, such as level of
relationship, customer satisfaction, or possibility of future business. This section can
be personalized by your administrator.
• Analysis: Identifies strengths and weaknesses and examines opportunities and
threats. Provides customer analysis that can show you obstacles that you might face
in attempting to sell to this customer. This section can be personalized by your

administrator.
• Customer's Business Drivers: Factors that might motivate the customer, such as the
need for higher performance or greater capacity. You can create, update, or remove
business drivers.
• Selling Plan: Tool to increase sales with a customer containing strategic and
revenue objectives.
Strategic objectives are tracked against dates, showing statuses like Open, On
Schedule, Completed, or Behind Schedule. You indicate the status as you progress
toward the completion of the objective. Revenue objectives are tracked against
orders by comparing a target amount (the amount that is to be sold to the customer
by the due date) to the achieved amount (the actual amount sold).
Revenue objectives also show a completion percentage, which is derived by
dividing the achieved amount by the target amount and multiplying the result by
100. Order information originates in Daily Business Intelligence. You can create,
update, or remove objectives.
Creating an Account Plan
Gather and review customer information that will help you understand an account.
Enter this information into the various sections of the account plan. From the Update
Customer page, click the Account Plan tab. The account plan sections are read-only
when you first access them (except for the currency choice). To add or change the
information in the Customer Overview, Score Card, and Analysis sections of the
Account Plan, click Update. Click Create Business Driver to create a new driver; click
Create Objective to create new strategic or revenue objectives.
Note that Oracle Sales supports the creation of a single account plan per customer.
You can modify the account plan information as needed, and update or remove
business drivers and objectives.
Access to account plans is the same as access to customers.
Generating an Account Plan
Oracle Sales enables you to print a copy of the account plan to take to meetings, present
to management, share with the customer, or use for reference. When you have
completed the account plan, select an account plan output template and click View
Worksheet to generate a printable copy of the plan. The results include the account plan
data and other customer information that exists in Oracle Sales. You can choose to
generate the account plans in RTF (rich text) or PDF formats.
The account plan output templates are created by your administrator to include the
information important to your organization regarding customer accounts.

Contacts
A contact is a person related to a customer. You can create and update contacts within
the context of a customer of type Organization. In Oracle Sales, customers of type
Person do not have contacts.
Viewing, Creating, and Updating a Contact
To view, create, or update a contact:
View a Contact
Access the contact search pages from the Sales Dashboard Shortcuts. Use the Contact
Simple and Advanced Search pages to search for a specific contact. The contact search
pages enable you to access contact records and drill down into contact details if needed.
If you have read-only access to a contact, then you will not be able to update details of
that contact.
Click Export to download the list of contacts to a file with a .csv extension that you can
use in a spreadsheet application.
Create a Contact
contacts. If you attempt to create a contact with a name that already exists, or is a close
match to an existing contact name, you receive a warning page. From this page, you can
choose to either use the new contact, or select an existing contact to use. Click Create
Contact to enter information about a new contact for a customer.
You can enter the contacts personal information and other details during creation of the
contact. When you click the Next button on the Contact Details page, the application
takes you to the Contact Review page. If the contact dedup feature is enabled and
application detects a duplicate match, then you are directed to the Contact De Dup
Warning page and then subsequently to the Contact Review page.
Note: The Next button in Contact Details page is visible if the ASN:
Show Contact DFF Page profile option or Contact Duplication is
enabled; else the Submit button replaces this button.
For more information on Date Quality Management, see: Ensuring Data Quality, page
1-21.
Update a Contact
Tabs on the Update Contact page can be combined, through personalization performed
by your administrator, into one Details tab.
Notes
• Status: Default is Active; you can select a status of Inactive.

• Address Purpose: Select a purpose for the contact's address. This can be Bill to,
Install at, or another purpose. You can add additional purposes.
• End Date: Date by which the contact should be removed, and is no longer active for
the customer.
• Action: Enables you to select Create Lead, Opportunity, Proposal or Quote for the
customer.
Business Activities Tab
Displays the business activities related to your contact. Select an activity from the menu
and click Go to view details.
• Open Leads
• Quotes Received
• Sales Contracts
• Quotes
• Orders
• Sales Contracts

Address Book Tab
Displays the address, e-mail, telephone number, and website for the contact. You can
Restrictions: Indicates whether there are calling restrictions requested by this contact to
prevent telemarketing calls, or that the customer is not available due to a vacation. The
contact may be in the Do Not Call Registry, or request that they do not get
telemarketing calls. This indicator appears in the Restrictions column in the Phone
Numbers table on the Update Contact or View Contact pages. This functionality is
available through personalization. You can add calling restrictions by clicking the
Update icon in the Phone Numbers table.
Notes and Tasks Tab
E-mail Interactions Tab
Displays e-mail interactions originating in Oracle Sales for Handhelds. Information
includes the type of e-mail (outbound or inbound), the action associated with it, and the
name of the agent who took the action. Click the View E-mail icon to see the complete
e-mail text.
Strategic Information Tab
This tab displays degree of contact you have with the contact and their professional
goals and personal goals as you have identified them. This tab can be customized by
your administrator.
Sales Campaigns
Sales Campaign functionality enables sales managers to explore their installed base and
historical customer data, and mine the data for cross-sell and up-sell opportunities.
Sales Campaign is integrated with Oracle Marketing, Oracle Content Manager and
Oracle Proposals to support the distribution of proposals and sales material for sales
initiatives.
When a sales campaign is launched, leads are generated for sales follow up. TAP
assigns the appropriate sales representatives to the leads based on predefined rules. If
these leads are converted to opportunities, the same sales representatives handle the
new opportunities. Each new opportunity is linked to the original sales campaign to
enable the marketing and sales organizations to track the progress and success of sales
initiatives.
• Creating a Sales Campaign Activity, page 3-34

• Viewing Sales Campaign Details, page 3-36
Creating a Sales Campaign Activity
Sales campaign activities created in Oracle Sales use the Sales Schedule template only. A
schedule template provides a framework that includes predefined values and
specifications for commonly used schedule attributes, such as the list template and
approval requirements for the schedule.
You can also create a Sales Campaign activity by logging into Oracle Marketing with
the appropriate responsibility, navigating to the Campaign Dashboard, and clicking the
Create Schedule shortcut link. Refer Oracle Marketing User Guide for more information.
Associate a Time Line and Set an Objective
After defining a name for the sales campaign, define the related parent Marketing
campaign. This enables Marketing to track the success of this sales effort as part of
larger enterprise marketing activities. Specify the launch date to define the date from
when leads must be generated (the Sales Campaign must be approved before leads can
be generated). Define the sales methodology and objective to guide sales
representatives. See Sales Methodologies, page 3-11 for more information.
Select the Selling Product
Select a product or product category to use to generate sales leads. In the Products
table, click Add Another Row and define the target product or product category being
cross sold or up sold in the sales effort.
You can associate an offer to a Sales Campaign activity from the Campaign Workbench
in Oracle Marketing. Refer Oracle Marketing User Guide for more information.
Specify Target Accounts
To define the target group or audience for the Sales Campaign, define the set of
accounts in the Target Accounts table. Leads are generated for sales follow up against
this target group.
To specify Target Accounts:
• Select a List Template to base your target group selection on. A List Template is a
set of filter selections that satisfy a given sales effort purpose. For example, you may
want to use a list template that provides the ability to build a cross-sell list based on
Orders. Cross-Sell/Up-Sell based on Orders is the default list template available to
sales campaigns.
• In the Selections region, enter the values for the selection conditions. To refine the
Target Accounts selection, you can modify the selections.
• To generate and display the projected lead counts, click Recalculate. Save the
details when you have reviewed the lead numbers.

• Use the Generate List button to generate the target list and the Refresh List Status
button to change the status of the list to Available. Statistics for the list are
displayed for your reference.
• To remove individual contact entries from the generated list, click Update Entries.
Refer Oracle Marketing User Guide for more details on List Templates and Selections.
Select a Deduplication Rule
Select a deduplication rule to eliminate duplicates within the Target Accounts list. The
rule is also used in suppressing the records from being targeted.
Enable Fatigue Rules
A fatigue rule defines maximum permissible contacts within a specified time period. An
example of a fatigue rule is not to contact customers more than two times per month by
any channel. These rules enable you to target customers so that they are more receptive
to the marketing promotions and messages. If you want fatigue rules to be applied to
the Sales Campaign, select the Enable Fatigue Rules check box in the Options region.
Click Preview Fatigue to view fatigue information in the form of a table and a chart.
You can use the fatigue information to decide on the best time to launch a Sales
Campaign, that is, when you have the maximum accounts to target.
Associate Sales Collateral
You can define proposal templates that sales representatives can use to generate and
fulfill proposals for the Sales Campaign leads. Oracle Sales integrates with Oracle
Proposals to make this functionality available.
You can also define the content to be made available to sales representatives such as to
help train on product strategy and cross-sell opportunity while working on the leads.
For this functionality, Oracle Sales integrates with Oracle Content Manager.
Associate Proposal Template
In the Sales Kit table, select Proposals. You can preview the proposal template before
deploying it.
Associate Content
The product/product category you select to generate leads in the Products table drives
the content. For example, it might control the sales training content. This content is
read-only.
Content items are selected from the Oracle Content Manager (OCM) repository. You
may also create the content if you have the necessary access permissions for OCM
folders. Refer the Oracle Content Manager Implementation and Administration Guide for
more information.
In the Sales Kit table, select Content and add the content items.

Viewing Sales Campaign Details
The Sales Campaign table in the Sales Dashboard displays summarized data regarding
sales campaign activities. This section contains data related to tracking the leads and
opportunities created from the corresponding sales campaign activities for which the
user is on the sales team.
Notes
• Drill down the Leads links to review those associated with the Sales Campaign. All
the leads are set to be scored as A leads to ensure they are prioritized in the
workload for the sales representative queue
• Drill down the Opportunities links to review those associated with the Sales
Campaign
• Drill down the Sales Campaign link to preview the associated Product, Target
Accounts criteria, and Content
Forecasting
Oracle Sales provides sales organizations with flexibility in managing their forecasts.
Sales organizations can analyze their forecast data at opportunity and product levels,
enabling management teams to judge the overall health of their organization. Through
integration with opportunities in Oracle Sales, opportunity forecasts can be maintained
within the opportunity itself. This provides instant visibility to management without
the need for users to separately submit forecasts, reducing the time spent by users
preparing their forecast. Product family forecasts may be provided to management
dependent on, or independent of, the opportunity pipeline.
• Creating and Updating a Forecast, page 3-38
• Forecasting as a Sales Manager, page 3-40
Oracle Sales supports product-level forecasting within an opportunity. This means that
if multiple sales representatives have worked on an opportunity that contains multiple
products, the opportunity is forecasted showing all of the product lines and the
representative for each product line. As a result, multiple sales representatives can
forecast on a single opportunity. This product level forecasting can occur within a sales
group, and also across multiple sales groups.
Oracle Sales uses Best, Forecast, and Worst as its default forecasting terminology. These
may be personalized by the administrator, if necessary, to use your organization's
terminology.

Note: Users that are logged in using the Sales Administrator role might
have view only or update access to their manager's forecasting
information depending on system settings.
By default, forecast data is displayed in whole numbers. However, you can specify that
forecast data be displayed in amounts that contain decimal places. To do so, set the
Display Decimal value under Sales Default Preferences to Yes. See Setting User
Preferences for Specific Fields, page 1-18 for details.
How Best, Forecast, and Worst Values are Calculated
The default amounts for Opportunity product line forecasts are calculated using
weighted pipeline or win probability range. As shipped, Oracle Sales uses weighted
pipeline to determine forecast default amounts. This setting can be changed by your
administrator. You might want to verify with your administrator the type of defaulting
in place for forecast amounts for opportunity product lines.
If the weighted pipeline is used to calculate forecast amounts, it is used as shown in the
following table:
Weighted Pipeline and Forecast Amounts
Status Best Forecast Worst
Forecastable, Not
Won
Pipeline Amount Pipeline Amount *
Win Probability
0
Forecastable, Won Pipeline Amount Pipeline Amount Pipeline Amount
Not Forecastable Blank and not
editable
Blank and not
editable
Blank and not
editable
If the win probability range is used to calculate forecast amounts, it is used as shown in
the following table:
Win Probability Ranges and Forecast Amounts
Status and Win
Probability Range
Best Forecast Worst
Forecastable, Not
Won, Win Probability
< 40%
0 0 0

Forecastable, Not
Won, 40% <= Win
Probability < 60%
Pipeline Amount 0 0
Forecastable, Not
Won, 60% < = Win
Probability < 80%
Pipeline Amount Pipeline Amount 0
Forecastable, Not
Won, 80% < = Win
Probability
Pipeline Amount Pipeline Amount Pipeline Amount
Forecastable, Won,
Win Probability is not
applicable in this case
Pipeline Amount Pipeline Amount Pipeline Amount
Not Forecastable, Win
Probability is not
applicable in this case
Blank and not
editable
Blank and not
editable
Blank and not
editable
Any manual updates that you make to the Best, Forecast, and Worst amounts will
override the values that result from any defaulting that has been set for your
organization.
Creating and Updating a Forecast
Select Forecast Parameters
Use these parameters to determine which opportunities to include in your forecast.
Opportunities included in the forecast must be in an opportunity status that can be
forecasted, belong to the user for the Sales Group selected (or to a subordinate group for
managers), have a forecast date that falls within the selected Period, and contain
product lines that belong to a product category that maps to the selected Forecast
Category. Forecast Type enables you to choose between a revenue and a non-revenue
forecast. If you select non-revenue, you can select the type of non-revenue forecast. The
parameters Forecast Type and Non-Revenue Type are available through
personalization by your system administrator if your organization uses product-level
forecasting.
Modify these parameters and click Go to change the composition of the forecast.
The Export Opportunities button is available through personalization. Click Export
Opportunities to quickly download to a spreadsheet all opportunities that match the
forecast parameters criteria. Click Yes when the ActiveX box appears. This particular
spreadsheet template enables you to view and format a large number of opportunities.

Note: The Opportunity Filter does not affect the opportunities that you
download using Export Opportunities.
View the Opportunity Forecast Summary
This forecast summary is calculated based on the opportunity line pipeline and forecast
values, from the Opportunity Forecast Detail, that make up the forecast. These values
are rolled up based on the product category to which they belong.
View/Edit the Opportunity Forecast Detail
This worksheet enables you to view the specific opportunities (and the opportunity
lines) that make up the forecast. The opportunity line forecast values that can be edited
(Best, Forecast, and Worst) are shared with the Opportunity page, so, any updates made
to the opportunity forecast within the opportunity are displayed in the forecast page.
You can view the details of the opportunity by clicking the opportunity name.
You can visually filter opportunities from the forecast by clicking Opportunity Filters,
then entering your filter criteria. Opportunities that are filtered are not excluded from
your forecast, but rolled into a summary line (identified as Other Opportunities) in the
Opportunity Forecast Detail.
These totals from this worksheet roll up to the product categories and totals shown in
the Opportunity Forecast Summary.
Click Export to copy the contents of the Opportunity Forecast Detail to a spreadsheet.
The Export button is available through personalization.
Create Forecast Notes
You can submit notes to your manager to provide additional detail along with your
forecast by entering text in the box on the left of the Notes section, then clicking Add
Note.
Add Forecast Attachment
You can add attachments to your forecasts to support or augment your forecasts.
Attachments can include:
• Files created using third party applications, including graphics files such as .jpg.
File attachments can come from your hard disk or external storage, or they can
come from the Document Catalog. The Document Catalog contains all documents
that have been attached to applications data in Oracle Applications.
• Web addresses (web pages on the Internet or intranet)
• Text that you can enter into or paste onto the Add Attachment page
To add a file as an attachment, select File/Web Page/Text and click Browse. To add an
item from the document catalog, select Document Catalog File and then search for the
item. You can search on any of the document attributes, such as name, category, or
usage type.

A document can have the usage types of Template, Standard, or One-Time. Template
and Standard types of documents are created using Oracle Applications. See the Oracle
Applications User Guide for additional information.
One-Time usage type documents are created when a file, web page, or text is created
using Add Attachment.
Click an attachment name to view an attachment.
View Forecast History
You can view a summary of previous submissions of your forecast. Click the
Submission Date for a forecast to view the details of a particular submission.
View/Edit Your Forecast Worksheet
This worksheet enables you to provide forecast judgment, beyond the opportunity
pipeline, at the product family level. You can choose to begin with a saved Forecast
Worksheet, from the last time the worksheet was saved or submitted, or default values
from the opportunity pipeline, by selecting either Current Opportunity or Previously
Saved from the Worksheet Default Values menu. The worksheet can display only upto
200 rows. Note that any amounts associated with rows that are not displayed will not
be shown in the total for the worksheet.
Save the Forecast or Submit the Forecast
After editing the desired forecast values, click Save to save the forecast to complete at a
later time, or click Submit to immediately submit the forecast to your manager. After a
worksheet is saved or submitted, Oracle Sales calculates Judgment for each forecast
value. Judgment is calculated as the difference between the product category forecast
value entered in the Forecast Worksheet, and the corresponding value in the
Opportunity Forecast Summary. Judgment enables you to determine the difference
between a salesperson's forecast in the worksheet and actual forecast amounts in the
opportunity lines.
Download Your Forecast Worksheet
Click Export to copy the contents of the Forecast Worksheet to a spreadsheet.
Forecasting as a Sales Manager, page 3-40
Forecasting as a Sales Manager
As a sales manager or executive, your forecast is similar to that of a sales representative,
with the following differences:
• Option to default Direct Report Submitted forecast values (through the Worksheet
Default Values menu) for each product category in the Forecast Worksheet. This is
in addition to Previously Saved and Current Opportunity defaulting options.
• Inclusion of the name of your Direct Report who has forecast ownership for each
opportunity product line in the Opportunity Worksheet Detail.

• In the Opportunity Forecast Detail Worksheet, you will see some opportunities that
you cannot edit. These opportunities are owned by your subordinates.
• Direct Reports Forecast Detail displays a summary of each direct report's individual
forecast, with a link to additional details for each direct report. All of your direct
reports are listed, whether they have submitted a forecast or not. An icon in the
Status column indicates if a forecast was submitted, if a forecast was submitted with
a currency conversion error, or if a forecast was not submitted.
Forecasting as a Sales Administrator of the Sales Group
As a sales administrator, your forecast is similar to that of a sales manager, with the
following differences:
• Have read-only access to a sales manager's forecast unless the profile ASN: Forecast
Sales Admin Update Access is set to Yes. If this profile is set to Yes, you can save and
submit forecasts on behalf of the sales manager.
Tasks
Oracle Sales enables you to add or modify tasks related to your sales activities. Your
tasks are listed in the Calendar and Tasks section of the Sales Dashboard.
Click Export to download the list of tasks to a file with a .csv extension that you can use
in a spreadsheet application.
Creating and Updating Tasks
Enter Information on the Create Task and Update Task Pages
When complete, click Apply.
Notes
• Source Visibility: Enables you to set the visibility level of the task: internal, private,
or public.
• Set as Primary: Select a contact and click Set as Primary to set a contact as the
primary contact for the accomplishment of the task. Only one contact can be
designated as primary.
Notes and Tasks Tab
The Notes and Tasks tab appears in these areas of Oracle Sales:
• Leads
• Opportunities

• Customers
• Contacts
It contains:
• Notes: Displays notes and enables you to add notes. Notes can have these statuses:
• Private: Viewed only by the creator of the note
• Public: Viewed by any Oracle Applications user
• Publish: Viewed by external users, such as partners. This status is available
through personalization.
• Tasks: Lists tasks and enables you to add tasks by clicking Add Another Row.
• Attachments: Enables you to add external documents, files, and web addresses to
your business object. These attachments are carried over when a lead is converted
to an opportunity. Attachments can include:
• Files created using third party applications, including graphics files such as
.jpg. File attachments can come from your hard disk or external storage, or they
can come from the Document Catalog. The Document Catalog contains all
documents that have been attached to applications data in Oracle Applications.
• Web addresses (web pages on the Internet or intranet)
• Text that you can enter into or paste onto the Add Attachment page
To add a file as an attachment, select File/Web Page/Text and click Browse. To
add an item from the document catalog, select Document Catalog File and then
search for the item. You can search on any of the document attributes, such as
name, category, or usage type.
A document can have the usage types of Template, Standard, or One-Time.
Template and Standard types of documents are created using Oracle
Applications. See the Oracle Applications User Guide for additional information.
One-Time usage type documents are created when a file, web page, or text is
created using Add Attachment.
Click the attachment name to view it.
Calendar
The calendar in Oracle Sales enables you to note appointments related to your sales
activities. Your appointments are listed in the Calendar & Tasks section of the Sales
Dashboard.

Creating and Updating Appointments
Enter Information on the Create Appointment and Update Appointment Pages
Appointments that you add appear in the Calendar table on the Sales Dashboard.
Notes
• Check Availability: Click to check resource availability for your activity. Click Add
Location to add a location for your appointment.
People and Resources Tab
Displays your calendar, and the calendar of the resource with which you are attempting
to create an appointment. Click the search icon to search for people with which to book
appointments. The people you add must be recognized resources. After you find the
person, click Select. Then, click Add to add the person to your appointment schedule.
Click Show or Hide to display or hide details about the people in your appointment
schedule.
Details Tab
Displays the details associated with your appointment, such as the access to the
appointment, and whether you want a reminder.
Repeating Tab
Enables you to specify if the appointment is a repeating event, like a regular weekly
meeting.
Related Information Tab
Enables you to add notes and attachments to the appointment.
Quotes
A quote can be created directly from an opportunity. An example for Oracle Sales:
1. A sales representative is working on a opportunity for ABC, Inc. ABC, Inc. requests
a quote for printer products and services be mailed to them.
2. The sales representative generates the quote based on the prices of the products in
the opportunity. Information from the opportunity is defaulted into the quote
template.
3. The quote is printed and mailed to ABC, Inc.
4. The sales representative is able to view all quotes generated for that opportunity.

Oracle Sales uses the functionality of Oracle Quoting. See the Oracle Quoting User Guide
Proposals
A proposal can be created directly from a lead, an opportunity or a quote. An example
for Oracle Sales:
1. A sales representative is working on an opportunity for XYZ, Inc. XYZ, Inc.
requests a proposal be mailed to them.
2. The sales representative generates the proposal based on the opportunity details.
Information from the opportunity is defaulted into the proposal template.
3. The proposal is printed and mailed to XYZ, Inc.
4. The sales representative is able to view all proposals generated for that opportunity.
Oracle Sales uses the functionality of Oracle Proposals. See the Oracle Proposals User
Guide for more information.
Sales Commission Statements
Oracle Sales uses the functionality of Oracle Incentive Compensation to enable you to
view Sales Commission Statements, which include sales commissions, bonuses, and
payment adjustments. These statements also include a balance summary showing
balances, earnings, recoverable and non-recoverable amounts, payments due, and
ending balances. See the Oracle Incentive Compensation User Guide for more information.
Click Commission Statement in the Sales Dashboard Shortcuts to view a Sales
Commission Statement.
Earnings Statement
view Earnings Statements, which include invoice number and date, order number,
creation date, transaction type, plan element, sales credits, commission, and transaction
amount. These statements also include total sales credit, total commission, and total
transaction amount. See the Oracle Incentive Compensation User Guide for more
information.
Click Earnings Statement in the Sales Dashboard Shortcuts to view this statement.
Attainment Summary

view an Attainment Summary, which include the operating unit, resource name,
resource role, compensation plan, from and to dates, quota and quota percentage,
beginning balance, draw, and net due for yourself or for all resources in a sales group.
See the Oracle Incentive Compensation User Guide for more information.
Click Attainment Summary in the Sales Dashboard Shortcuts to view this summary.
Year to Date Summary
view the Year to Date Summary, which includes compensation information such as
sales commissions and bonuses. These summaries also include payment information
including beginning balance, commission earnings, bonus earnings, recoverable and
non-recoverable amounts, draw recovery, payments, and ending balances. See the
Oracle Incentive Compensation User Guide for more information.
Click Year to Date Summary in the Sales Dashboard Shortcuts to view this summary.
Reports
Oracle Sales provides reports that give you access to sales transaction information for
opportunities. The information displayed in the reports is determined by the sales
representative and the sales group.
The Oracle Sales reports enable you to:
• View key opportunity data
• Filter report data by forecast owner and sales team
• Examine specific opportunities in detail
• Examine flexfield values for opportunities
• View opportunity age
• View time duration for opportunities
• Customize report parameters to use the parameters specific to your data needs
• Navigate to the Oracle Sales application from the report
These reports are designed to be used by sales representatives (who use Oracle Sales to
perform various sales tasks), sales managers (who use Oracle Sales for sales supervision
and forecast submission), and Sales Admins (who use Oracle Sales to perform tasks for
the sales managers). The information in these reports might be of interest to sales
representatives, sales managers, and executives of all levels.

Report Access
By default, sales representatives have access to the Opportunity Summary, Opportunity
List, Opportunity Detail, and Opportunity Aging reports; sales managers have access to
the Opportunity List, Opportunity Detail, and Opportunity Aging reports. Opportunity
data access is based on the forecast owner and sales team.
To access the Oracle Sales reports from the Sales Dashboard, click the Reports link in
Shortcuts. On the Reports page, choose the report category Opportunity from the menu.
This enables you to access the Opportunity reports. To run the reports, select parameter
values and click Go.
Actions in Reports
You can perform these actions for the report you are currently viewing by making a
selection in the Actions menu:
• Print Report: Prints the report based on the report parameter combinations you
select.
• Export to a File: Exports the report to a file based on the report parameter
combinations you select.
• Send an Email: Sends the report as an e-mail to specified recipient(s).
• Save View: Saves a view of the current report. A view is a version of the report that
displays data based on the parameter settings you have selected and saved. For
example, there is always only one Lead Import Status report, but you can save
various views of this report, such as Lead Import (Q1-05) or Lead Import (Q4-04).
The saved views are listed under the report name on the Reports page. You can
delete views that you no longer want to use. The Focus icon enables you to focus on
a particular report and the views you have created for that report. Your saved view
executes immediately to run a new report. You can only access the saved views of
reports that you have created.
• Delete View: Deletes a saved view of a report.
• Edit Current Parameters: Some reports have more parameters available than those
shown by default. For these reports, you can choose the parameters that are most
relevant to your data query. You can choose which parameters to display for data
reporting, and manipulate their position in the parameters region of the report. You
cannot remove required parameters from the report.
• Reset Parameter Default Values: Resets parameter values to defaults for the
parameters that are currently displayed in the report.

Customizations in Reports
Click Personalize in the report table heading to access report customizations. You can
perform the following customizations in the Oracle Sales reports:
• Reorder the sequence of table columns
• Show or hide table columns
• Sort table columns (except in the Opportunity List report)
Opportunity Reports
The reports include:
• Opportunity Summary
• Opportunity List
• Opportunity Detail
• Opportunity Aging
Opportunity Summary
This report provides a summary of opportunities by product category in real-time. You
can use this report to view opportunity amounts rolled up by product category for
specified opportunity statuses (such as Won, Open, or Lost), as well as aggregated
forecast amounts entered for forecastable opportunities. Also, you can filter the data
based on forecast credit types (revenue or non-revenue). You can navigate to the
Opportunity List report from the Opportunity Summary report to view the
opportunities that are the sources for the summarized totals.
Since opportunity amounts represented in this report are rolled up by product category,
higher nodes in the product hierarchy displayed have access to the opportunity data in
a lower node. For example, if you choose Database as a product in the Opportunity
Summary report, the Won measure of the report will consist of all won opportunities
that have Database and its child nodes, such as Database License or Database Support
on their opportunity lines.
Parameters in this report:
• Period Type: Period type for which data is displayed.
• From: Start date to search for opportunities.
• To: End date to search for opportunities.
• Forecast Type: Filters opportunities represented in this report by sales group by

Revenue or Non-Revenue forecast type. You can view your own opportunity
Revenue or Non-Revenue forecast data or that of subordinates through the sales
group reporting hierarchy.
• Sales Group: Sales groups associated with the opportunities.
• Sales Person: Sales representatives associated with the summarized sales groups.
• Product: Products associated with the opportunities for the summarized sales
groups. Select More to choose a combination of products and product categories.
• Methodology: Sales methodologies that were specified for the opportunities
summarized in this report.
• Sales Stage: Stages represented in the sales methodologies for the summarized
opportunities.
• Win Probability: Chance of winning the opportunity expressed as a percentage.
amount multiplied by win probability). Lower numbers imply opportunities with a
• Sales Channel: Sales channels for the opportunities.
• Currency: The default is the currency that is set for Oracle Sales.
• Report By: Enables you to filter opportunities by the close date (header level) or
the forecast date (line level).
The measures in this report are shown in the table below:
Opportunity
Measure
Open/Closed Flag Win/Lost/None Flag Forecastable (Included
in Forecast) Flag
Open Open None Yes
Won Closed Win Yes
Lost Closed Lost No
No Opportunity Closed None No
Pipeline Not applicable None or Win Yes

Weighted Pipeline Not applicable None or Win Yes
Details on the measures:
• Pipeline: This is the sum of opportunity amounts rolled up to the selected Product
Category for all opportunities in the Pipeline category, as defined in the preceding
table.
• Weighted Pipeline: This is the sum of opportunity amounts rolled up to the
selected Product Category for all opportunities in the Pipeline category, as defined
in the preceding table.
Calculated using this formula: (Won Opportunity Revenue Forecast Amount *
100%) + (Open Opportunity Revenue Forecast Amount * Win Probability %)
• Open: This is the sum of opportunity amounts rolled up to the selected Product
Category for all opportunities in the Open category, as defined in the preceding
table.
• Won: This is the sum of opportunity amounts rolled up to the selected Product
Category for all opportunities in the Won category, as defined in the preceding
table.
• Lost: This is the sum of opportunity amounts rolled up to the selected Product
Category for all opportunities in the Lost category, as defined in the preceding
table.
• No Opportunity: This is the sum of opportunity amounts rolled up to the selected
Product Category for all opportunities in the No Opportunity category, as defined
in the preceding table.
• [Forecast Detail] (Best): This is the sum of Forecast - Best amounts rolled up to the
selected Product Category, for all opportunities that are at Forecastable statuses (for
example, the Forecastable Flag set to Yes). The Best amount is the value entered at
the opportunity's product line in the Update Opportunity page in Oracle Sales.
• [Forecast Detail] (Forecast): This is the sum of Forecast - Forecast amounts rolled
up to the selected Product Category, for all opportunities that are at Forecastable
statuses (for example, Forecastable Flag set to Yes). The Forecast amount is the
value entered at the opportunity's product line in the Update Opportunity page in
Oracle Sales.
• [Forecast Detail] (Worst): This is the sum of Forecast - Worst amounts rolled up to
the selected Product Category, for all opportunities that are at Forecastable statuses
(for example, Forecastable Flag set to Yes). The Forecast - Worst amount is the value
entered at the opportunity's product line in the Update Opportunity page in Oracle

Sales.
Graphs in this report include:
• Open, Won, Lost, No Opportunity: This graph displays the open, won, list and no
opportunity amounts for the selected product categories.
• Pipeline Mix: This graph displays the distribution of pipeline amounts by product
categories or products.
Opportunity List
This report provides a detailed list of the opportunities meeting the criteria of the report
parameters, and displays key information about the opportunities. It supports the
Opportunity Summary report by displaying the currency amounts for the
opportunities.
Click Print Detail or Export Detail to access detailed information on selected
opportunities, displayed in the Opportunity Detail report.
• Forecast Owner/Sales Team: Enables you to filter listed opportunities by forecast
owner or sales team access. Sales Team access filters sales representatives by their
membership on a sales team. You will have access to forecast information for
opportunities that you own (or for those on which you are a sales team member) or
for subordinates depending on the sales group reporting hierarchy.
• Opportunity Name: Enables you to focus on a single opportunity.
• Customer: Filters listed opportunities by customer name.
• Source: Campaigns that were the source of opportunities.
• Status: Statuses of the listed opportunities (for example, New, Active, or
Preliminary).

• Sales Channel: Sales channels for the listed opportunities.
• Product: Products associated with the listed opportunities.
You can access additional parameters for this report by selecting Edit Current
Parameters from the Actions menu.
Data in the Opportunity Name column links to the Update Opportunity page; data in
the Customer column links to the Update Customer page.
This report contains these measures:
• Total Opportunity Amount: Total currency value for the opportunity.
• Product Information - Amount: Total currency value for the products associated
with the opportunity.
• Product Information - Best: Product line best amount set for the selected
opportunity.
• Product Information - Forecast: Product line forecast amount set for the selected
opportunity.
• Product Information - Worst: Product line worst amount set for the selected
opportunity.
Opportunity Detail
This report provides detailed information (including flexfields) on selected
opportunities from the Opportunity List report, which you can either print or export to
a file. The information provided in the Opportunity Detail report is the information that
exists for the selected opportunities in Oracle Sales. Access to opportunity details
depends on the security access that you have in Oracle Sales overall.
Opportunity Aging
This report enables you to analyze the aging trends for opportunities meeting the
criteria of the report parameters. This report displays information such as days to close,
days past close, as well as opportunity status.

• Source: Campaigns that were the source of opportunities.
• Opportunity Name: Enables you to focus on a single opportunity.
• Opportunity Number: The number generated for the opportunity.
• Customer: Filters list opportunities by customer name.
• Sales Channel: Sales channels for the listed opportunities.
• Status: Statuses of the listed opportunities (for example, New, Active, or
Preliminary).
• Methodology: Sales methodologies that were specified for the opportunities
summarized in this report.
• Sales Stage: Stages represented in the sales methodologies for the summarized
opportunities.
• Product: Products associated with the listed opportunities.
• Partner Name: Partners associated with the listed opportunities.
Data in the Opportunity Name column links to the Update Opportunity page; data in
the Customer column links to the Update Customer page.
The measures in this report include Total Opportunity amount, which is the total
currency value for the opportunity.

Index-1

Index
A
access
information, 1-19
actions in reports, 3-46
appointments
create and update, 3-43
attainment summary, 3-44
C
calendar, 3-42
calendar management, 1-15
campaign, 1-16
campaign activity
perform, 2-4
close
opportunity, 3-19
closing an opportunity, 3-19
competitor tracking, 1-18
contact management, 1-14
contacts, 3-31
view, create, update, 3-31
convert
lead to opportunity, 2-2
convert lead
create
appointments, 3-43
contact, 3-31
customer (organization), 3-20
customer - duplicate warning, 2-4
customers (persons), 3-26
forecast, 3-38
lead, 3-6
opportunity, 3-13
from lead, 3-10
quote
from opportunity, 2-3, 3-19
sales campaign activity, 3-34
sales forecast, 2-3
tasks, 3-41
create and rank
lead, 2-1
create and rank lead, 2-1
create and update
tasks, 3-41
create and update foercast, 3-38
create a sales forecast, 2-3
create lead, 2-1
create opportunity from lead, 3-10
create quote
from opportunity, 2-3, 3-19
customer (organization)
customer - duplicate warning
create, 2-4
customer management, 1-13
customers, 3-20
customers (persons)
customize reports, 3-47
D
Daily Business Intelligence, 1-18
dashboard

Index-2
sales, 1-12, 3-2
DBI, 1-18
dependencies
product, 1-22
E
earnings statement, 3-44
ensure
data quality, 1-21
ensuring data quality, 1-21
examples
task flows
Oracle Sales, 2-1
F
features
Oracle Sales, 1-2
forecast, 1-16
create
sales, 2-3
create, update, 3-38
forecasting, 3-36
See as Sales Administrator of Sales Group
as Sales Manager, 3-40
I
information access, 1-19
integration, 1-17
interface access, 1-4
K
key features
Oracle Sales, 1-2
L
lead
create, rank, 2-1
lead history
view, 3-11
leads, 3-5
management, 1-12
leads management, 1-12
M
manage
calendar, tasks, 1-15
contacts, 1-14
customers, 1-13
leads, 1-12
notes, 1-15
opportunities, 1-13
management
calendar, task, 1-15
contact, 1-14
customers, 1-13
notes, 1-15
opportunities, 1-13
methodology, 1-16
sales, 3-11
multi-organization access, 1-21
N
navigation, 1-4
notes management, 1-15
O
opportunities, 3-13
opportunities management, 1-13
opportunity
closing, 3-19
convert a lead to, 2-2
update, 2-2
Opportunity, 3-13
opportunity reports, 3-47
overview
Oracle Sales, 1-2
P
perform
campaign activity, 2-4
perform a campaign activity, 2-4
personalization, 1-18
personalize Oracle Sales, 1-18
product dependencies, 1-22
proposals, 3-44
Q

Index-3
quotes, 3-43
R
rank lead, 2-1
reports, 3-45
actions, 3-46
customization, 3-47
opportunity, 3-47
S
Sales Administrator
Sales Group
forecasting, 3-41
sales campaign, 1-16
sales campaigns, 3-33
activity
create, 3-34
details
view, 3-36
sales commission statements, 3-44
sales dashboard, 1-12, 3-2
sales forecast
create, 2-3
Sales Manager
forecasting, 3-40
sales methodologies, 1-16, 3-11
using, 3-12
saved searches, 1-10
search
sales manager, 1-8
sales user, 1-6
set user preferences
specific fields, 1-18
statement
earnings, 3-44
sales commission, 3-44
summary
attainment, 3-44
Year to Date, 3-45
T
task flows
examples, 2-1
task management, 1-15
tasks, 3-41
track
competitor, 1-18
U
update
appointments, 3-43
contact, 3-31
forecast, 3-38
lead, 3-6
opportunity, 2-2, 3-13
tasks, 3-41
update opportunity, 2-2
using
Oracle Sales, 3-1
using a sales methodology, 3-12
using Oracle Sales, 3-1
V
view
contact, 3-31
lead, 3-6
lead history, 3-11
opportunity, 3-13
history, 3-19
opportunity history, 3-19
sales campaign details, 3-36
views, 1-10
Y
Year to Date summary, 3-45

Sales userguide121asnug

Recommended

More Related Content

What's hot (20)

Similar to Sales userguide121asnug (20)

Sales userguide121asnug