Chapter 2 Overview of Sales Products

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates
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Copyright Oracle, 2007. All rights reserved.
Overview of Sales Products
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Objectives
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Oracle Sales
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Oracle
L Sales
d
e
ag Oracle Sales is an enterprise application for sales professionals that simplifies and optimizes
the task of planning and managing the sales process by providing complete visibility into the
sales cycle, helping companies to plan and manage effective selling activities. It is fully
integrated in the E-Business Suite and covers key sales flows from sales campaign to leads to
opportunities to quotes.
The Sales Dashboard provides summarized data viewable on a single page, providing an
overview of the salespersons current sales efforts. This summarized view helps salespeople
identify issues and use links to access detailed information for resolution. Multiple bins are
available from the sales dashboard, highlighting the highest priority items, which may link
them directly to the item for quick access. These items include leads, opportunities and
customers, in addition to a link to forecasting as well as other areas of the application.
Oracle Sales provides an easy way for administrators to configure the application to the needs
of their specific organization. Through personalization, an administrator may update prompts,
section headers and table column labels to more closely follow the organizations terminology.
The administrator may also remove fields, table columns or entire page sections from the
application. Additionally, they may make important fields mandatory to prevent users from
Chapter 2 - Page 5
saving information until all key data has been provided. Fields may be set to read-only to
prevent users from changing defaulted values.
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Oracle Sales: Key Features
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Oracle
L Sales: Key Features
d
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ag Oracle Sales includes the following features:
Business Activities
The application offers you a view of:
- Orders and Returns
- Opportunities
- Leads
- Proposals
- Quotes
- Campaigns
- Sales Contracts
- Sales Agreements
- Service Contracts
- Service Request Backlog
Chapter 2 - Page 7
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Streamlined creation and management of customers, contacts, leads and

opportunities
Oracle Sales supports management of B2B and B2C customers. Leads can be created
manually, imported via Oracle Marketing, generated by TeleSales Agents, Marketing
campaigns and Sales Campaigns. Oracle Sales assists in tracking these leads and routing
them to the appropriate sales representatives thus enabling the conversion of leads to
opportunities. Sales representatives can then update opportunity details and track
opportunity progress.
Competitor tracking
Competitor information such as name, product and win/loss status can be included within
each opportunity at the product level. 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 recent opportunities and a recent Service Request Backlog. This provides you with
background information on the account as you develop leads and opportunities.
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Integrated product information
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Oracle Sales enables you to add product
information
to
and opportunities to track
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ilwant todpurchase.
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goods and/or services customers may
Products
added are defined and
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categorized in Oracle Inventory.
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Multiple Operating
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toUnit access
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Access
to
business
objects
across operating units are based on access rights, which include
i
f
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Loaccess to selected business activities, products added to leads or opportunities, quotes, and
products under service contract.
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.
Configurable 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.
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Oracle Sales: Key Features
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Oracle
L Sales: Key Features
d
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ag Oracle Sales includes the following features:
Create and Manage Leads and Opportunities

New leads can be created manually, imported from Oracle Marketing, or generated from
marketing campaigns or sales campaigns. Oracle Sales assists in tracking these leads and
routing them to the appropriate sales representative thus enabling the conversion of leads
to opportunities. Sales representatives can then update opportunity details and track
opportunity progress.
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 to gauge the overall health of their organization.
Account Plans
Account Plans enable the sales organization to manage their relationship with a customer
and/or prospect.
Chapter 2 - Page 9
Business Hierarchy
A display of the structure and relationships of a business give you a view into your
customer.
Sales Offline
Oracle Sales integrates with Oracle Sales Offline to enable sales representatives to manage
sales efforts in a disconnected mode.
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 or directly.
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Sales Coach
fi@ thisto help guide a sales representative through the sales
tfunctionality
Oracle Sales provides
o
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se a customer definable form. These forms capture
e
methodologygstage
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arelevantttoo an organization's sales process in a structured format.
information
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Incentive Compensation
Oracle Sales integrates with Oracle Incentive Compensation to enable the sales
representative to view sales commissions, earnings statements, attainment summaries, and
year to date summaries.
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Oracle Sales: Benefits
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Oracle
L Sales: Benefits
d
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ag Oracle Sales brings the users closer to their most pertinent information. By eliminating
intermediate steps and clicks, a salesperson may maximize productivity by spending less time
navigating the application, and more time with customers and prospects.
The sales dashboard allows sales representatives the ability to view their business activities and
prioritize their workload. By displaying business activity information in one location,
salespeople can locate a specific activity and quickly navigate to the specific activity within the
application.
Enterprise applications are often developed to meet the needs of many customers across
multiple industries. Organizations and their respective industries have varied approaches to
business and application needs. The ability to select and remove application segments not
applicable to the implementing organization's focus will simplify the application and allow the
users to focus on necessary information for the organization.
Additionally, enterprise applications often will use industry standard terminology, not
necessarily applicable to a particular organization. Personalization allows each customer to use
terminology specific to their organization, thus reducing the time necessary to train new users.
Chapter 2 - Page 11
Oracle TeleSales
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Oracle
L TeleSales
d
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ag Oracle TeleSales is an application designed for interaction center professionals, whether they
are inbound or outbound telesales agents. The application provides a versatile set of tools to
manage the sales cycle, from prospecting to booking orders. Oracle TeleSales offers a true
multi-channel selling and servicing solution that leverages all channels. The eBusiness Center
within Oracle TeleSales offers a complete cross-application tool for all Oracle call center
applications. The eBusiness Center provides elements of Service and Collections for an
unparalleled customer view. Key functions include contact, lead, opportunity, quote, and order
management; event registration and collateral fulfillment.
TeleSales agents use four main windows:
Universal Work Queue
Used to view a list of open leads, opportunities, and daily tasks. Actions, such as updating
an opportunity or converting a lead to an opportunity, can be performed in the Action
section of the window. The work queue serves as a launch pad for the rest of the
application. For example, select a lead to view and edit, click the Get Work button, and
the lead opens in the Lead Center, where you can work directly on the lead selected.
Chapter 2 - Page 12
eBusiness Center
Used as the central work area for Oracle TeleSales when a TeleSales Agent is on the
phone with a customer or prospect. Use it to create and manage customer and prospect
records, to send collateral, enroll customers in events, and launch the Oracle Quoting or
Oracle Order Management windows. The eBusiness Center also provides the ability to
quickly enter basic information for leads and opportunities.
When integrated with Oracle Advanced Outbound or Oracle Advanced Inbound, the
eBusiness Center is automated to dial the next call or take the next incoming call and
display the customer information immediately based on the automatic number ID.
Recording the results of the call can also be automated. Statistics for the current call and
number of calls for the day are available in the Interaction Wrap Up window.
Lead Center
Used to create new leads, manage the details of specific leads and update existing leads.
Opportunity Center
Used to create and manage individual opportunities. It includes managing the sales team
and partners for a specific opportunity. Additionally, a telesales agent can enter products a
prospect is interested in purchasing, forecast dates, partners, and sales credits for the sales
team.
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Oracle Quoting
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Oracle
L Quoting
d
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ag Oracle Quoting enables simple, secure creation and management of customer quotes across all
sales and interaction channels. Organizations can propose product solutions and negotiate
prices, while enforcing consistent business rules throughout the sales cycle.
Oracle Quoting users can create quotes using modifiable templates
add and configure complex products
perform real-time global availability checks
accept product trade-ins
assign sales credits
manually adjust prices
define defaulting rules to populate specified attributes
Quoting integrates with Sales Contracts to allow users to negotiate a quote with contract terms
and conditions. Complex customer approval chains are supported and users can view and
change customers existing installation information, publish and print quotes, and eventually
convert quotes to orders.
Chapter 2 - Page 14
Oracle Quoting is available with a Oracle Applications (OA) Framework user interface to
integrate with Oracle Sales and a Forms user interface to integrate with Oracle TeleSales.
Quotes can be created directly from existing opportunities in the Sales products. Configured
products and service products can also be added to a quote.
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Oracle Proposals
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Oracle
L Proposals: Functional Overview
d
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ag Oracle Proposals streamlines proposal creation by automating time and resource consuming
tasks. Users can generate proposals from templates that package recurring proposal elements
such as cover letters, executive summaries, and product descriptions.
Central template administration guarantees standard and professional corporate proposals.
Oracle Proposals also enables proposals administration through:
Template management
Dynamic field administration
Oracle Proposals is a part of the Oracle E-Business Suite, an integrated suite of enterprise
applications designed to transform a traditional business into an e-business.
Chapter 2 - Page 16
Oracle Territory Manager
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Oracle
L Territory Manager
d
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ag Oracle Territory Manager assigns business objects (for example, customers and leads) to
resources based on configurable business rules. It defines who owns what.

An example of a sales territory is all high-tech companies within a specific geographic area
assigned to sales representative Joe or Sams sales group.
Chapter 2 - Page 17
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Oracle Sales Contracts
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Oracle
L Sales Contracts
d
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ag Sales Contracts play an important role in businesses, where the terms and conditions of
business transactions are defined and are legally binding to both parties. The Sales Contracts
functionality is a vital part of business processes like quoting, ordering and negotiating long
term agreements.
Chapter 2 - Page 18
Oracle iStore
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Oracle
L iStore: Functional Overview
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ag Oracle iStore is a web-based application which lets businesses establish flexible, robust
Internet storefronts. In the Site Administration application, merchants create and maintain sites
which, in the Customer Application, appear as stores, allowing users to make online purchases.
Strong integration with a variety of other Oracle applications (including Oracle Inventory,
Oracle Order Management, and Oracle Advanced Pricing) provides an extensive range of emerchandising capabilities.
Implementing Oracle iStore enables businesses to:
Build, test, and launch sophisticated online stores in multiple languages and currencies
Deploy sites for business partner, business-to-business (B2B) and business-to-consumer
(B2C) scenarios
Target different customer segments and/or organizations
Capture and track customer information and activities
View reports about the activities in the online stores
Provide a full range of online purchasing capabilities, including:
- Customer home page that can portal into other applications
Chapter 2 - Page 19
- Flexible pricing, including qualifiers, modifiers, and customer-specific prices

- Sales assistance, including terms and conditions and published quotes
- Collaborative purchasing (shared carts and shared quotes)
- Regular or Express checkout
- Secure storage of customer addresses and credit card data
- Shopping lists and direct item entry
- Address defaulting into carts
- Services (e.g., extended warranties)
- Promotional goods
- User maintenance by administrative customer users
- Order tracking, cancellation, and returns
In addition, organizations can build integrated sites which support users of Oracle iSupport and
Oracle Partner Management applications.
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Oracle Incentive Compensation
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Oracle
L Incentive Compensation
d
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ag Using Oracle Incentive Compensation, you can align your businesss unique corporate
objectives to sales force activities, automate the complex task of calculating variable
compensation, and ensure timely and accurate payments. Based on logic that can be configured
or modified by an end user, the application determines:
What events are eligible for incentive payments
Who should receive credit
How the credits are calculated and paid
Chapter 2 - Page 21
Oracle Sales Offline
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Oracle
L Sales Offline: Functional Overview
d
e
ag Oracle Sales Offline provides the information necessary to manage sales efforts while on the
road. You can access detailed customer information, product interests, and related customer
notes. Contact information allows salespeople to identify key players within their accounts and
share information with other members of the sales team.
Sales Offline is a mobile application that imports and exports (synchronizes) information from
an Oracle enterprise database, and enables the user to view and update sales information
remotely via their laptops. A salesperson can add, view and edit: customers, opportunities,
leads, quotes, tasks, notes and forecastsdisconnected from the Oracle enterprise database;
and can save those changes on their laptops for upload later.
An important feature of Sales Offline is the ability to resolve conflicts between the offline
application and the enterprise database.
Chapter 2 - Page 22
Oracle Sales for Handhelds
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Oracle
L Sales for Handhelds
d
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ag Oracle Sales for Handhelds is an enterprise application for traveling sales professionals which
simplifies and optimizes the task of planning and managing the sales process by providing
visibility into key sales activities. It is fully integrated in the E-Business Suite and
complements the online and disconnected editions of the Oracle Sales application.
Alerts can be sent via Short Message Service (SMS) as text messages or by e-mail.
Chapter 2 - Page 23
Sales Dashboard
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Sales
L Dashboard
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ag Sales Funnel
Provides the ability to view a summary of the open opportunities in the pipeline.
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.
Leads
Provides a listing of leads - select a 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 in the Lead table.
Opportunities
Provides a listing of opportunities - click a opportunity to view details or update the
opportunity. Click the customer names to access a customer to view details or update customer
information.
Chapter 2 - Page 24
Proposals
Provides a listing of proposals, with the same view/update functionality as Leads and
Opportunities.
Quotes
Provides a listing of quotes, with the same view/update functionality as Leads and
Opportunities.
Top Customers (Person or Organization)
Provides a listing of a salesperson's top ten customers based on highest total order amount or
opportunity amount; it is made available through personalization. If the implementing
organization supports both business environments (B2B and B2C), a separate table for each
type of customer (Organization and Person) can be displayed.
Leads by Age
The Leads by Age table lists your leads by rank and separates them into age groups. The table
also shows closed leads, converted leads, and the conversion percentage.
Cross-Sell/Up-Sell Sales Campaigns
Provides a summary of leads and opportunities generated from cross-sell/up-sell sales
campaigns for which the user is on the sales team. Additionally, a percentage of leads
converted to opportunities is also displayed.
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Mandatory Dependencies
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Mandatory
Dependencies
L
d
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ag The Oracle Sales applications depend upon other Oracle applications to provide additional
functionality, some of which are mandatory dependencies required for the sales applications to
function properly. The following applications are required to be completely installed and
implemented:
Oracle Applications Framework
Oracle Applications Framework (OA Framework) provides an extensible application
foundation, which enables the users to personalize the Oracle Sales interface.
Oracle General Ledger
Oracle General Ledger provides business unit information to Oracle E-Business Suite
applications, and also provides the accounting calendar, currency and conversion rates utilized
by Oracle Sales.
Oracle Inventory
Oracle Inventory provides the product repository for the Oracle E-Business Suite applications.
Chapter 2 - Page 26
Oracle Product Lifecycle Management (PLM)

Oracle PLM provides product category and product hierarchy information.
Oracle Daily Business Intelligence (DBI) for Sales
Oracle Daily Business Intelligence (DBI) for Sales is a management reporting tool that
provides information in two key areas Opportunity and Forecast.
Oracle Trading Community Architecture (TCA)
Oracle TCA provides customer and contact information. It models and manages an electronic
representation of the commercial community in which you do business. Oracle Trading
Community includes:
A comprehensive database schema also referred to as the Community Registry
A set of PL SQL APIs for custom development
Access integration with content providers
A sophisticated set of data management utilities.
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Chapter 2 Overview of Sales Products

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Chapter 2 Overview of Sales Products

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Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Copyright Oracle, 2007. All rights reserved.

Overview of Sales Products

Copyright Oracle, 2007. All rights reserved.

Overview of Sales Products

Overview of Sales Products

Copyright Oracle, 2007. All rights reserved.

Overview of Sales Products

Copyright Oracle, 2007. All rights reserved.

Overview of Sales Products

Overview of Sales Products

Copyright Oracle, 2007. All rights reserved.

Overview of Sales Products

Oracle Sales: Key Features

Copyright Oracle, 2007. All rights reserved.

Overview of Sales Products

Streamlined creation and management of customers, contacts, leads and

Convenient customer analysis

Sales team management

Copyright Oracle, 2007. All rights reserved.

Overview of Sales Products

Oracle Sales: Key Features

Create and Manage Leads and Opportunities

Overview of Sales Products

Copyright Oracle, 2007. All rights reserved.

Overview of Sales Products

Oracle Sales: Benefits

Copyright Oracle, 2007. All rights reserved.

Overview of Sales Products

Copyright Oracle, 2007. All rights reserved.

Overview of Sales Products

Copyright Oracle, 2007. All rights reserved.

Overview of Sales Products

Overview of Sales Products

Copyright Oracle, 2007. All rights reserved.

Overview of Sales Products

Copyright Oracle, 2007. All rights reserved.

Overview of Sales Products

Oracle Territory Manager

resources based on configurable business rules. It defines who owns what.

Copyright Oracle, 2007. All rights reserved.

Overview of Sales Products

Oracle Sales Contracts

Copyright Oracle, 2007. All rights reserved.

Overview of Sales Products

Overview of Sales Products

- Flexible pricing, including qualifiers, modifiers, and customer-specific prices

Copyright Oracle, 2007. All rights reserved.

Overview of Sales Products

Oracle Incentive Compensation

Copyright Oracle, 2007. All rights reserved.

Overview of Sales Products

Oracle Sales Offline

Copyright Oracle, 2007. All rights reserved.

Overview of Sales Products

Oracle Sales for Handhelds

Copyright Oracle, 2007. All rights reserved.

Overview of Sales Products

Copyright Oracle, 2007. All rights reserved.

Overview of Sales Products

Copyright Oracle, 2007. All rights reserved.

Overview of Sales Products

Overview of Sales Products

Oracle Product Lifecycle Management (PLM)