11i Trade Management: Implementing Sales Force Automation

This course explains how to use Oracle Trade Management Sales Force Automation to address critical business requirements. The course contains information on trade planning and offer management to help you better plan for trade promotions and maximize profitability. The course explains how to use the Account Manager Dashboard to analyze past performance and monitor current performance to meet sales objectives. The course also explains the Indirect Sales Management process to manage payments and track funds when trade promotion activities are executed indirectly through retailers and wholesalers.

• Use Account Manager Dashboard
• Use Indirect Sales Management features
• Allocate and negotiate a quota
• Create account plans

A Live Virtual Class (LVC) is exclusively for registered students; unregistered individuals may not view an LVC at any time. Registered students must view the class from the country listed in the registration form. Unauthorized recording, copying, or transmission of LVC content may not be made.

Audience

• Functional Implementer

Course Topics Overview of Oracle Trade Management

• Description of Trade Management
• Description of Oracle Trade Management
• Benefits of Oracle Trade Management

Skills Required to Implement Trade Management

• Understanding of Oracle Order Management and Oracle Receivables
• Understanding of account planning and forecasting
• Understanding of ROI (Return on Investment)

Sales Quotas and Targets

• Creating a quota
• Generating a product spread
• Explaining top-down /bottom-up quota process
• Modifying target allocations
• Setting quota related alerts

Account Manager Dashboard

• Using Quick Links on Account Manager Dashboard
• Personalizing My Accounts

Creating Account Plans

• Using Advanced Search
• Updating Retail Price Points
• Personalizing Sales Graph

Creating New Offers

• Learning types of offers
• Forecasting sales
• Copying offers to offer worksheet
• Defining customer performance
• Approving an offer

Executing an Offer

• Understanding offer approval process
• Submitting an offer for approval

Managing Budgets and Expenses

• Creating a top-down bottom-up budget process
• Allocating a budget
• Negotiating a budget
• Viewing Customer Checkbook
• Reconciling a budget

Integrating Indirect Sales Data

• Importing a transaction through XML
• Importing a transaction through WebADI
• Understanding Chargeback process flow
• Updating lines in a Chargeback

Course Objectives

• Generate product spread
• Create a quota
• Assign products to product spread
• Allocate a quota
• Negotiate a quota
• Use Account Manager Dashboard
• Create account plans
• Create various types of offers
• Calculate Discount and ROI
• Copy offers to Offer Worksheet
• Create and approve a budget
• Activate a budget allocation
• View Customer Checkbook
• Update lines in a Chargeback
• Import a transaction through WebADI