R12 Oracle Sales Fundamentals

This course gives students a combination of instructor-led lecture and hands-on experience implementing Oracle Sales Release 12. Primarily designed for technically oriented students, this course covers the underlying architecture, technical components, implementation planning considerations, and implementation tasks essential for a Sales implementation project. Along with implementation tasks and details, this course provides an overview of Sales mandatory dependencies, enabling students to understand the entire scope of a Sales implementation project.

Through lecture, demonstrations, hands-on exercises, team activities, and classroom discussions, students gain an understanding of the scope of a Sales implementation project, including: implementation tasks, working with different components of the Sales suite of products, personalizing the UI, setting up and maintaining users, and running concurrent programs.

Learn To:

• Personalize the UI to suit your requirements
• Perform a secure implementation using various security features
• Create Rule sets to filter leads
• Set up the Universal Work Queue
• Forecast the sales for your organization over a period
• Access objects across multiple organizations

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

• Business Analysts
• Functional Implementer
• Sales Consultants
• Technical Consultant

Course Topics Overview of Lead to Order Process

• Describing the E-Business suite
• Associating job roles with the basic sales flow
• Describing customer types
• Describing the lead to order process
• Understanding the sales cycle in Oracle Sales

Overview of Sales Products

• Describe Oracle sales products like Sales, Telesales, Quoting, Proposals, Territory Manager, iStore, Incentive Compensation, and Sales Offline
• Describe setups to make Oracle Telesales and Oracle Sales interoperable
• Explain the differences between Oracle Telesales and Oracle Sales
• Working with the Sales Dashboard
• List the mandatory dependencies

Sales Security

• Setting up Users
• Implementing Customer Access Security
• Implementing Sales Team Security
• Enabling Multiple-Organization Access

Oracle Telesales

• Setting Up Universal Work Queue
• Setting Scripting Profile Options
• Setting up Interaction Tracking and Wrap-up

Leads Management

• Setting up the Qualification Engine
• Setting up the Rating Engine
• Setting up Channel Selection Engine

Opportunity Management

• Setting Up Competitor Information
• Creating Win Probabilities
• Setting Up Sales Stages
• Setting Up Sales Coaches
• Setting Up Sales Methodologies
• Viewing Opportunity History
• Creating a quote from an Opportunity

Forecasting

• Setting up Forecast Categories
• Setting up Forecast Category Mappings
• Using a Sales Methodology
• Forecasting as a Sales Manager
• Creating and Updating Forecasts

Sales Supplements in Oracle Sales

• Setting Up Account Plans using Sales supplements
• Setting Up Strategic Information using Sales Supplements

Territories

• Implementing Territory Manager
• Setting Up Territory Alignment
• Using Territory Manager to set up Sales Territories
• Mapping Named Accounts
• Running the Territory Assignment Program

Proposals

• Understanding the Elements of a Proposal
• Defining Quoting and Proposal Dynamic Fields
• Setting up Proposal Components
• Setting Up RTF Files
• Setting Up Proposal Templates

Quoting with Sales Contracts and Incentive Compensation

• Setting up Quote Status and Transitions
• Setting up Quoting Parameters
• Setting up Defaulting Rules
• Setting up Sales Contracts
• Setting up Incentive Compensation

Sales Offline and Sales for Handhelds

• Setting Up Connected Browser Functionality
• Setting Up Outlook Integration
• Understanding Synchronization Types and Process States
• Downloading Data, Resolving Conflicts

OA Framework Personalization in Oracle Sales

• Personalizing the Sales Dashboard
• Personalizing the Opportunity Page

Opportunity Reports

• Setting Up Opportunity Reports
• Viewing various Opportunity Reports

Appendix: Product Catalog

• Describing a Product Catalog
• Adding an Inventory Item

Course Objectives

• Create Employees and Users, Import Resources, and assign roles and responsibilities to users
• Understand implementation steps required to set up sales products
• Describe integration points between Oracle Sales and Oracle Marketing applications
• Understand Global Address formatting
• Understand Oracle Sales related personalization features available in OA Framework
• Create proposals for leads, opportunities or quotes
• Understand iStore's shopping cart and ordering functionality and other key features
• Understand features of Oracle's sales applications
• Create leads and convert them into opportunities
• Create opportunities and convert them into quotes
• Describe Campaign Flows, schedules and target groups
• Under geographic territories and named territories, set up in Territory Manager
• Explain the Basic Sales Flow
• Set up common components, such as Notes, Tasks and Calendars
• Describe the Lead to Order Process
• Create Customers and Contacts using Oracle trading Community Architecture model