R12 Oracle Sales Fundamentals 

What you will learn:

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

Audience:

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

Prerequisites:

Required Prerequisites:

• R12 Oracle E-Business Suite Essentials for Implementers

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

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