chapter 2 overview of sales products

Copyright © Oracle, 2007. All rights reserved.

Overview of Sales Products Chapter 2 -

Overview of Sales Products Chapter 2

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Overview of Sales Products




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Objectives




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Oracle Sales

Oracle Sales

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 salesperson’s 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 organization’s 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




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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


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




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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.

• Integrated product information

Oracle Sales enables you to add product information to leads and opportunities to track goods and/or services customers may want to purchase. Products added are defined and categorized in Oracle Inventory.

• Multiple Operating Unit access

Access to business objects across operating units are based on access rights, which include access 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 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.




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• 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.

• 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.

• Sales Coach

Oracle Sales provides functionality to help guide a sales representative through the sales methodology stage by creating a customer definable form. These forms capture information relevant to an organization's sales process in a structured format.




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Oracle Sales: Benefits

Oracle Sales: Benefits

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.




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Oracle TeleSales

Oracle TeleSales

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.




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• 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

Oracle Quoting

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.




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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

Oracle Proposals: Functional Overview

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.




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Oracle Territory Manager

Oracle Territory Manager

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 Sam’s sales group.




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Oracle Sales Contracts

Oracle Sales Contracts

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.




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Oracle iStore

Oracle iStore: Functional Overview

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 e-merchandising 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




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- 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

Oracle Incentive Compensation

Using Oracle Incentive Compensation, you can align your business’s 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




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Oracle Sales Offline

Oracle Sales Offline: Functional Overview

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 forecasts—disconnected 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.




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Oracle Sales for Handhelds

Oracle Sales for Handhelds

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.




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Sales Dashboard

Sales Dashboard

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.




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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

Mandatory Dependencies

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.




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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.

Oracle CRM Application Foundation The Oracle CRM Application Foundation offers a common platform for developing applications with HTML and Java. It also provides user-friendly screens for centralized setup and administration. Oracle Common Application Calendar Provides calendar, notes, and tasks information. It integrates with other Oracle CRM applications to provide and extend its functionality and is included in your general installation.




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Summary




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chapter 2 overview of sales products

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