Fusion Applications: CRM

Base Sales Implementation

Student Guide Volume 2

D75477GC10
Edition 1.0
June 2012
D77356

Authors
Carmen Myrick
Peggy Larson
Mason Rick Stober
Gowri Sudhindra
Jiri Weiss
Judy Wood
Technical C ontributors and
Reviewers
Josephine C assidy
Partha G. Ghosh
Kavita Mittal
Padmaja Varanasi

Copyright 2012, Oracle and/or it affiliates. All rights reserved.

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CONTENTS
Lesson 1:

Course Overview .........................................................1

Course Overview Objectives ........................................................................ 2

Course Assumptions and Prerequisites .......................................................... 3
Course Approach ........................................................................................ 4
Base Sales Implementation Key Concepts ................................................... 5
Base Sales Hands-On Activities .................................................................. 6
Fusion Implementation Resources .............................................................. 7
Course Agenda .......................................................................................... 8
Course Agenda - Day 1 ............................................................................. 9
Course Agenda - Day 2 ........................................................................... 10
Course Agenda - Day 3 ........................................................................... 11
Course Agenda - Day 4 ........................................................................... 12
Course Agenda - Day 5 ........................................................................... 13
Course Overview Highlights ....................................................................... 14

Lesson 2:

Introducing Oracle Fusion Applications .....................15

Introducing Oracle Fusion Applications Objectives ........................................

Oracle Fusion Applications Overview ...........................................................
Oracle Fusion ........................................................................................
Fusion Applications ..............................................................................
Why Fusion? ..........................................................................................
Advantages of a Role-Based, Standards-Based Application ........................
The Proper Tools for the Task ................................................................
Fusion Architecture: Overview .................................................................
Fusion Architecture: Details ..................................................................
Fusion CRM ...........................................................................................
Sales Planning .....................................................................................
Sales Prospecting ................................................................................
Sales Productivity ................................................................................
Foundational Applications .....................................................................
Fusion CRM: The User Interface ...............................................................
Fusion CRM: The Applications ..................................................................
Fusion CRM: Additional Functionality ........................................................
Getting to Know the Fusion User Interface ...................................................
User Interface Regions: Global Area .........................................................
User Interface Regions: Global Area: Details ...........................................
User Interface Regions: Regional Area ......................................................
User Interface Regions: Regional Area: Details ........................................
User Interface Regions: Local Area ...........................................................
User Interface Regions: Contextual Area ...................................................
User Interface Regions: Contextual Area: Details .....................................
Navigator ..............................................................................................
Toolbars ...............................................................................................
Oracle Fusion Applications Help Overview ....................................................
Contextual Help .....................................................................................
User Assistance Popups (UAP) ...............................................................
Embedded Help Text ............................................................................
Online Help ...........................................................................................
Introducing Oracle Fusion Applications Highlights .........................................

Lesson 3:

16
17
17
18
19
20
21
22
23
25
26
27
28
29
30
31
32
33
34
35
36
37
38
39
40
41
42
43
44
45
47
48
50

Exploring Sales Features for Business Users .............51

Exploring Sales Features for Business Users Objectives .................................

Fusion CRM Suite of Modular Applications ....................................................
Fusion Sales Applications Overview ..........................................................
Gain Instant Visibility with Fusion CRM .....................................................
Sales Dashboard ..................................................................................

52
53
54
55
56

One-Stop Landing Page.. 57

Business Intelligence Reports One-Stop Landing Page. 58
Productivity Tools. 59
Drill Down into Transactional Data. 60
Contextual Actions (Page 1 of 2). 61
Contextual Actions (Page 2 of 2) ....62
Real-Time Forecasting. 63
Forecasting for Sales Managers and Representatives.. 64
Opportunities and Forecasting.. 65
Maximize Sales Pipeline with Fusion CRM .................................................. 66
Comprehensive Customer Center ........................................................... 67
Customer Center Overview.. 68
Customer Center - It's Everywhere.. 69
Lead Management ............................................................................... 70
Sales and Marketing Teams Work Together.. 71
Browse Sales Catalogs.......................................................................... 73
Opportunity Lifecycle Support................................................................ 74
Deliver Pervasive Coaching with Fusion CRM ............................................. 75
Sales Methodology and Sales Coaching ................................................... 76
Sales Methodology.. 77
Collaborate with Activity Streams .......................................................... 78
Drive Team Alignment with Fusion CRM .................................................... 79
Territory Management .......................................................................... 80
Territories as a Common Component...................................................... 81
Exploring Sales Features for Business Users Highlights ................................. 82

Lesson 4:

Introducing Functional Setup Manager .....................83

Introducing Functional Setup Manager Objectives.........................................

Functional Setup Manager Overview ...........................................................
Gathering Implementation Requirements for Offerings ................................
Functional Setup Manager Terminology .....................................................
Using the Getting Started Page ................................................................
FSM Reports and Documents ...................................................................
Your Implementation Project .....................................................................
Understanding the Implementation Project Page ........................................
Understanding the Implementation Project Page Details ...........................
Adding Resources to an Implementation Project and Assigning Tasks ...........
Tracking Implementation Project Status ....................................................
Viewing Assigned Implementation Projects and Tasks .................................
Searching for Implementation Tasks ...........................................................
Introducing Functional Setup Manager Highlights .........................................

Lesson 5:

84
85
86
87
88
89
91
92
93
94
95
96
98
99

Introducing CRM Sales Security ..............................101

Introducing CRM Sales Security Objectives ................................................. 102

Assumptions and Prerequisites for this Lesson ............................................ 103
Oracle Fusion Applications Security Overview ............................................. 104
Oracle Fusion Applications Security Overview: Details................................ 105
Functional and Data Security .................................................................. 106
Two Kinds of Security .......................................................................... 107
Functional and Data Security: Details .................................................... 108
Job Roles and Abstract Roles .................................................................. 109
Job Roles and Abstract Roles: Details .................................................... 110
Data Security Based on Application Logic ................................................. 111
Data Security Based on Application Logic: Details ................................... 112
Special Access ...................................................................................... 114
Where to Obtain More Information .......................................................... 115
Sales User Roles ..................................................................................... 116
Sales Business Roles: Details ................................................................. 117
Sales Implementation Roles ................................................................... 119

ii

Creating Users ........................................................................................ 120

Users and Organization Hierarchy ........................................................... 121
Building the InFusion Resource Management and Organization Hierarchies ... 123
Creating Resource Organizations ............................................................. 125
Resource Directory ................................................................................ 127
Create User Interface .............................................................................. 128
Personal Details .................................................................................... 129
User Details ......................................................................................... 130
Employment Information ....................................................................... 131
Resource Information ............................................................................ 132
Roles ................................................................................................... 133
What Does Autoprovisioning Provision? .................................................... 134
Demonstration: Creating User ................................................................ 135
Creating Users Quiz ................................................................................. 138
Creating Users: Quiz 1 ........................................................................... 139
Creating Users: Quiz 2 ........................................................................... 140
Creating Users: Quiz 3 ........................................................................... 141
Creating Users: Quiz 4 ........................................................................... 142
Instructor Note: Creating User Quiz Answers ............................................ 143
Oracle Fusion CRM Security Basics Quiz ..................................................... 144
Security Basics: Quiz 1 .......................................................................... 145
Security Basics: Quiz 2 .......................................................................... 146
Security Basics: Quiz 3 .......................................................................... 147
Security Basics: Quiz 4 .......................................................................... 148
Security Basics: Quiz 5 .......................................................................... 149
Instructor Note: Security Basics Quiz Answers .......................................... 150
Introducing CRM Sales Security Highlights.................................................. 151

Lesson 6:

Defining Sales Catalogs ...........................................153

Defining Sales Catalogs Objectives ............................................................ 154

Implementation Tasks for Sales Catalogs ................................................... 155
Sales Catalogs Overview .......................................................................... 156
Sales Catalog Details ............................................................................. 157
Rollup Catalog Overview .......................................................................... 158
Rollup Catalog Details ............................................................................ 159
Sales Catalog Creation and Usage Overview ............................................... 160
Sales Catalog Creation and Usage: Details ............................................... 161
How Sales Catalog is Used in Oracle Fusion Sales ........................................ 163
How Sales Catalog is Used in Oracle Fusion Sales: Details .......................... 164
Sales Catalog within Opportunity Management and Lead Management ...... 165
Do I Need to Create Products? .................................................................. 166
Creating Products.................................................................................. 167
Creating Products - Steps .................................................................... 168
Demonstration: Creating Products ........................................................ 171
Case Study: UV Power Servers Catalog for Infusion ..................................... 174
Instructor Note: Creating a Catalog Demonstration ..................................... 175
Demonstration: Creating a Sales Catalog ................................................. 176
Setting Up Your Catalog Tasks: Details .................................................... 183
Manage Product Groups User Interface ...................................................... 184
Manage Product Groups User Interface: Details ........................................ 185
Create Product Group User Interface ......................................................... 187
Create Product Group User Interface: Details ........................................... 188
Manage Product Group Usage User Interface .............................................. 190
Manage Product Group Usage User Interface: Details ................................ 191
Defining Sales Catalogs: Quiz ................................................................... 193
Defining Sales Catalogs: Quiz 1 .............................................................. 194
Defining Sales Catalogs: Quiz 2 .............................................................. 195
Defining Sales Catalogs: Quiz 3 .............................................................. 196
Defining Sales Catalogs: Quiz 4 .............................................................. 197

iii

Defining Sales Catalogs Highlights ............................................................. 198

Lesson 7:

Defining Sales Territories ........................................199

Defining Sales Territories Objectives .......................................................... 200

Oracle Fusion Territory Management Overview............................................ 201
Territory Overview ................................................................................ 201
Dimensions Overview ............................................................................ 202
Dimensions ........................................................................................ 203
Territories Required ................................................................................. 204
Implementation Overview ........................................................................ 205
Implementation Tasks for Territory Management ...................................... 206
Data Sources for Territories ...................................................................... 207
Defining Geographies............................................................................... 208
Geography Structure ............................................................................. 209
Geography Hierarchy ............................................................................. 210
Manage Territory Geography in the Territory Source Data ............................ 211
Territory Source Data (Revisited) ............................................................ 212
Geography Dimension ........................................................................... 213
Geography Zones ............................................................................... 215
Territory Zone Hierarchy ........................................................................ 216
Identify Visible Members .......................................................................... 217
Dimension Members .............................................................................. 217
Availability of Dimension Members .......................................................... 218
Visibility Example................................................................................ 219
Dimensions and Dimension Members .................................................... 220
Setting Visibility .................................................................................... 221
Demonstration: Identify Visible Members ............................................... 222
Enable Dimensions ................................................................................ 225
Decisions for Enabling ......................................................................... 226
Decisions for Enabling: Examples 227
Metrics for Analytics .............................................................................. 228
Demonstration: Enable Dimensions and Metrics ........................................ 229
Administration Examples ........................................................................ 233
Territory Administration ......................................................................... 234
Purpose of Staging ................................................................................ 235
Staging Concepts .................................................................................. 236
Synchronization Steps ........................................................................... 237
Synchronization .................................................................................. 238
Running Reassignment Processes ............................................................ 239
Additional Configuration ........................................................................... 240
Define Territory Lookups ........................................................................ 240
Default Proposal Owner ......................................................................... 241
Schedule Processes ............................................................................... 242
Verify Your Setup .................................................................................... 243
Territory Hierarchy ................................................................................ 244
Preparing to Define Territories ................................................................ 245
Creating Territory Proposals ................................................................... 246
Using Territory Proposals ..................................................................... 248
Territory Proposals ................................................................................ 249
Defining Sales Territories Quiz .................................................................. 250
Territories Quiz 1 .................................................................................. 251
Territories Quiz 2 .................................................................................. 252
Territories Quiz 3 .................................................................................. 253
Territories Quiz 4 .................................................................................. 254
Instructor Note: Territories Quiz Answers ................................................. 255
Defining Sales Territories Highlights .......................................................... 256

Lesson 8:

Defining Assignment Manager .................................257

Defining Assignment Manager Objectives ................................................... 258

iv

Assignment Overview .............................................................................. 259

Assignment Overview: Details ................................................................ 260
Assignment Types Overview ..................................................................... 261
Assignment Types: Details ..................................................................... 262
Types of Assignment Objects .................................................................... 264
Types of Assignment Objects: Details ...................................................... 265
Assignment Types and Objects Matrix...................................................... 267
Territory-Based Assignment Overview........................................................ 268
Territory-Based Example 1 ..................................................................... 269
Territory-Based Example 2 ..................................................................... 270
Territory-Based Examples: Details ........................................................ 271
Assignment Object Attributes and Territory Dimensions Overview ................. 272
Assignment Objects and Territory Dimensions Work Together..................... 273
Invoking Assignment ............................................................................... 274
Invoking Assignment: Details ................................................................. 275
Assignment Tasks in FSM ......................................................................... 277
Assignment Objects Page ......................................................................... 278
Accessing the Assignment Objects Page ................................................... 279
Example: Customer Center Assignment Objects Page ................................ 280
Assignment Objects Page: Details ........................................................... 281
Rule-Based Assignment Overview.............................................................. 283
Rule-Based Assignment: Details.............................................................. 284
Assignment Profile Options ....................................................................... 285
Common Applications Assignment Profile Options...................................... 286
Additional Assignment Implementation Information ..................................... 287
Assignment Manager Quiz ........................................................................ 288
Assignment Manager Quiz: Question 1 ..................................................... 289
Assignment Manager Quiz: Question 2 ..................................................... 290
Assignment Manager Quiz: Question 3 ..................................................... 291
Instructor Note: Assignment Manager Quiz Answers .................................. 292
Defining Assignment Manager Highlights .................................................... 293

Lesson 9: Defining Calendar, Tasks, and Other Common Features295

Defining Calendar, Tasks, and Other Common Features Objectives ................ 296
Overview of Calendar, Tasks, and Other Common Features .......................... 297
Calendars and Appointments Overview ...................................................... 299
Calendars and Appointments Overview: Details ........................................ 300
Managing Appointments......................................................................... 301
CRM Calendar Profile Option ................................................................... 303
Appointment Implementation Tasks ........................................................ 304
Interactions Overview .............................................................................. 305
Interactions Overview: Details ................................................................ 306
Interactions Lookups ............................................................................. 307
Notes Overview....................................................................................... 308
Notes Implementation Tasks .................................................................. 309
Note Types Implementation Tasks........................................................... 310
Note Type Mappings Implementation Tasks .............................................. 312
Notes Lookups ...................................................................................... 314
Tasks Overview ....................................................................................... 315
Tasks Overview: Details ......................................................................... 316
Creating Tasks ...................................................................................... 318
Tasks Implementation Tasks .................................................................. 319
Task Templates Overview ...................................................................... 320
Setting up Task Templates ..................................................................... 321
Configuring Activity Streams..................................................................... 322
Defining Calendar, Tasks, and Other Common Features Objectives Highlights . 323

Lesson 10:

Defining Assessment Templates .............................325

Defining Assessment Templates Objectives ................................................ 326

Assessments Overview............................................................................. 327

Assessments Overview: Details............................................................... 328
Assessment Templates Components .......................................................... 329
Assessment Templates Components: Details ............................................ 330
How Assessment Templates Components Fit Together ................................. 332
How Assessment Templates Fit Together: Details ...................................... 333
Recommending Task Templates ................................................................ 335
Recommending Task Templates: Details .................................................. 336
Assessment Implementation Tasks ............................................................ 337
Assessment Implementation Tasks: Details .............................................. 338
Defining Assessment Templates Highlights ................................................. 339

Lesson 11:

Defining Customer Center ......................................341

Defining Customer Center Objectives ......................................................... 342

Customer Center Terminology................................................................... 343
Implementation Tasks for Customer Center ................................................ 344
Implementation Tasks for Customer Center: Details .................................. 345
Customer Center Trees Overview .............................................................. 346
Customer Center Trees: Details .............................................................. 347
Customer Center Tree Types .................................................................. 348
Setting Up Customer Center Trees ............................................................ 349
Setting up Trees: Details ....................................................................... 350
Managing the Customer Tree .................................................................... 351
Demonstration: Editing a Customer Center Tree ....................................... 352
Other Customer Center Tree Nodes ........................................................... 353
Customer Center Profile Options ............................................................... 354
Configuring Assignment for Customer Center .............................................. 356
Customer Center Assignment Profile Options ............................................ 357
Demonstration: Running Territory Assignment Batch Process ..................... 358
Manage Customer Center Lookups............................................................. 361
Resource Function Lookup ...................................................................... 362
Other Fusion Common Lookups .............................................................. 363
Defining Customer Center Highlights ......................................................... 364

Lesson 12:

Defining Lead Management ....................................365

Defining Lead Management Objectives ....................................................... 366

Implementation Tasks for Lead Management .............................................. 367
Configuring Assignment for Lead Management ............................................ 368
Setting up Lead Assignment Rules........................................................... 369
Lead Scoring Overview .......................................................................... 370
Lead Scoring Rules: Example ............................................................... 371
Demonstration: Creating Scoring Rules: Budget Pending ......................... 372
Lead Ranking Rules ............................................................................... 376
Running Lead Assignment Process .......................................................... 377
Lead Management Assignment Profile Options .......................................... 378
Lead Assignment: Quiz .......................................................................... 379
Sales Lead Profile Options and Lookups ...................................................... 380
Lead Lookup Example ............................................................................ 381
Demonstration: Changing the Lookup Values for Lead Rank ....................... 382

Lesson 13:

Introducing Opportunity Management ...................387

Introducing Opportunity Management Objectives ........................................ 388

Opportunity Management Overview ........................................................... 389
Opportunity Lifecycle Support ................................................................. 390
Fusion Security Model ............................................................................ 392
Sales Methodology ................................................................................ 393
Sales Coach ......................................................................................... 394
Revenue Model ..................................................................................... 395
Sales Team Assignment ......................................................................... 396
Sales Credit Allocation ........................................................................... 397

vi

Forecasting Integration .......................................................................... 398

Assessments ........................................................................................ 399
Business Intelligence ............................................................................. 400
Social Collaboration ............................................................................... 401
Opportunity Landing Page ........................................................................ 402
Creating and Editing Opportunities ............................................................ 403
Implementation Tasks for Opportunity Management .................................... 405
Introducing Opportunity Management Highlights ......................................... 407

Lesson 14:

Defining Sales Methods and Sales Stages ...............409

Defining Sales Methods Objectives ............................................................ 410

Sales Methods and Sales Stages Overview ................................................. 411
Sales Methods and Sales Stages Overview: Details ................................... 412
Predefined Sales Methods ......................................................................... 413
Opportunity-Level Sales Methods Supported ............................................... 414
Sales Methods Task List in FSM ................................................................. 415
Editing Sales Methods .............................................................................. 416
Editing Sales Methods: Details ................................................................ 417
Configuring Sales Stages .......................................................................... 419
Configuring Sales Stages Details ............................................................. 420
Creating Process Steps in a Sales Stage ................................................... 423
Adding Recommended Documents to a Sales Stage ................................... 424
Adding Task Templates to a Sales Stage .................................................. 425
Adding Task Templates to a Sales Stage Details........................................ 426
Adding Assessment Templates to a Sales Stage ........................................ 427
Adding Assessment Templates to a Sales Stage: Details ............................ 428
Demonstration Overview: Create Sales Method, Stages, and Opportunity....... 429
Demonstration: Create Sales Methods, Stages, and Opportunity ................... 430
Sales Method Default Profile Option ........................................................... 433
Defining Sales Methods Highlights ............................................................. 434

Lesson 15:

Defining Sales Coach ..............................................435

Defining Sales Coach Objectives................................................................ 436

Sales Coach Overview .............................................................................. 437
Using Sales Coach ................................................................................. 438
Deploying Sales Coach from Actions Menu ............................................... 439
View Sales Coach in Contextual Area ....................................................... 440
Process Steps Display in Opportunities .................................................... 441
Creating Process Steps in a Sales Stage ................................................... 443
Recommended Documents Display in Opportunities................................... 444
Adding Recommended Documents to a Sales Stage ................................... 445
Task Templates Display in Opportunities .................................................. 446
Adding Task Templates to a Sales Stage .................................................. 447
Assessment Templates Display in Opportunities ........................................ 449
Adding Assessment Templates to a Sales Stage ........................................ 450
Required Fields ..................................................................................... 452
Demonstration: Confirm Sales Coach ......................................................... 453
Defining Sales Coach Highlights ................................................................ 456

Lesson 16:

Understanding Opportunity Revenue ......................457

Understanding Opportunity Revenue Objectives .......................................... 458

Opportunity Revenue Overview ................................................................. 459
Typical Sales Representative Tasks for Revenue .......................................... 460
Opportunity Revenue User Interface .......................................................... 461
Behavior of Revenue Fields ....................................................................... 462
Product Selection in Revenue Items Region ................................................ 464
Product Selection in Revenue Items Region: Details .................................. 465
Recurring Revenue Overview .................................................................... 467
Recurring Revenue: Details .................................................................... 468
Recurring Revenue Implementation Considerations ................................... 470

vii

Status Category Configuration and Rollup of Revenue Sum .......................... 471

Synchronization of Opportunity and Revenue Line Attributes ........................ 473
Revenue Line Syncing with Opportunity Win Probability: Example ............... 474
Revenue Types ....................................................................................... 475
Opportunity Revenue Implementation Considerations .................................. 476
Understanding Opportunity Revenue Highlights ........................................... 477

Lesson 17: Configuring Assignment for Opportunity Management479

Understanding Assignment in Opportunities Objectives ................................ 480
Opportunity Assignment Overview ............................................................. 481
Types of Opportunity Assignment .............................................................. 482
Opportunity Assignment Methods .............................................................. 485
On Demand Assignment ........................................................................ 486
Batch Assignment ................................................................................. 487
Batch Assignment Processes................................................................... 488
Additional Opportunity Assignment Options ................................................ 489
New or Saved Opportunity or Converted Opportunity ................................ 490
Manual (Ad Hoc) Assignment .................................................................. 492
Sales Credit Allocation ........................................................................... 493
Territory Proposal Activation................................................................... 494
Recommended Resources ...................................................................... 495
Implementation Considerations ................................................................. 497
Opportunity Assignment Profile Options ..................................................... 498
Opportunity Assignment Objects ............................................................... 499
Opportunity Assignment Rules .................................................................. 501
Assignment Rules for Resources.............................................................. 502
Opportunity Assignment Rule Sets ........................................................ 503
Opportunity Assignment Rules .............................................................. 504
Demonstration: Opportunity Rule ......................................................... 505
Opportunity Assignment Quiz: Question 1 ................................................ 511
Opportunity Assignment Quiz: Question 2 ................................................ 512
Opportunity Assignment Quiz: Question 3 ................................................ 513
Instructor Note: Opportunity Assignment Quiz Answers ............................. 514
Understanding Assignment in Opportunities Highlights ................................. 515

Lesson 18:

Understanding Sales Credits in Opportunities ........517

Understanding Sales Credits in Opportunities Objectives .............................. 518

Sales Credits Overview ............................................................................ 519
Sales Credit: Automatic or Manual .......................................................... 520
Sales Credit Flow and Forecast Territories ................................................ 521
Allocating Revenue Sales Credit ................................................................ 522
Allocating Revenue Sales Credit: Details .................................................. 523
Allocating Nonrevenue Sales Credit ........................................................... 524
Allocating Nonrevenue Sales Credit: Details ............................................. 525
Default Forecast Territory: Details ............................................................. 526
Default Credit Recipient: Details................................................................ 528
Sales Credits Quiz ................................................................................... 530
Sales Credits Quiz: Question 1 ................................................................ 531
Sales Credits Quiz: Question 2 ................................................................ 532
Sales Credits Quiz: Question 3 ................................................................ 533
Instructor Note: Sales Credits Quiz Answers ............................................. 534
Understanding Sales Credits in Opportunities Highlights ............................... 535

Lesson 19:

Understanding Opportunity Data Security ..............537

Understanding Opportunity Data Security Objectives ................................... 538

Opportunity Data Security Overview .......................................................... 539
Opportunity Data Security Model ............................................................... 541
Opportunity Data Security Model: Details ................................................. 542
Team Selling Access Control Policies Overview ............................................ 543
Team Selling Access Control Policies: Details ............................................ 544

viii

Opportunity Team Selling ....................................................................... 545

Opportunity Team Access Levels ........................................................... 546
Opportunity Team Access Levels: Details. 547
Default Access Level Profile Option 548
Opportunity Duty Roles in Opportunity Team Selling ............................... 549
Account Team Selling ............................................................................ 550
Account Team Selling: Details .............................................................. 551
Opportunity Duty Roles in Account Team Selling ..................................... 552
Territory Team Selling ........................................................................... 553
Territory Team Selling: Details ............................................................. 554
Opportunity Duty Roles in Territory Team Selling .................................... 555
Administrators Access Control Policy........................................................ 556
Opportunity Duty Roles for Administrators ............................................. 557
Data and Function Privileges ..................................................................... 558
Duty Roles and Privileges: Details ........................................................... 559
Sales Job Role Duty Assignments ............................................................ 560
Opportunity Data Privileges List .............................................................. 561
Opportunity Function Privileges List ......................................................... 562
Understanding Opportunity Data Security Highlights .................................... 563

Lesson 20:

Defining Forecasting ..............................................565

Defining Forecasting Objectives ................................................................ 566

Implementation Tasks for Forecasting ........................................................ 567
Forecasting Life Cycle .............................................................................. 568
Life Cycle Information............................................................................ 569
Forecast Decisions ................................................................................... 570
Select Forecasting Options ....................................................................... 571
Opportunity Requirement ....................................................................... 572
Forecast Period Parameters .................................................................... 573
Parameters Description ....................................................................... 574
Unadjusted Forecast Criteria .................................................................. 575
Extending Unadjusted Forecast Criteria ................................................. 576
Forecast Tips ........................................................................................ 577
Demonstration: Select Forecasting Options .............................................. 578
Define Forecasting Lookups ...................................................................... 582
Forecast Adjustment Reason .................................................................. 583
Embedded Graphs ................................................................................... 584
Configuring Graphs ............................................................................... 585
Forecasting Configuration Steps ................................................................ 587
Forecasting Quiz ..................................................................................... 588
Forecasting Quiz 1 ................................................................................ 589
Forecasting Quiz 2 ................................................................................ 590
Instructor Note: Forecasting Quiz Answers ............................................... 591
Defining Forecasting Highlights ................................................................. 592

Lesson 21:

Defining Sales Competitors ....................................593

Defining Sales Competitors Objectives ....................................................... 594

Competitors Overview.............................................................................. 595
Competitor Information ......................................................................... 596
Competitor Products .............................................................................. 598
Competitive Landscape .......................................................................... 599
Competitors in Opportunities and Revenue Items ...................................... 600
Social Collaboration ............................................................................... 601
Implementation Considerations ................................................................. 602
Activity Overview: Create Competitor ........................................................ 604
Activity: Create Competitor ...................................................................... 605
Defining Sales Competitors Highlights ........................................................ 606

Lesson 22:

Defining Sales References ......................................607

Defining Sales References Objectives ......................................................... 608

ix

Sales References Main Components ........................................................... 609

Sales References Main Components: Details ............................................. 610
Sales References in Opportunities ............................................................. 612
Opportunity References Tab ................................................................... 613
Opportunity References Recommendations Bin ......................................... 614
References Implementation Considerations ................................................ 615
References Implementation Considerations: Details .................................. 616
User Security in References UI................................................................ 618
Demo: Create Reference Customer............................................................ 619
Define Sales References Highlights ............................................................ 620

Lesson 23:

Defining Opportunity Close Behavior ......................621

Defining Opportunity Close Behavior Objectives .......................................... 622

Overview of Closing Opportunities ............................................................. 623
Closing Opportunities Using the Close Action ............................................ 625
Closing Opportunities by Changing Status ................................................ 626
Opportunity and Revenue Line Status Updates ............................................ 627
Benefits of Dedicated Opportunity Close Page ............................................. 628
Close Opportunity Implementation Considerations ....................................... 629
Defining Opportunity Close Behavior Highlights ........................................... 630

Lesson 24:

Personalizing the Sales Dashboard .........................631

Personalizing the Sales Dashboard Objectives ............................................. 632

Setting up the Sales Dashboard ................................................................ 633
Dashboard Relies on Oracle Composer ..................................................... 634
Customizing the Sales Dashboard ........................................................... 635
Personalizing the Sales Dashboard .......................................................... 636
Personalizing the Sales Dashboard Highlights ............................................. 637

Lesson 25:

Introducing Oracle Fusion CRM for Microsoft Outlook639

Introducing Oracle Fusion for Microsoft Outlook Objectives ........................... 640

Oracle Fusion CRM for Microsoft Outlook Overview ...................................... 641
Implementing Oracle Fusion CRM for Microsoft Outlook: Overview................. 645
Demonstration Overview: Installing Oracle Fusion CRM for Microsoft Outlook
on a Laptop or PC .................................................................................. 649
Demonstration: Installing Oracle Fusion CRM for Microsoft Outlook on a
Laptop or PC....................................................................................... 650
Demonstration: Setting Up Synchronization ............................................. 655
Introducing Oracle Fusion for Microsoft Outlook Highlights ........................... 659

Lesson 26:

Introducing Oracle Fusion Mobile Sales ..................661

Introducing Oracle Fusion Mobile Sales Objectives ....................................... 662

Oracle Fusion Mobile Sales Overview ......................................................... 663
Installing Oracle Fusion Mobile Sales ......................................................... 667
Implementing Oracle Fusion Mobile Sales ................................................... 668
Introducing Oracle Fusion Mobile Sales Highlights ....................................... 670