R12 Oracle Sales Fundamentals (D48123) – Outline
Detailed Course Outline
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
