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R12 Oracle nSales
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Fundamentals
a
e Ed 1: Student
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m t GuActivity Guide
oPractices

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D48123GC10
Edition 1.0
May 2007
D50219

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Copyright 2007, Oracle. All rights reserved.

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

This document contains proprietary information and is protected by copyright and other intellectual property laws. You may copy and
print this document solely for your own use in an Oracle training course. The document may not be modified or altered in any way.
Except where your use constitutes "fair use" under copyright law, you may not use, share, download, upload, copy, print, display,
perform, reproduce, publish, license, post, transmit, or distribute this document in whole or in part without the express authorization
of Oracle.

The information contained in this document is subject to change without notice. If you find any problems in the document, please
report them in writing to: Oracle University, 500 Oracle Parkway, Redwood Shores, California 94065 USA. This document is not
warranted to be error-free.
If this documentation is delivered to the United States Government or anyone using the documentation on behalf of the United
States Government, the following notice is applicable:
U.S. GOVERNMENT RIGHTS
The U.S. Governments rights to use, modify, reproduce, release, perform, display, or disclose these training materials are restricted
by the terms of the applicable Oracle license agreement and/or the applicable U.S. Government contract.
Oracle, JD Edwards, PeopleSoft, and Siebel are registered trademarks of Oracle Corporation and/or its affiliates. Other names may
be trademarks of their respective owners.

Authors
Krishna Subhaga, Judy Wood
Technical Contributors and Reviewers

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Donna Johnson, Robert Carini, Ralph Mock, Nuzhath Shereen
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Table of Contents
R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide ..................................................1-1
R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide......................................................1-3
Practice Create a Salesperson Automatically..........................................................................................1-4
Solution Create a Salesperson Automatically.........................................................................................1-7
Practice - Shortcuts Bin on the Sales Dashboard.......................................................................................1-11
Solution Shortcuts Bin on the Sales Dashboard......................................................................................1-12
Practice - Create a New Organization........................................................................................................1-13
Solution - Create a New Organization .......................................................................................................1-14
Practice - Create a New Contact ................................................................................................................1-16
Solution - Create a New Contact ...............................................................................................................1-17
Practice - Create a New Organization Using Oracle TeleSales .................................................................1-19
Solution - Create a New Organization Using Oracle TeleSales.................................................................1-20
Practice Define Resource Groups ...........................................................................................................1-22
Solution Define Resource Groups ..........................................................................................................1-23
Practice - Create a Lead.............................................................................................................................1-25
Solution Create a Lead............................................................................................................................1-26
Practice - Create an Opportunity From a Lead in TeleSales......................................................................1-28
Solution - Create an Opportunity From a Lead in TeleSales .....................................................................1-29
Practice - Create a Standalone Opportunity in Oracle Sales......................................................................1-30
Solution Create a Standalone Opportunity in Oracle Sales ....................................................................1-31
Practice - Setting Up Competitor Information...........................................................................................1-32
Solution Set Up Competitor Information................................................................................................1-33
Practice - Create a Forecast .......................................................................................................................1-35
Solution Create a Forecast ......................................................................................................................1-36
Practice - Add Territory Roles to Your User .............................................................................................1-38
Solution Add Territory Roles to Your User............................................................................................1-39
Practice - Creating Self-Service Named Account Territories ....................................................................1-40
Solution Creating Self-Service Named Account Territories...................................................................1-42
Practice - Set Up Proposal Components ....................................................................................................1-44
Solution Set Up Proposal Components...................................................................................................1-45
Practice - Set Up a Proposal Template ......................................................................................................1-46
Solution Create a Proposal Template......................................................................................................1-47
Practice - Generate a Proposal ...................................................................................................................1-48
Solution Generate a Proposal..................................................................................................................1-49
Practice - Create a Quote From an Opportunity in Oracle TeleSales ........................................................1-50
Solution Create a Quote From an Opportunity in Oracle TeleSales .......................................................1-51
Practice - Create a Quote from an Opportunity in Oracle Sales ................................................................1-53
Solution Create a Quote from an Opportunity in Oracle Sales ...............................................................1-54
Practice - Create a Quote Template ...........................................................................................................1-55
Solution Create a Quote Template..........................................................................................................1-56
Practice - Create a Standalone Quote.........................................................................................................1-57
Solution Create a Standalone Quote .......................................................................................................1-58
Practice - Version a Quote .........................................................................................................................1-59
Solution Version a Quote........................................................................................................................1-60
Practice - Configure a Quote .....................................................................................................................1-61
Solution Configure a Quote ....................................................................................................................1-62
Practice - Web Publish a Quote .................................................................................................................1-63
Solution Web Publish a Quote................................................................................................................1-64
Practice - Print a Quote..............................................................................................................................1-65
Solution Print a Quote ............................................................................................................................1-66
Practice - Submit a Quote for Approval ....................................................................................................1-67
Solution Submit a Quote for Approval ...................................................................................................1-68

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Practice - Personalize the Opportunity Page..............................................................................................1-69


Solution Personalize the Opportunity Page ............................................................................................1-70
Practice - View Opportunity Reports.........................................................................................................1-72
Solution View Opportunity Reports .......................................................................................................1-73

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Preface

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Profile

Before You Begin This Course

Working experience with implementing Oracle Sales products

Prerequisites
You must have a working knowledge of the following modules of the Oracle E-Business Suite
before you take this course:

Oracle Trading Community Architecture

Oracle Multiple Organizations

Oracle Marketing

Common CRM Components Calendar, Notes, Tasks

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How This Course Is Organized
m t Gu
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n lecture and hands-on exercises.
ilcoursedfeaturing
e
a
R12 Sales Fundamentals is an instructor-led
u
m sessions
t reinforce the concepts and skills introduced.
gpractice
S
Online demonstrations and written
@
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Related Publications
Oracle Publications

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Title

Part Number

Oracle Sales Implementation Guide

B25231-02

Oracle Sales User Guide

B25230-02

Oracle TeleSales Implementation Guide

B25228-03

Oracle TeleSales User Guide

B25229-01

Oracle Sales Offline Implementation Guide

B40042-01

Oracle Sales Offline User Guide

B40049-01

Oracle Sales for Handhelds Implementation Guide

B25170-01

Oracle Sales for Handhelds User Guide

B25169-01

s
n
a
r
-t
Oracle Quoting User Guide
B28003-03
n
o
a n B25112-02
Oracle Proposals Implementation Guide
s

ha uideB25111-02
Oracle Proposals User Guide
)
G B28361-04
om nt Guide
c

Oracle Leads Management Implementation and


Administration
l
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Additional Publications tfi@
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se
u
gedbulletins
System a
release
to
m
(
i
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L
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age Read-me files
Oracle Quoting Implementation Guide

International Oracle Users Group (IOUG) articles

Oracle Magazine

B28002-02

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Typographic Conventions

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Typographic Conventions in Text

Convention
Bold italic
Caps and
lowercase
Courier new,
case sensitive
(default is
lowercase)

Initial cap

Element
Glossary term (if
there is a glossary)
Buttons,
check boxes,
triggers,
windows
Code output,
directory names,
filenames,
passwords,
pathnames,
URLs,
user input,
usernames

Arrow
Brackets
Commas
Plus signs

Key combinations

Quotation
marks

d
age

fi
t
o
L

Uppercase

Click the Executable button.


Select the Cant Delete Card check box.
Assign a When-Validate-Item trigger to the ORD block.
Open the Master Schedule window.
Code output: debug.set (I, 300);
Directory: bin (DOS), $FMHOME (UNIX)
Filename: Locate the init.ora file.
Password: User tiger as your password.
Pathname: Open c:\my_docs\projects
URL: Go to http://www.oracle.com
User input: Enter 300
Username: Log on as scott
Customer address (but Oracle Payables)

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Do notisave
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For
further
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see Oracle7 Server SQL Language
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iuser_id@us.oracle.com,
tfi@ Enter
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Include a reusable module component and click Finish.
(m
Graphics labels
(unless the term is a
proper noun)
Emphasized words
and phrases,
titles of books and
courses,
variables
Interface elements
with long names
that have only
initial caps;
lesson and chapter
titles in crossreferences
SQL column
names, commands,
functions, schemas,
table names
Menu paths
Key names
Key sequences

Italic

Example
The algorithm inserts the new key.

This subject is covered in Unit II, Lesson 3, Working with


Objects.

Use the SELECT command to view information stored in the


LAST_NAME
column of the EMP table.
Select File > Save.
Press [Enter].
Press and release keys one at a time:
[Alternate], [F], [D]
Press and hold these keys simultaneously: [Ctrl]+[Alt]+[Del]

Copyright Oracle, 2007. All rights reserved.

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Typographic Conventions in Code

Convention
Caps and
lowercase
Lowercase

Element
Oracle Forms
triggers
Column names,
table names

Example
When-Validate-Item

Passwords

DROP USER scott


IDENTIFIED BY tiger;
OG_ACTIVATE_LAYER
(OG_GET_LAYER (prod_pie_layer))

SELECT last_name
FROM s_emp;

PL/SQL objects

Lowercase
italic
Uppercase

Syntax variables

CREATE ROLE role

SQL commands and SELECT userid


FROM emp;
functions

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Typographic Conventions in Oracle Application Navigation


-tra Paths

on
n
This course uses simplified navigation paths, such as the following
to direct you
a example,
s

a
e
through Oracle Applications.
) h Guid
m
o Queryn>tFind (B) Approve
c(M)
(N) Invoice > Entry > Invoice Batches Summary

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This simplified path translates to the
following:
@
i
f
ot se thi
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1. (N) From the Navigator
select Invoice then Entry then Invoice Batches
e window,
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Summary.
m
(
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otFrom the menu, select Query then Find.
2.d L
(M)
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3.

(B) Click the Approve button.

Notations:
(N) = Navigator
(M) = Menu
(T) = Tab
(B) = Button
(I) = Icon
(H) = Hyperlink
(ST) = Sub Tab
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Typographical Conventions in Oracle Application Help System Paths

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This course uses a navigation path convention to represent actions you perform to find
pertinent information in the Oracle Applications Help System.
The following help navigation path, for example
(Help) General Ledger > Journals > Enter Journals
represents the following sequence of actions:
1.

In the navigation frame of the help system window, expand the General Ledger entry.

2.

Under the General Ledger entry, expand Journals.

3.

Under Journals, select Enter Journals.

4.

Review the Enter Journals topic that appears in the document frame of the help system
window.

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R12 Oracle nSales
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Fundamentals
a
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oPractices

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Chapter 1 - Page 1

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Chapter 1 - Page 2

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R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity


Guide

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Practice Create a Salesperson Automatically

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Overview

In this practice, you use the resource import feature to create a salesperson automatically.
Business Scenario:
You are the resource administrator at Vision Company and want to create a salesperson
automatically through the Import Resource form. The salesperson number will be identical to the
employee number after creation.
To complete this practice, you need to perform the following tasks:
1.

Create employee resources in Oracle HRMS

ble
a
r
2. Create a user in System Administrator. Link the employee resource to the user.
fe
s
n
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3. Import the resource from Oracle HRMS into the Resource Manager
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Assumptions
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If you are not attending training atlan
Oracle
or authorized partner education
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i dApplications
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center, you must have accessm
toa
an Oracle
Vision
demonstration database
u
t
g
S
or comparable training
or test instance
@
s on which to complete this practice.
i
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dloto theuappropriate
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You have g
access
login page
a
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otYou
are using the user created in a previous practice, or have access to a user, that has
L
appropriate responsibility required to perform this exercise. User ebusiness /
d the
e
g
welcome
may be used for this practice.
a

The profile option JTFRS: Mode of Salesperson Number must be set to Employee
Number.

Tasks
Create an Employee Resource in Oracle HRMS

Using the US Super HRMS Manager responsibility, create an employee resource in


Oracle HRMS by entering your first name and last name. Record the employee ID.

Assign the job SAL600.Sales Representative

Ulrich, Mr. Jeffery is your supervisor

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Create a User and link the Employee Resource to the User

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Select the System Administrator responsibility and create a user. Link the employee resource
created in Oracle HRMS to the user. Add the following responsibilities:

CRM Administrator, Vision Enterprises

CRM HTML Administration

Oracle Sales Administrator

Oracle Trade Management User

Proposals Administrator

Proposals User

Quoting Sales Manager

Resource Self Service Administrator

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TeleSales Administrator

Territory Management

US Super HRMS Manager

Create a Salesperson by Importing the Resource


Using the CRM Administrator, Vision Enterprises responsibility, import the employee resource
created in Oracle HRMS into the Resource Manager and assign necessary sales related
information using the Import Resource forms. Record the resource number.
Add Roles and Resource Group Information
Enter the following roles:
Role Type: Sales
Role: Sales Representative
Role Type: Sales
Copyright Oracle, 2007. All rights reserved.

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Chapter 1 - Page 5

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Role: Sales Manager


Role Type: Telesales
Role: Telesales
Enter the following group information:
Name: Industry Accounts
Group Member Role Name: Sales Representative
Verify User Creation
Log into the HTML login page with the user created. Ensure the user has access to the
responsibilities assigned.

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Solution Create a Salesperson Automatically

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Create a Salesperson Automatically

Responsibility: US Super HRMS Manager


Create an Employee Resource in Oracle HRMS
1.

Login as ebusiness/welcome.

2.

On the Personal Home Page, select the US Super HRMS Manager responsibility, and go to
People and select Enter and Maintain.

3.

US Super HRMS Manager: People > Enter and Maintain > (B) New

Enter the employee information in the following fields:


Last Name: your last name
First Name: your first name
Gender: Select either Male or Female
Action: Create employment
Person Type: Employee
Social Security Number: Enter any number
Birthday: Enter your birthday

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4. Save your work.
tfi@ this
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5. Record the employee
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6. Click
otf(B) Assignment.
L
d
age7. Enter the following information in the Assignment window:
Organization: Vision Corporation
Job: SAL600.Sales Representative (click the Correction button)
Location: HR New York

8.

Click (T) Supervisor.

9.

Enter Ulrich, Mr. Jeffery as the supervisor.

10. Save your work and close the People windows.


Create a User and link the Employee Resource to the User
11. From the Navigator, switch responsibilities to the System Administrator responsibility and
navigate to the Security: User Define window.

System Administrator > Security: User > Define


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Chapter 1 - Page 7

12. Enter a username for yourself, for example, using the first initial and the last name or partial
last name.

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

13. Enter the password. You will need to enter it twice.


14. In the Person field, use the List of Values to select your employee name.
15. Click (T) Direct Responsibilities.
16. In the Responsibilities field, select Assign the following responsibilities that will be required
to execute future practices.

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CRM Administrator, Vision Enterprises

CRM HTML Administration

Oracle Sales Administrator

Proposals Administrator

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Resource Self Service Administrator
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Sales Administrator tfi@
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TeleSales Manager

TeleSales Administrator

Territory Management

US Super HRMS Manager

17. Save your work and close the form.


Create a Salesperson by Importing the Resource
18. From the Navigator, switch responsibilities to the CRM Administrator, Vision Enterprises
responsibility.
19. (N) Resource Manager > Maintain Resources > Import Resources

Copyright Oracle, 2007. All rights reserved.

R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide


Chapter 1 - Page 8

20. Verify that Employee is selected in the Resource Category field.


21. Enter the employee number you recorded earlier in the Employee Number field.

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

22. Click (B) Search.

The application populates the Category and Name fields in the Search Results section.
23. Select the check box next to the employee resource you entered earlier in the Search Results
window.
24. Click (B) Start Import to open the Set Resource Attributes window.
25. Enter the following information in the Salesperson region:
Create Sales People: Select the check box
Sales Credit Type: Quota Sales Credit
26. Click (B) OK.

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27. In the Review and Import Selected Resource window, click the Select
-t check box next to the
n
o
selected resource name.
an
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28. Click (B) Save Resource.
)
om nt G
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Click (B) OK when import verification
e is displayed.
ai tmessage
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S
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29. Click (B) Details to open
the
Resource
i
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ot se th
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uverify the Salesperson Number field displays the same number as
30. Go to (T) Receivables
ge tand
a
o
your employee
(m number that you recorded earlier.
i
f
t
o
LRecord
31.
the Resource Number that appears in the Resource window.
d
e
g
a
Add Roles and Resource Group Information

32. Enter the following information in the Roles tab:


Role Type: Sales
Role: Sales Representative (Note that the Member check box is selected.)
Role Type: Sales
Role: Sales Manager (Note that the Manager check box is selected.)
Role Type: Telesales
Role: Telesales Agent (Note that the Member check box is selected.)
33. Save your work.
34. Enter the following information in the Groups tab:
Name: Industry Accounts
Group Member Role Name: Sales Representative (Note that the Member check box
is selected.)
Copyright Oracle, 2007. All rights reserved.

R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide


Chapter 1 - Page 9

35. Save your work and close the forms. Logout.


Verify User Creation

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

36. To verify that the user setup is successful, perform the following:

Login to your Personal Home Page as the newly created user.

When the reset password screen is displayed, enter your current and new password and
save.

Select the Sales User responsibility, verify that the Sales Dashboard appears.

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Chapter 1 - Page 10

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Practice - Shortcuts Bin on the Sales Dashboard

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Overview
In this practice, you will explore the various links in the Shortcuts bin of the Oracle Sales
Dashboard.

Tasks
Work with the Shortcuts Bin on the Sales Dashboard
Login to Self Service Applications with the Sales User responsibility. The Sales Dashboard is
displayed. Explore the various links in the Shortcuts bin.

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Chapter 1 - Page 11

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Solution Shortcuts Bin on the Sales Dashboard

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Work with the Shortcuts Bin on the Sales Dashboard


Login: ljones/welcome, Responsibility: Sales User
1.

In the Shortcuts bin on the Sales Dashboard, click the Calendar link.

2.

On the Calendar page, explore the various view options Daily, Weekly and Monthly.

3.

Create an Appointment.

4.

To return to the Sales Dashboard, click the Sales Dashboard link on the page header.

5.

Click the other links and view details of objects such as Customers, Sales Campaigns,
Opportunities, and so on.

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Chapter 1 - Page 12

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Practice - Create a New Organization

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Overview
In this practice, you create a new organization in HTML using Oracle Sales.

Tasks
Create a new organization using Oracle Sales
Log into Oracle Sales with the Sales User responsibility. Create a New Organization.

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Chapter 1 - Page 13

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Solution - Create a New Organization

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Create a new organization using Oracle Sales

Responsibility: Sales User


1.

Login as ljones/welcome.

2.

(N) Responsibility: Sales User

3.

Navigate to the Customers page.

4.

(N) (L) Sales Dashboard > (L) Customers

Perform a simple search by querying the name as XX-New Organization.

Enter a partial customer name as XX.

Click (B) Go.

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Note:
s
a
e
h
d
i
)
ube empty.
mlist should
G
Since you have not created a customer yet,
the
o
t
c
il den
a
tu
5. Click (B) Create Organization.gm
S
fi@ this
t
o
l
The Create Customer
d pageuopens.
se
e
g
a
to
m
6. Enter the
following data:
(
i
otf Field Name
Value
L
d
XX-New Organization (XX being your terminal
age Customer
number in class)

Alias

NA

Web Site

http://xxneworg.com

Phone Country Code

Phone Area Code

617

Phone Number

555-1111

Country

United States

Address Line 1

123 Main Street

City

Boston

State

MA

Postal Code

02127

Status

Active (Default)
Copyright Oracle, 2007. All rights reserved.

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Chapter 1 - Page 14

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Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

7.

To select a purpose for the contacts address, click (B) Add Another Row.

8.

Select Bill To from the list of values (LOV).

9.

If you want to add Ship to and/or Marketing, etc., then click (B) Add Another Row.

10. Click (B) Apply and Create Another.


11. Repeat the steps above to create another customer called XX-Services, Inc.
Use similar address and phone information.

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Chapter 1 - Page 15

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Practice - Create a New Contact

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Overview
In this practice, you create a new contact in HTML using Oracle Sales.

Tasks
Create a new contact in Oracle Sales
Log into Oracle Sales with the Sales User responsibility. Create a new contact for the new
organization created in the previous lab.

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Chapter 1 - Page 16

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Solution - Create a New Contact

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Create a new contact in Oracle Sales


Responsibility: Sales User
1.

Login as ljones/welcome.

2.

(N) Responsibility: Sales User

3.

Navigate to the Customers page and search for the organization that you created in the
previous lab.

4.
5.
6.
7.

(N) Customers

Enter XX-New Organization in the Name field and click (B) Go.

From the search results, click (L) customer name.

8.

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Click (B) Create Contact.
i
)
m t Gu
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Enter the following data:
a
m Stu
g
Field Name
Value
@
s
i
i
f
ot seMr.th
Prefix
l
d
e
u XX-Paul (XX being your terminal number in class)
First Name ag
o
t
(m
i
f
Middle
Name
NA
t
Lo
In the Update Customer page, click (T) Contacts.

d Last Name

ge
a
M

XX-Henry

Email

paul.henry@gmail.com

Job Title

Technical Consultant

Country

United States

Address Line 1

321 Main Street

City

Ohio

State

OH

Postal Code

43011

Status

Active (Default)

To select a purpose for the contacts address, click (B) Add Another Row.

Select Bill To from the list of values (LOV).

Copyright Oracle, 2007. All rights reserved.

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Chapter 1 - Page 17

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You can add additional purposes also.

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

10. Click (B) Apply.

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Chapter 1 - Page 18

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Practice - Create a New Organization Using Oracle TeleSales

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Overview
In this practice, you will create a new Organization in Forms using Oracle TeleSales.

Tasks
Create a New Organization Using Oracle TeleSales
Log into the Oracle TeleSales application with a user that has TeleSales agent responsibility.
Create a New Organization.

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Chapter 1 - Page 19

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Solution - Create a New Organization Using Oracle TeleSales

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Create a New Organization Using Oracle TeleSales

Responsibility: TeleSales Agent


1.

Login as ebusiness/welcome.

2.

(N) Responsibility: TeleSales Agent

3.

Navigate to the eBusiness Center.

TeleSales Agent > eBusiness Center

4.

From the Party Type drop-down list, select Organization.

5.

Enter the organization name and other information:


Field Name

Value

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Phone Number
1-617-555-2345
a
e
h
d
i
)
Email
contact_us@rightco.com
m t Gu
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a
m Stu
6. Click (T) Address/Phone.
g
is
fi@ totenter
tDetails
h
o
l
7. Click (I) View Address
the address details.
e
d
s
e
u
Address Details
ag to
m
(
fi Country
Address
United States (default)
t
o
L
d Address 1
520 Broadway Avenue
age

9.

Organization Name

XX-Right Company, Inc.

City

Boston

County

Suffolk

State

MA

Postal Code

02127

Address 1

520 Broadway Avenue

Click (B) OK.

10. The window closes and the address appears in the Address field in a concatenated form.
11. Click (CB) Primary to make this the primary address for the organization.
12. Click Address Type and select Bill To.
13. Click Save on the toolbar.
Copyright Oracle, 2007. All rights reserved.

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Chapter 1 - Page 20

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Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

14. If the system profile option HZ: Enable Duplicate Prevention at Party Creation is set to
Yes, then the application checks for possible duplicate organizations in the database, and if
any are found, the Duplication Prevention: Organization window lists all existing
organizations that are similar to your new organization according to match rules set up by
your administrator.
If this window appears, you can do one of the following:
Click Use New Organization to create your new record.
Click Use Existing Organization to discard your new record without saving it and to
view the selected existing organization in the eBusiness Center.
Click Cancel to return to your entered information without saving so that you can
modify it.

15. When your new record successfully saves, you are ready to:

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Enter other phone numbers, e-mail addresses, and URLs for the organization.

Enter other details about the organization.

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Chapter 1 - Page 21

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Practice Define Resource Groups

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Overview
In this practice, you define resource groups.
Business Scenario:
The Sales Department of Vision Company has a need to create a new child group called
XX_Sales Account East for its XX_Sales Account. As a member of the implementation team, you
need to define these groups and parent-child relation information in Resource Manager.

Assumptions

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If you are not attending training at an Oracle University or authorized partner education
center, you must have access to an Oracle Applications Vision demonstration database
or comparable training or test instance on which to complete this practice.

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You are using the user created in a previous practice,
h
d
i
)
the appropriate responsibility requiredotom
perform G
thisuexercise or the instructor will
t
c
nof a user with the CRM Administrator,
provide you with the username a
and
ilpassword
e
d
u
Vision Enterprises responsibility
gm ssuchStas EBUSINESS/WELCOME.
@
i
f
thi XX in the practice with a unique identifier such as
otrecords,
l
When creatingdnew
replace
e
s(for instructor led training, this number will be assigned to
u
geor a number
your initials,
a
o
t
m
(
you).
This is necessary in order to create unique records within the database when
i
f
Lotperforming the practice.

You have access to the appropriate login page

d
geTasks
a
M

Define Resource Groups


Use your terminal number in place of XX.
You will define two groups and assign appropriate group member roles. You will also specify a
parent-child group relationship.

Group 1 (parent group): XX-Sales Accounts

Group 2 (child group): XX-Sales Account East

Copyright Oracle, 2007. All rights reserved.

R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide


Chapter 1 - Page 22

Solution Define Resource Groups

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Define Resource Groups


Responsibility: CRM Administrator, Vision Enterprises
1.

On the Personal Home Page, find the Resource Manager: Maintain Resources section and
select Groups.

2.

3.

Resource Manager: Maintain Resources > Groups

Enter the following information for Group1:


Name: XX-Sales Accounts
Description: XX-Sales Accounts

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In the Members tab, enter the following information:


Category: Employee
Number: This field populates automatically after selecting a resource name.
Name: Use the list of values to select yourself
Click (B) Member Roles to assign the following to the resource in this group:
Role Type: Sales
Role: Sales Representative
Role Type: Sales
Role: Sales Manager

Click (B) OK to close the Member Roles window.

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atab, assigntothe following information to the group:
On the Roles
m
(
i
f Role Type: Sales
Lot Role: Sales Manager

ged
a
M 5. On the Used In tab, select Sales and Telesales from the list of values for this group.
6.

Save your work and record the group number.

7.

Position your cursor in the Name field and select File > New to enter Group 2 information:
Name: XX-Sales Account East
Description: XX-Sales Account East

8.

In the Members tab, enter the following information:


Category: Employee
Number: This field populates automatically after selecting a resource name.
Name: Use the list of values to select your friend who you have created in an earlier
practice
Click (B) Member Roles to assign the following information to the resource in this
group:
Role Type: Sales
Copyright Oracle, 2007. All rights reserved.

R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide


Chapter 1 - Page 23

Role: Sales Representative

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

9.

In the Roles tab, assign the following information to the Group 2:


Role Type: Sales
Role: Sales Representative

10. In the Used In Application Areas tab, select Sales and Telesales from the list of values in the
Usage field.
11. Save your work and record this group number.
Specify Parent-child Group Relationship
12. In the Group 2, enter the following information in the Parent Groups tab:
Group Number: Enter the number for Group 1 that you recorded earlier; the group
name populates automatically.

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13. Save the group definition.

s
n
a
r
t
-Groups
If you search for the group number for Group 1 and click the Child
tab, then the
n
o
n
Group 2 number and group name will be visible in the tab.
a
s
a
h uide
)
om nt G
c

l
ai tude
m
g sS
@
i
f
ot se thi
l
d
ge to u
a
(m
i
f
t
o
dL

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Copyright Oracle, 2007. All rights reserved.

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Chapter 1 - Page 24

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Practice - Create a Lead

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Overview
You will create a lead to test the rule sets created by your instructor in the Guided
Demonstration.

Assumptions
Rule sets to qualify, rate and channel leads are created.
The profile OS: Enable Rule Engine Log is set to Yes.

Tasks

le

Create a Lead

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Create a lead such that the rule sets that were created in the guided demonstration process this
lead. We will fill in only those fields that are either mandatory for the lead or necessary for this
lab.

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R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide


Chapter 1 - Page 25

Solution Create a Lead

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Create a Lead

Responsibility = Sales User


1.

Login as ljones/welcome.

2.

(N) Responsibility > Sales User

3.

Click (L) Sales Dashboard

4.

Select Leads from the Shortcuts bin on the Sales Dashboard.

5.

Click (B) Create Lead.

6.

Enter the following details for the lead:

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Field Name

Value

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s
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d
Customer
XX-New
Organization
i
)
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a
7. Click (B) Apply.
m Stu
g
s
iChannel
The lead is created. By default,
the Sales
is Direct.
tfi@
h
t
o
l
e
d
s
e
u
gProducts
8. Navigate to the
tab
a
o
t and (B) Add Product.
m
(
i
otf Computer > Hardware > Laptop, Computer > Hardware > Monitors, Projectors
9. L
Select
d
age
Lead Name

XX Hardware Deal (replace XX with your


terminal number in the class)

10. Click (B) Select.

The products are added to the lead.


11. Enter the quantity and amount for the products.
Field Name

Value

Quantity

Enter a number either above or below 50

Amount

Enter a number either above or below 50000

12. Click (B) Save.

The lead is created. Note the number generated for the lead, the lead ranking and
channel.

13. Logout.
Copyright Oracle, 2007. All rights reserved.

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Chapter 1 - Page 26

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Verify the rules used to process the lead you created


Responsibility = TeleSales Administrator

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

14. Login as ebusiness/welcome.


15. (N) Responsibility > TeleSales Administrator
16. Navigate to the Leads Processing History Report page.

(N) Sales > Leads > Leads Processing History

17. Enter the following data.


Field Name

Value
All

Lead Number

The number that you noted in Step 12.

Lead Creation Date From and To

Todays date

18. Click (B) Run Report.

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Processing Stage

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s display.
a
The rules that were created by your instructor should
eClick the rule name to
h
d
i
)
view the details of the leads that were processed
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Chapter 1 - Page 27

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Practice - Create an Opportunity From a Lead in TeleSales

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Overview
In this practice, you create an opportunity from an existing lead in Oracle TeleSales.

Assumptions
You have created a lead in an earlier lab.

Tasks

Create an Opportunity from a lead in TeleSales

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Log into Oracle TeleSales application with the TeleSales Agent responsibility. Access the lead
that you created in an earlier lab and convert into an opportunity. Note the information that is
copied from the lead to the opportunity.

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R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide


Chapter 1 - Page 28

Solution - Create an Opportunity From a Lead in TeleSales

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Create an opportunity from a lead in TeleSales

Responsibility: TeleSales Agent


1.

Login as ebusiness/welcome.

2.

(N) Responsibility: TeleSales Agent

3.

Navigate to the Leads Summary tab.

(N) TeleSales Agent > (H) eBusiness Center

4.

Click (B) Find.

5.

Select Organization from the Find dropdown list.

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s
n
a
r
6. Enter an organization name (XX Right Organization) into the Organization
field and click
-t
n
o
(B) Search.
n
a
s
a
h uide
7. Select the Organization record and click (B) Apply.
)
om nt G
c

l
8. Click (T) Lead.
ai tude
m
g sS
@lead
9. Select the XX HardwaretfDeal
record.
i
i
h
t
o
l
e
d
s
u
geOpportunity.
10. Click (B) Create
a
o
t
m
(
i
f
11. Click
ot (B) New Opportunity.
L
d
age12. When prompted to view the opportunity, click Yes.
13. Update the opportunity by adding an additional product in the Purchase Interest tab.
14. In the Opportunity header, change the status of the opportunity to Forecast in the Status
field.
15. Save your work.

Copyright Oracle, 2007. All rights reserved.

R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide


Chapter 1 - Page 29

Practice - Create a Standalone Opportunity in Oracle Sales

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Overview
You will create a standalone opportunity. Once the opportunity is created, you will explore the
various tabs in an opportunity.

Tasks
Create a Standalone Opportunity
Log in to Self Service Applications with the Sales User responsibility and create an opportunity.
Once the opportunity is created, view the various tabs in the opportunity.

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(ma

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Chapter 1 - Page 30

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Solution Create a Standalone Opportunity in Oracle Sales

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Create a Standalone Opportunity

Responsibility = Sales User


1.

Login as ljones/welcome.

2.

(N) Responsibility > Sales User

3.

(N) Click (L) Sales Dashboard.

4.

Click (L) Opportunities in the Shortcuts bin.

5.

Click (B) Create Opportunity.

6.

Enter the following details for the opportunity.

le

Field Name

n
a
r
t
nValue

b
fera

ns
e
c
li

no
a
s

a
e
h
d
Customer
Select
Business
World
i
)
m t Gu
o
c
il den
a
7. Click (B) Save to create the opportunity.
m Stu
g
8. Select the NewProductSale_Methodology
tfi@ this and the Stage will automatically populate with a
o
l
d to theumethodology
value corresponding
you selected.
se
e
g
a
o
mProducts tabt and (B) Add Product to the opportunity.
(
9. Select
the
i
f
ot
L
d
age Select a product from the following category: Computer > Hardware > Desktop
Enter XX_Desktop Deal with XX being your
terminal number in class.

Opportunity Name

Enter a quantity for the product.

Enter an amount for the product.

Click (B) Save.

10. View the various tabs in the opportunity and understand the information stored in them.

Copyright Oracle, 2007. All rights reserved.

R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide


Chapter 1 - Page 31

Practice - Setting Up Competitor Information

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Overview
You will create products in Trade Management and add them as competing products for an
existing opportunity.

Assumptions
You have created an Opportunity in the earlier lab.

Tasks

Create a Competing Product and add to Opportunity

le

b
fera

ns
e
c
li

Log in to Self Service Applications as a Trade Management User and create a product in the
Computer > Hardware > Desktop category. Add this product to the opportunity as a competitor
product.

n
a
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t
n-

ge
a
M

fi
t
o
L

no
a
s
a
e
h
d
i
)
m t Gu
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a
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tfi@ this
o
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(ma

Copyright Oracle, 2007. All rights reserved.

R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide


Chapter 1 - Page 32

Solution Set Up Competitor Information

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Create a Competitor Product

1.

Login as trademgr/welcome.

2.

(N) Responsibility > Oracle Trade Management User

3.

Navigate to the Competitor Products page.

(N) Trade Management > Product > Competitor Products

4.

Click (B) Create.

5.

Enter the following details for the product:

Field Name

le

b
fera

Value

XX_Compete (replace XX with your terminal


number in the class)

Competing Product Name

n
a
r
t
n-

no
a
s
a
e
Category
Desktop
h
d
i
)
m t Gu
o
c
6. Click (B) Create.
il den
a
m Stu
g
The competing product
is created.is
tfi@
th
o
l
e
d
s
7. Logout.
ge to u
a
(m
i
f
t
Add Competing
Product to Opportunity
o
L
d
ageLogin: ljones/welcome, Responsibility: Sales User
Party Name

Worldwide Communications

8.

Login as ljones/welcome.

9.

(N) Click (L) Sales Dashboard.

10. Navigate to the Product tab in the Opportunity that you created in the previous lab.
11. Select the Desktop product.
12. Click (B) Add Competitors.
13. In the Add Competitors popup window, click (B) Go.

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All competing products for this category of the product are displayed.

14. Select the Competitor and click (B) Select.


Copyright Oracle, 2007. All rights reserved.

R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide


Chapter 1 - Page 33

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

The selected product is added as a competitor product in the opportunity.

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a
m Stu
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o
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d use
e
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to
(ma

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Chapter 1 - Page 34

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Practice - Create a Forecast

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Overview

In this practice, you will create a forecast, change some of the forecast figures, and submit the
forecast to the manager.

Assumptions
You have created an opportunity in an earlier lab.

Tasks

Set the status of the Opportunity to Forecast

le

b
fera

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e
c
li

Access the Opportunity that you created in an earlier lab, enter a forecast date and set the status
to Forecast.

n
a
r
t
n-

no
a
s periodeyou
set in the opportunity.
a
Navigate to the Forecasts page and view the forecasts for
the
h
d
i
)
Change the forecast amount and submit.
m t Gu
o
c
il den
a
m Stu
g
tfi@ this
o
l
d use
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g
a
to
m
(
i
otf
L
d
age
View the Forecast for a period, save and submit.

Copyright Oracle, 2007. All rights reserved.

R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide


Chapter 1 - Page 35

Solution Create a Forecast

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Set the status of the Opportunity to Forecast.

Responsibility = Sales User


1.

Login as ljones/welcome.

2.

Select (L) Sales Dashboard.

3.

Access the opportunity that you created (XX_Desktop Deal) from the Sales Dashboard.

4.

Select Status as Forecast.

Select Stage 3 Offer Early Bird Discount as the Sales Stage.

Select 60% as the Win Probability.

le

b
fera

ns
e
c
li

s
n
a
r
-t product.
5. In the Products tab, enter the current date as the Forecast Date fornthe
o
an
6. Click the Sales Team tab.
s
ha uide
)
Note the Sales Group that you belongcto.
om nt G

l
ai tude
m
7. Click (B) Save.
g sS
@
i
f
t
thi and submit.
l
View the Forecast for
aoperiod,
save
e
d
ge to us
a
8. Click (L)
Forecasts from the Shortcuts bin of the Sales Dashboard.
(m
i
f
t
o
LFrom
9.
the Header, choose the following:
d
age
Field Name

Value

Sales Group

Select the Sales Group that you noted in Step 4


above.

Period Type

Month

Period

Current Month

Category

Forecast Category

10. Click (B) Go.


11. In the Forecast Worksheet, select Current Opportunity from the Worksheet Default Values
drop down list.
12. Click (B) Go.

Copyright Oracle, 2007. All rights reserved.

R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide


Chapter 1 - Page 36

The forecast that you set for your opportunity must display against the product category
of the product in the opportunity.

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

13. Expand the Opportunity Forecast Detail region to view the details of opportunities that make
up the forecast.
14. Change some of the Forecast values such as Best and Worst.
15. Click (B) Submit.

The forecast is submitted to your manager and the submitted values are saved under the
Previously Saved option. The Current Opportunity option continues to display the real
forecast values in the opportunity.

16. Expand the Forecast History region to view the previously submitted forecasts.

le

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i
)
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tfi@ this
o
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d use
e
g
to
(ma

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Chapter 1 - Page 37

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Practice - Add Territory Roles to Your User

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Overview

In this practice, you add the territory roles to your created user to obtain access to the territory
screens you will use in a later practice.

Assumptions

You must use a login that has the role assigned Security Administrator.

Log in as ebusiness/welcome after your instructor assigns the Security Administrator


role to this responsibility.

You must have access to an Oracle Application Vision database or comparable training
or test instance at your site on which to complete this practice.

le

b
fera

n
a
r
t
n-

Tasks

no
a
Add Territory Roles to Your User
s
a
e
h
d
i
)
u
mTerritory
Go to User Management > Users and add the Sales
Administrator
and Sales Territory
G
o
t
c

n
l
User roles to your user ID.
ai tude
m
g sS
@
i
f
ot se thi
l
d
ge to u
a
(m
i
f
t
Lo
d
age

Copyright Oracle, 2007. All rights reserved.

R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide


Chapter 1 - Page 38

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Solution Add Territory Roles to Your User

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Add Territory Roles to Your User

Responsibility = User Management


1.

Log in using sysadmin/sysadmin.

2.

Navigate to the User Maintenance page.

User Management > Users

3.

Search for your user name.

4.

Click (I) Update in the search results table.

5.

Click (B) Assign Roles.

6.

Select the Sales Territory Administrator role.

le

b
fera

n
a
r
t
n-

no
a
7. Enter a justification for assigning the role.
s
a
e
h
d
i
)
m t Gu
8. Click (B) Save.
o
c
il den
a
m Stu
9. Click (B) Assign Roles.
g
@ this
tfiUser
o
l
10. Select the Sales Territory
erole.
d
s
e
u
ag fortoassigning the role.
m
11. Enter a justification
(
fi
t
o
LClick (B) Save.
12.
d
e
ag

Copyright Oracle, 2007. All rights reserved.

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Chapter 1 - Page 39

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Practice - Creating Self-Service Named Account Territories

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Overview
In this practice, you create a self-service named account territory and assign yourself as the sales
manager.
Business Scenario:
As the sales manager of Vision Corporation, you have identified several key customers who
require special attention from Sales and therefore should be assigned to senior sales
representatives as named accounts.

Set up Export to Excel.

Create a self-service named account territory.

Add organizations as named accounts to the territory.

le

b
fera

n
a
r
t
n-

no
a
s
a
e
h
d
i
)
You have the Sales Manager and SalesoRepresentative
m t Guroles in Resource Manager, as
c
set up in an earlier practice.
il den
a
m Stu
g
You have the Territory
Management
is responsibility.
tfi@
h
t
o
l
d SalesuTerritory
se Administrator and Sales Territory User roles to your
e
You assigned
the
g
ain the previous
to practice.
m
user(ID
i
f
Lot

Assumptions

When creating new records, replace XX in the practice with a unique identifier such as
your initials, or a number (for instructor led training, this number will be assigned to
you). This is necessary in order to create unique records within the database when
performing the practice.

You must have access to an Oracle Application Vision database or comparable training
or test instance at your site on which to complete this practice.

ge
a
M

Tasks
Set Up Export to Excel
1.

In Excel, Tools > Macro > Security > Security Level Tab Low radio button.

2.

Close Excel

3.

In Internet Explorer, (M) Tools > Internet Options > (T) Security > (I) Internet > (B)
Custom Level
Copyright Oracle, 2007. All rights reserved.

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Chapter 1 - Page 40

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Active X controls and plug-ins: Initialize and script Active X controls not marked as safe:
Enable

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Create a Named Account Territory

4.

Use the Vision Operations territory as the parent territory.

5.

Enter the following territory information.


Territory Name: XX Named Accounts
Rank: 1
Winners: 1

6.

Enter the following role information:


Sales Manager full access to all
Sales Representative full access to all

7.

Use the Party Matching Attribute criteria: Registry ID

8.

Assign yourself as the Sales Manager

le

b
fera

ns
e
c
li

n
a
r
t
n-

no
a
s
a
eExcel.
h
d
i
11. Use the territory search to search for and export)organizations
to
m t Gu
o
c
nyour territory for several organizations of
il to select
e
12. In the To Territory column, use the a
LOV
d
u
your choice.
gm s St
@
i
i
thLOV
otf susee the
l
13. In the Salesperson1
column,
to select yourself as a sales manager, group name
d
e
u
g
XX Sales Accounts,
for
a
toeach organization you assigned to the territory.
m
(
i
otf
L
d
age
Add Named Accounts

Copyright Oracle, 2007. All rights reserved.

R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide


Chapter 1 - Page 41

Solution Creating Self-Service Named Account Territories

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Set Up Export to Excel

1.

Open Excel

2.

Tools > Macro > Security > Security Level Tab Low radio button.

3.

Close Excel

4.

Open Internet Explorer

5.

(M) Tools > Internet Options > (T) Security > (I) Internet > (B) Custom Level

ns
Active X controls and plug-ins: Initialize and script Active X controls not marked as safe:lice
Enable
ble
a
r
fe
s
6. Logout.
n
tra
n
Create a Named Account Territory.
no
a
s
a
e
h
Responsibility = Territory Management
d
i
)
m t Gu
o
c
nfor yourself.
ilyou created
7. Login with the username/password that
e
a
d
u
gm s St
@
8. Navigate to the Territories
window.
i
otf se thi
l
d
ge to u
(N) Territories
a
(m
i
f
t
9. Verify
the
operating unit is Vision Operations, and the usage is Sales.
o
L
d
age10. Select the Vision Operations top level territory and click (B) Create.
11. Select the Named Account territory type and click (B) Continue.
12. Enter the following territory information:
Territory Name: XX Named Accounts
Rank: 1
Winners: 1
13. (B) Next
14. Enter the following role information:
Sales Manager full access to all
Sales Representative full access to all
15. (B) Next

Copyright Oracle, 2007. All rights reserved.

R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide


Chapter 1 - Page 42

16. Select the Party Matching Attribute Registry ID > (B) Next.
17. Assign yourself as the Sales Manager > (B) Finish.

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Add Named Accounts

18. Close Excel if you have it open.


19. Answer (B) Yes to Do you want to add named accounts?
20. Search for organizations > (B) Export > (B) Open.
You can search by picking a state such as NY or entering in the organization name field
a letter followed by % A%.
21. When the spreadsheet has completed loading, click (B) Close.

le

b
fera

22. In the spreadsheet, select a name in the list. Go to the To Territory column and doubleclick to bring up the LOV. Select your territory name from the LOV.

n
a
r
t
n-

no
a
s
a
e
h
d
i
)
24. Repeat the last two steps for several more organizations
m t Gofuyour choice. You can also assign
o
c
n
some organizations to yourself as the Sales
for XX-Sales Accounts group.
il Representative
e
a
d
u
t
gm s SFlagged
25. In Excel (M) Oracle > (M)i@
Upload. Select
Rows and click (B) Upload.
i
f
t
h
t
lo se
d
e
26. When the upload
is
complete,
g to u click (B) Close. Close Excel without saving your spreadsheet.
a
(m
i
f
27. Return
to
the Territories page and view your newly created named account territory. Expand
t
o
L
d the territory to view the named accounts.
e
g
a
23. Double-click the Salesperson1 field and select from the LOV yourself with the Group Name
of XX-Sales Accounts and the Sales Manager role.

Copyright Oracle, 2007. All rights reserved.

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Chapter 1 - Page 43

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Practice - Set Up Proposal Components

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Overview
In this practice, you will create components that you can use as part of your proposal.
Components can contain Proposal or Quote dynamic fields as well as user defined dynamic
fields.

Assumptions
User Defined dynamic fields were created during the guided demonstration.

Create a Component for a Proposal Template


Log in to Self Service Applications with the Proposal Administrator responsibility.

n
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d
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d use
e
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to
(ma

Copyright Oracle, 2007. All rights reserved.

R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide


Chapter 1 - Page 44

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Solution Set Up Proposal Components

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Responsibility: Proposals Administrator

Based on the user defined dynamic field that was created in an earlier demo, you will create a .rtf
file and insert the dynamic field codes in it. This .rtf file will be the component that you select
from your Desktop. To create a .rtf file and insert dynamic field codes into it, do the following
steps:
1.

Login as ljones/welcome.

2.

(N) Responsibility: Proposals Administrator

3.

Navigate to the Dynamic Fields: User Defined page.

le

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fera

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(N) Administration: Dynamic Fields > User Defined

Note down the code and name of the dynamic fields that were created in the class. As a
best practice, you can copy/paste the format from the User Defined Dynamic fields RTF
Display column.

n
a
r
t
n-

no
a
s

a
e
h
d
i
)
4. Create a new MS Word or Notepad file and insert
the codes
u in the following format:
mclipboard.
G
o
t
<@Code: Field Name@> or paste it from
the
c
il den
a
m Stu
g
5. Save the file with the .rtf extension.
tfi@ this
o
l
d
Next, you will
associate
this
se file to a component.
e
u
g
a
to
m
(
i
6. Navigate
otf to the Components page.
L
d
age (N) Administration > Components
7.

Click (B) Create New Component.

8.

Enter a name for the component XX Component (XX being your terminal number in
class)

9.

Select the file that you created earlier from the Desktop.

10. Click (B) Apply.

The Component is created and is ready for inclusion into a Proposal Template.

Copyright Oracle, 2007. All rights reserved.

R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide


Chapter 1 - Page 45

Practice - Set Up a Proposal Template

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Overview
In this practice, you will create a proposal template by including the components created in an
earlier lab, as well as a quote component.

Assumptions
You have created the component and user defined dynamic fields in an earlier lab.

Tasks
Log in to Self Service Applications with the Proposals Administrator responsibility. Create a
template and include in it the component that you created in an earlier lab.

le

b
fera

n
a
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n-

ge
a
M

fi
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o
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no
a
s
a
e
h
d
i
)
m t Gu
o
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il den
a
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d use
e
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to
(ma

Copyright Oracle, 2007. All rights reserved.

R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide


Chapter 1 - Page 46

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Solution Create a Proposal Template

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Responsibility: Proposal Administrator

1.

Login as ljones/welcome.

2.

(N) Responsibility: Proposal Administrator

3.

Navigate to the Templates page.

4.

(N) Administration > Templates

Click (B) Create Template.

ns
e
c
5. Enter a name for the template XX Proposal Template, XX being your terminal number in
li
e
l
class.
rab
e
f
s
n
6. Select Business Solutions from the Category dropdown.
a
r
-t
n
o
7. From the Components region, click (B) Associate Existing Components.
an
s
a andidclick
e (B) Go.
hearlier
8. Enter the name of the component that you created
)
u
om nt G
c

l
9. Select the component that you wanta
toi add to the
etemplate.
d
u
m
t
g sS
@the
i
Optionally, you can tview
f
thi of the component before adding it.
o se details
l
d
u in Current Language.
geand Publish
11. Click (B) Apply
a
o
t
(m
i
f
t
proposal template is saved and published. When published, a proposal template is
L oThe
d
available
for use to create a proposal.
age

Copyright Oracle, 2007. All rights reserved.

R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide


Chapter 1 - Page 47

Practice - Generate a Proposal

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Overview
In this practice, you will create a proposal based on the template that was created in an earlier lab
and generate the proposal.

Assumptions

You have created components and a proposal template in earlier labs.

Tasks

le

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n
a
r
t
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a
M

fi
t
o
L

no
a
s
a
e
h
d
i
)
m t Gu
o
c
il den
a
m Stu
g
tfi@ this
o
l
d use
e
g
to
(ma

Copyright Oracle, 2007. All rights reserved.

R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide


Chapter 1 - Page 48

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Log in to Self Service Applications as a Proposals User. Create a proposal based on the template
created in an earlier lab. Enter information for each of the proposal components and generate the
proposal.

Solution Generate a Proposal

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Create a Proposal

Responsibility = Proposals User


1.

Login as ljones/welcome.

2.

(N) Responsibility: Proposals User

3.

Navigate to the Proposals page.

4.

(N) Proposals User >Proposals

Click (B) Create Proposal.

ble
a
r
5. Enter a name for the proposal, XX Proposal, XX being your terminal numberfe
in class.
s
n
ra
tproposal.
6. Click (B) Select next to Customer Name to select a customer forn
the
no
a
7. From the Filter By Category drop down list, select Business
s Solutions.
a
e
h
d
i
)
u purposes.
m tforGbusiness
The page refreshes to display proposal
templates
o
c
il den
a
m in anSearlier
tu lab, and click (B) Apply.
8. Select the template that you created
g
fi@ this
t
o
l
In the Components
region,e
you can see the components that were added by you to the
ged to us
proposal a
template.
(m
i
f
t
L oNotice the icon in the Complete column.
d
age9. To enter information for a component, click the hyperlinked name of the component.

After all the components are complete, the proposal can be generated.

Generate the Proposal


10. Click (B) Generate Proposal Document.

If all the components are complete, the proposal is generated successfully.

11. Click (T) Generated Documents to view the generated proposal. You can email the proposal
or generate a PDF of the proposal.

Click (B) Email Proposal to send the proposal as an email.

Click (B) Generate PDF to generate the proposal in a .pdf format.

Copyright Oracle, 2007. All rights reserved.

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Chapter 1 - Page 49

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Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Practice - Create a Quote From an Opportunity in Oracle


TeleSales
Overview
In this practice you will query an existing opportunity, then convert the opportunity to a quote.
An additional product will be added to the quote.

Tasks
Create a Quote from an Opportunity
Log into Oracle TeleSales with the TeleSales Agent and Quoting Sales Agent responsibility.
Retrieve an opportunity you created in a previous practice or any other existing opportunity.
Convert the opportunity to a quote. Update the quote by adding the following product:

le

Field Name
Product
Quantity
UOM

ge
a
M

fi
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Value
AS55888

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Solution Create a Quote From an Opportunity in Oracle


TeleSales

Create a Quote from an Opportunity


Responsibilities: TeleSales Agent, Quoting Sales Agent
1.

Login as ebusiness/welcome.

2.

(N) Responsibility: TeleSales Agent

3.

Access eBusiness Center.

(N) TeleSales Agent > eBusiness Center

le

4.

Click (B) Find.

5.

Select Organization from the Find droplist.

6.

Enter the organization name (example XX Right Organization).

n
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t
n-

no
a
s

a
e
h
d
i
)
7. Click (B) Search.
m t Gu
o
c
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a
The results are displayed.
m Stu
g
isit.
8. Click the Organizationorecord
tfi@to select
h
t
l
d use
e
g
a
9. Click (B) OK.
to
m
(
i
otf(T) Opportunity.
10. L
Click
d
age
11. Click on an opportunity record to select it.
12. Click (B) Create Quote.
The Create Quote from Opportunity window is displayed.
13. Click (B) Create Quote.
14. Click (T) Quote Lines.
15. Enter the following data to add a product to the quote.
Field Name

Value

Product

AS55888

Quantity

UOM

Ea

b
fera

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16. Click (I) Save.


17. Click (T) Quote Header.

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

18. Add a new contact if one does not exist, or change the existing contact name.
19. Click (I) Save.

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Practice - Create a Quote from an Opportunity in Oracle Sales

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Overview
In this practice, you will create a quote from an opportunity.

Assumptions
You must have created an opportunity in a previous lab.

Tasks
Log in to Self Service Applications with the Sales User responsibility. Access the opportunity
that you created and from the Opportunitys Proposal and Quote tab, create a quote.

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Solution Create a Quote from an Opportunity in Oracle Sales

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Responsibility = Sales User

1.

Login as ljones/welcome.

2.

(N) Responsibility: Sales User

3.

Navigate to the Update Opportunity page.

(N) (L) Sales Dashboard > Opportunity bin > Opportunity name

4.

Click (T) Proposals and Quotes.

5.

Click (B) Create Quote.

ble
a
r
The Create Quote from Opportunity page displays. Some of the information
fe from the
s
n
opportunity is copied into the quote.
tra
n
o Enter information here,
6. Click the Show More Details link to view some of the hiddennfields.
a
s
as required.
a
e
h
d
i
)
m t Gu
o
8. Click (B) Apply.
c
il den
a
m Quote
tu page displays. Click the various tabs and
g
The quote is created and the
Update
S
is in them.
understand the information
tfi@ contained
h
t
o
l
d use
e
g
Note thataunlike anto
opportunity, a quote is integrated with Oracle Pricing. The List Price,
m
(
Discount
(where
applicable),
Selling Price and Total Price for each product in the quote
i
f
t
o
L are displayed.
d
e
ag

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Practice - Create a Quote Template

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Overview

You will create a quote template with products in it. You will later use the same
template to create a standalone quote.

Tasks
Create a Quote Template and add products
Log in to Self Service Applications as the Quoting Sales Manager and create a quote template.
Add a product (Monitor) to the template. Next, add a service product (Extended Desktop PC
Service Program) to the Monitor product.

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Solution Create a Quote Template

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Responsibility: Quoting Sales Manager

1.

Login as ebusiness/welcome.

2.

(N) Responsibility> Quoting Sales Manager

3.

Navigate to the Templates page.

Setup > Template Administrator

4.

Click (B) Create Template.

5.

Enter the details for the template

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s
n
a
r
Template Name (XX Quote Template), Description, and Operating
-t Unit.
n
o
an
Enter a description for easy identification.
s
ha uide
)
m Operations.
Leave the Operating Unit as the defaultoVision
tG
c

n
l
i
e
ma Stud
6. Click (B) Apply.
g
@ this
otficlick
l
7. From the Products d
region,
e(B) Add Products.
s
e
u
g to
aand
m
8. In the Search
Select: Product page, select Monitors, Projectors from the Product
(
i
f
t
dropdown.
Lo
d
age9. Enter Monitors to search for monitors.
10. Select Product CM31556 Monitor 19 Flat
11. Click (B) Select.

Next, you will add a service to the product.

12. Select the product and Click (B) Add Service.

A list of available services for the selected product is displayed.

13. Select Extended Desktop PC Service Program and click (B) Select.

You have created a quote template and added products to it. You can use this template to
create a standalone quote. The products within this template will become part of your
quote.
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Chapter 1 - Page 56

Practice - Create a Standalone Quote

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Overview

You will create a standalone quote and use the template that you created in the previous
lab.

Tasks
Create a Standalone Quote
Log in to Self Service Applications as the Quoting User and create a standalone quote. Select the
XX Quote Template that you created in the previous lab so that products are automatically are
added to the standalone quote.

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Solution Create a Standalone Quote

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Responsibility: Quoting User

1.

Login as ljones/welcome.

2.

(N) Responsibility> Quoting User

3.

Click (B) Create Quote.

4.

Enter a name for the quote XX Quote (XX being your terminal number in class).

5.

Click (B) Select for Customer Name and select a customer Business World.

6.

Click (B) Select for Contact Name and select a contact Alec Stewart.

7.

Expand the Templates region.

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no
a
s in theeearlier lab and click (B)
a
8. Select the template (XX Quote Template) that you
created
h
) Guid
m
Apply.
co ent

l
i
a tuthatd was part of the template.
m
The quote is created with the
product(s)
g
S
@
s
i
i
f
ot se th
l
d
ge to u
a
(m
i
f
t
Lo
d
age

A list of templates is displayed.

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Chapter 1 - Page 58

Practice - Version a Quote

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Overview

You will create a version of the standalone quote that you created in an earlier lab and
add another product to it.

Tasks
Create a New Version of a Quote
Log in to Self Service Applications as the Quoting User and create a version of XX Quote that
you created in the earlier lab. Add a Laptop product to the new version of the quote.

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Solution Version a Quote

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Responsibility: Quoting User

1.

Login as ljones/welcome.

2.

(N) Responsibility> Quoting User

3.

Click (L) XX Quote from the Quotes page.

4.

Select Create New Version in the Actions dropdown and click (B) Go.

5.

In the Update Quote page, note the version of the quote displayed in the Quote Number
field (Version 1 of 1).

Note the version number now. It displays Version 2 of 2.

Click (B) Add Product in the Products tab.

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a
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a
6. Enter Laptop in the Basic Information field and clicks(B) Go.
ha uide
)
7. Select Product AS72111 Envoy Deluxe Laptop.
om nt G
c

l
ai tude
m
8. Click (B) Save to save the quote.
g sS
@
i
f
ot se thi
l
d
ge to u
a
(m
i
f
t
Lo
d
age

Copyright Oracle, 2007. All rights reserved.

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Practice - Configure a Quote

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Overview

You will add a product to the quote that can be configured and complete the
configuration for it.

Tasks
Configure a Product
Log in to Self Service Applications as the Quoting User. Access the quote that you versioned in
the previous lab and add a configurable product to it. Next, complete its configuration and save
the quote.

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Solution Configure a Quote

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Responsibility: Quoting User

1.

Login as ljones/welcome.

2.

(N) Responsibility> Quoting User

3.

Click (L) XX Quote from the Quotes page.

4.

Click (B) Add Product in the Products tab.

5.

Enter Server in the Basic Information field and click (B) Go.

6.

Select Product ISAT001 Vision Servers.

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a
r
t
n-

In the Update Quote page you will notice a red cross against the product that you just
added. This indicates that the configuration of the product is incomplete.

no
a
7. To configure the product, select Configure from the Select
and click (B) Go.
s Lineedropdown

a
h
d
i
) that G
uwant
m
8. In the Vision Servers page, select the components
you
to include in your server.
o
t
c

n
l
e
aiMemory,
d
u
m
For example, you could select
the
OS
and Software packages that you want.
t
g sS
@
i
i
otf se tothsee
l
9. Click (B) Preview d
Configuration
the items that you have selected as part of the
e
u
g with
configurationaalong
totheir prices.
m
(
i Finish to save the configuration.
f(B)
t
10. Click
o
L
d
e
ag In the Update Quote page, the cross mark is now replaced by a tick mark to indicate that
the product has successfully been configured.

11. Click (B) Save.

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Chapter 1 - Page 62

Practice - Web Publish a Quote

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Overview

You will web publish the quote such that the customer can view it from a public or
private site.

Tasks
Web Publish a Quote
Log in to Self Service Applications as the Quoting User. Access the quote that you configured in
the previous lab and web publish it.

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Solution Web Publish a Quote

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Responsibility: Quoting User


1.

Login as ljones/welcome.

2.

(N) Responsibility> Quoting User

3.

Click (L) XX Quote from the Quotes page.

4.

From the Actions dropdown, select Web Publish Quote and click (B) Go.

5.

From the Web Publish In dropdown, select Vision Computers.

le

n
a
r
t
This is the Oracle iStore site where the quote will be published.
onn
a
6. Click (B) Submit.
s
a
h uide
)
The quote is published.
om nt G
c

l
ai tude
m
g sS
@
i
f
ot se thi
l
d
ge to u
a
(m
i
f
t
Lo
d
ge

Ma

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The Web Publish Quote page is displayed asking for details of the contact and the site
where the quote must be published.

Practice - Print a Quote

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Overview

You will generate the quote in a PDF format and view it.

Tasks
Print a Quote
Log in to Self Service Applications as the Quoting User. Access the quote that you web
published in the previous lab and print it.

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Solution Print a Quote

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Responsibility: Quoting User


1.

Login as ljones/welcome.

2.

(N) Responsibility> Quoting User

3.

Click (L) XX Quote from the Quotes page.

4.

From the Actions dropdown, select Print Quote and click (B) Go.

The Print Quote page is displayed with options that you can choose to include in the
PDF.

5.

Let the Output Format remain Adobe PDF.

6.

Click (B) Submit.

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a
M

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no
a
The PDF format of the quote displays.
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to
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(
i
f
Lot

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Practice - Submit a Quote for Approval

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Overview

You will submit a quote for approval.

Tasks
Submit Quote for Approval
Log in to Self Service Applications as the Quoting User. Access the quote that you printed in the
previous lab and submit it for approval.

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Solution Submit a Quote for Approval

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Responsibility: Quoting User


1.

Login as ljones/welcome.

2.

(N) Responsibility> Quoting User

3.

Click (L) XX Quote from the Quotes page.

4.

Click (T) Approvals.

5.

Click (B) Initiate Approval.

le

The Initiate Approvals page displays the approvers and applicable rules for the approval
process. When a quote is approved, an e-mail is sent to the next approver, indicating that
the quote is awaiting approval. The status of the quote during this period is Approval
Pending.

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s status echanges
Once the quote is approved by all the approvers,a
the
to Approved.
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Chapter 1 - Page 68

Practice - Personalize the Opportunity Page

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Overview
In this practice, you will set up profiles to enable personalization and personalize the
Opportunity page.

Tasks
1.

Log in to Self Service Applications and set the profiles to enable personalization.

2.

Navigate to the Opportunities page from the Sales Dashboard.

3.

Click the Personalize Page link to personalize the Opportunities page.

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Solution Personalize the Opportunity Page

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Personalize the Opportunity Page


We will perform minimal personalizations so that the applications user interface remains stable
for the rest of this class.
Responsibility = Sales User
1.

Login as ljones/welcome.

2.

(N) Responsibility: Sales User

3.

Access the Opportunities page from the Sales Dashboard.

4.

Click the Personalize Page link in the header.

5.
6.
7.

You will see two tabs: Layout and Content.

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s
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h
d
i
)
u the bins are displayed on the
morder int which
G
Click the Reorder Content icon to changecthe
o
il den
Opportunity page.
a
m Stu
g
is
Click the Content tab. tfi@
h
t
o
l
secan personalize specific bins in the Opportunity page. We
u
ged tab,
From theaContent
you
tolabels for columns.
m
(
will
personalize
the
i
f
Lot
In the Layout tab, click the Change to Horizontal Style icon to align the contents in the
Opportunity page horizontally.

d Click the Personalize Properties icon within the bin that you want to personalize. For this

ge
a
M

8.

9.

lab, click the icon within the Views bin.

The Personalize Structure bin displays. You have two ways of viewing the content
Simple and Complete. For this lab, click the Complete View option.

Some of the columns/fields cannot be personalized. This is indicated in the User


Personalizable column.

Click the Personalize icon for Opportunity.

10. Enter Opportunity Name in the Prompt row.


11. Enter Name of the Opportunity in the Additional Text row.
12. Click (B) Apply.

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The changes that you made are displayed in the column header and the prompt that
displays when you place your cursor over the column.

In the Opportunity Details bin, you can change the order in which information about
each opportunity is displayed. You can place the Notes and Tasks before the attributes of
the opportunity are displayed.

13. Click the Reorder icon within the Opportunity Details bin.
14. Change the order to display Tasks and Notes first.
15. Click (B) Apply.
16. Click the Return to Application link.

17. View the changes in the Opportunity page as a result of the personalization.

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Chapter 1 - Page 71

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Practice - View Opportunity Reports

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Overview
In this practice, you will view the various Opportunity reports from the Sales Dashboard.

Tasks
Log in to Self Service Applications as a Sales User. Navigate to the Sales Dashboard and click
the Reports link from the Shortcuts bin.

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Solution View Opportunity Reports

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Login: ljones/welcome, Responsibility = Sales User, Vision Operations

1.

Navigate to the Reports page by clicking the Reports link in the Shortcuts bin on the Sales
Dashboard.

There are three kinds of opportunity reports Summary, List and Aging.

Opportunity Summary Report


2.

Click the Opportunity Summary report.

3.

Change the following parameters for the report:

Field Name

Value

le

b
fera

ns
e
c
li

Product

Computer, Hardware (or whatever product that


you submitted a forecast for in a previous lab)

Month

Current Month

Report By

Forecast Date

n
a
r
t
n-

no
a
s
a
e
h
d
i
)
m t Gu
4. (B) Go.
o
c
il den
a
m andStabular
tu data.
The report displays with graphical
g
fi@ this
t
o
l
Note the View d
and Action
seLOVs below the header.
e
u
g
a
to
m
5. Click ithe
View dropdown to save this view.
(
otf
L
6.d Click the Actions dropdown to export this report to a file.
age
Opportunity List Report
7.

Click the Reports link in the breadcrumbs to access the Opportunity List report.

Notice that the Summary view that was saved earlier is attached to the Opportunity
Summary report. The views can also be deleted.

8.

Click Opportunity List.

9.

Change the following parameters for the report:


Field Name

Value

Product

Computer, Hardware (or whatever product that


you submitted a forecast for in a previous lab)

Month

Current Month

Status

Forecast
Copyright Oracle, 2007. All rights reserved.

R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide


Chapter 1 - Page 73

Report By

Forecast Date

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

10. (B) Go.

This report presents only tabular data. You can export the details of the report to a file.

Use the View and action LOVs, as required.

Opportunity Aging Report


11. Navigate back to the Reports page and click the Opportunity Aging link.
12. Change the following parameters for the report:
Field Name
Sales Person

All

From

Choose a month a year backwards

To

Choose current month

le

b
fera

ns
e
c
li

n
a
r
t
n-

no
a
s
a
h
de you to analyze the aging
This report also displays details in a tabular )format. It u
enables
i
om ornacross
trends for opportunities within a salescgroup
t G your organization.

l
i
e
ma Stud
g
tfi@ this
o
l
d use
e
g
a
to
m
(
i
f
Lot

13. (B) Go.

ge
a
M

Value

Copyright Oracle, 2007. All rights reserved.

R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide


Chapter 1 - Page 74