R12 Oracle Sales Fundamentals Ed 1 LVC (Activity Guide)

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates
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R12 Oracle nSales
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D48123GC10
Edition 1.0
May 2007
D50219
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Copyright 2007, Oracle. All rights reserved.
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,
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report them in writing to: Oracle University, 500 Oracle Parkway, Redwood Shores, California 94065 USA. This document is not
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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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This book was published using: oracletutor
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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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Copyright Oracle, 2007. All rights reserved.
R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide Table of Contents
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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
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
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R12 Sales Fundamentals is an instructor-led
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t reinforce the concepts and skills introduced.
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Related Publications
Oracle Publications
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
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Oracle Leads Management Implementation and

Administration
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Oracle Quoting Implementation Guide
International Oracle Users Group (IOUG) articles
Oracle Magazine
B28002-02
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Typographic Conventions
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
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Commas
Plus signs
Key combinations
Quotation
marks
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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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Graphics labels
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Emphasized words
and phrases,
titles of books and
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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]
v
Typographic Conventions in Code
Convention
Caps and
lowercase
Lowercase
Element
Oracle Forms
triggers
Column names,
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Example
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Passwords
DROP USER scott

IDENTIFIED BY tiger;
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SELECT last_name
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PL/SQL objects
Lowercase
italic
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Syntax variables
CREATE ROLE role
SQL commands and SELECT userid

FROM emp;
functions
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-tra Paths
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to direct you
a example,
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(N) Invoice > Entry > Invoice Batches Summary
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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
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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R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide

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
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
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2. Create a user in System Administrator. Link the employee resource to the user.
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3. Import the resource from Oracle HRMS into the Resource Manager
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If you are not attending training atlan
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an Oracle
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demonstration database
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or comparable training
or test instance
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are using the user created in a previous practice, or have access to a user, that has
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appropriate responsibility required to perform this exercise. User ebusiness /
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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

Chapter 1 - Page 4
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Create a User and link the Employee Resource to the User
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

Chapter 1 - Page 5
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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Chapter 1 - Page 6
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Solution Create a Salesperson Automatically
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.
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5. Record the employee
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6. Click
otf(B) Assignment.
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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


Chapter 1 - Page 7
12. Enter a username for yourself, for example, using the first initial and the last name or partial
last name.
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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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

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.
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
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28. Click (B) Save Resource.
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Click (B) OK when import verification
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ai tmessage
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29. Click (B) Details to open
the
Resource
i
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30. Go to (T) Receivables
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31.
the Resource Number that appears in the Resource window.
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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.)

Chapter 1 - Page 9
35. Save your work and close the forms. Logout.

Verify User Creation
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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Practice - Shortcuts Bin on the Sales Dashboard
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
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
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
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.
le
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t
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no
a
Note:
s
a
e
h
d
i
)
ube empty.
mlist should
G
Since you have not created a customer yet,
the
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5. Click (B) Create Organization.gm
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The Create Customer
d pageuopens.
se
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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)

Chapter 1 - Page 14
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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
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
Create a new contact in Oracle Sales

Responsibility: Sales User
1.
2.
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.
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)
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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).

Chapter 1 - Page 17
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You can add additional purposes also.
10. Click (B) Apply.
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Chapter 1 - Page 18
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Practice - Create a New Organization Using Oracle TeleSales
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
Create a New Organization Using Oracle TeleSales
Responsibility: TeleSales Agent

1.
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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t
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no
a
s
Phone Number
1-617-555-2345
a
e
h
d
i
)
Email
contact_us@rightco.com
m t Gu
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c
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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.

Chapter 1 - Page 20
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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
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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the appropriate responsibility requiredotom
perform G
thisuexercise or the instructor will
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provide you with the username a
and
ilpassword
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Vision Enterprises responsibility
gm ssuchStas EBUSINESS/WELCOME.
@
i
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thi XX in the practice with a unique identifier such as
otrecords,
l
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your initials,
a
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(
you).
This is necessary in order to create unique records within the database when
i
f
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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

Chapter 1 - Page 22
Solution Define Resource Groups
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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t
n-
4.
b
fera
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 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

Chapter 1 - Page 23
9.
In the Roles tab, assign the following information to the Group 2:

Role Type: Sales
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.
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Chapter 1 - Page 24
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Practice - Create a Lead
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
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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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Chapter 1 - Page 25
Solution Create a Lead
Create a Lead
Responsibility = Sales User

1.
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:
le
n
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r
t
n-
Field Name
Value
b
fera
no
a
s
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e
h
d
Customer
XX-New
Organization
i
)
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7. Click (B) Apply.
m Stu
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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.

Chapter 1 - Page 26
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Verify the rules used to process the lead you created

Responsibility = TeleSales Administrator
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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a
s display.
a
The rules that were created by your instructor should
eClick the rule name to
h
d
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view the details of the leads that were processed
m tbyGtheurules.
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Chapter 1 - Page 27
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Practice - Create an Opportunity From a Lead in TeleSales
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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Chapter 1 - Page 28
Solution - Create an Opportunity From a Lead in TeleSales
Create an opportunity from a lead in TeleSales
Responsibility: TeleSales Agent

1.
2.
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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ns
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c
li
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.

Chapter 1 - Page 29
Practice - Create a Standalone Opportunity in Oracle Sales
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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Chapter 1 - Page 30
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Solution Create a Standalone Opportunity in Oracle Sales
Create a Standalone Opportunity

1.
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
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ns
e
c
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no
a
s
a
e
h
d
Customer
Select
Business
World
i
)
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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.

Chapter 1 - Page 31
Practice - Setting Up Competitor Information
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
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b
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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.
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Chapter 1 - Page 32
Solution Set Up Competitor Information
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
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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.
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.


Chapter 1 - Page 33
The selected product is added as a competitor product in the opportunity.
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Chapter 1 - Page 34
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Practice - Create a Forecast
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
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ns
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
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(
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otf
L
d
age
View the Forecast for a period, save and submit.

Chapter 1 - Page 35
Solution Create a Forecast
Set the status of the Opportunity to Forecast.

1.
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.

Chapter 1 - Page 36
The forecast that you set for your opportunity must display against the product category
of the product in the opportunity.
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.
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Chapter 1 - Page 37
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Practice - Add Territory Roles to Your User
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
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a
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t
n-
Tasks
no
a
Add Territory Roles to Your User
s
a
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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
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i
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a
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age

Chapter 1 - Page 38
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Solution Add Territory Roles to Your User
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
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n
a
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t
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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
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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

Chapter 1 - Page 39
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Practice - Creating Self-Service Named Account Territories
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
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a
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no
a
s
a
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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

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
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
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a
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no
a
s
a
eExcel.
h
d
i
11. Use the territory search to search for and export)organizations
to
m t Gu
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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

Chapter 1 - Page 41
Solution Creating Self-Service Named Account Territories
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

Chapter 1 - Page 42
16. Select the Party Matching Attribute Registry ID > (B) Next.
17. Assign yourself as the Sales Manager > (B) Finish.
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.

Chapter 1 - Page 43
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Practice - Set Up Proposal Components
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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Chapter 1 - Page 44
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Solution Set Up Proposal Components
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.
2.
(N) Responsibility: Proposals Administrator
3.
Navigate to the Dynamic Fields: User Defined page.
le
b
fera
ns
e
c
li
(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.
The Component is created and is ready for inclusion into a Proposal Template.

Chapter 1 - Page 45
Practice - Set Up a Proposal Template
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
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fera
n
a
r
t
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ge
a
M
fi
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o
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Chapter 1 - Page 46
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Solution Create a Proposal Template
Responsibility: Proposal Administrator
1.
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

Chapter 1 - Page 47
Practice - Generate a Proposal
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
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a
r
t
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ge
a
M
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o
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a
s
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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
Create a Proposal
Responsibility = Proposals User

1.
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.

Chapter 1 - Page 49
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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
t
o
L
Value
AS55888
n
a
r
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no
a
s
a
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e
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i
)
m t Gu
o
c
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a
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g
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l
d use
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1

Chapter 1 - Page 50
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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.
2.
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
a
r
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

Chapter 1 - Page 51
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16. Click (I) Save.

17. Click (T) Quote Header.
18. Add a new contact if one does not exist, or change the existing contact name.
19. Click (I) Save.
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Chapter 1 - Page 52
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Practice - Create a Quote from an Opportunity in Oracle Sales
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.
le
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fera
n
a
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t
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ge
a
M
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o
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no
a
s
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a
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Chapter 1 - Page 53
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Solution Create a Quote from an Opportunity in Oracle Sales
1.
2.
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

Chapter 1 - Page 54
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Practice - Create a Quote Template
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.
le
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fera
n
a
r
t
n-
ge
a
M
fi
t
o
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a
s
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Chapter 1 - Page 55
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Solution Create a Quote Template
Responsibility: Quoting Sales Manager
1.
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
le
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fera
ns
e
c
li
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.

Chapter 1 - Page 56
Practice - Create a Standalone Quote
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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n
a
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t
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a
M
fi
t
o
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a
s
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a
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Chapter 1 - Page 57
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Solution Create a Standalone Quote
Responsibility: Quoting User
1.
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.
le
b
fera
ns
e
c
li
n
a
r
t
n-
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
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ge to u
a
(m
i
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t
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d
age
A list of templates is displayed.

Chapter 1 - Page 58
Practice - Version a Quote
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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Chapter 1 - Page 59
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Solution Version a Quote
1.
2.
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.

Chapter 1 - Page 60
n
a
r
t
n-
no
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
@
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ot se thi
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a
(m
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Practice - Configure a Quote
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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Chapter 1 - Page 61
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Solution Configure a Quote
1.
2.
3.
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.
le
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li
n
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.

Chapter 1 - Page 62
Practice - Web Publish a Quote
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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Chapter 1 - Page 63
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Solution Web Publish a Quote

1.
2.
3.
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
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a
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Chapter 1 - Page 64
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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
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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Chapter 1 - Page 65
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Solution Print a Quote

1.
2.
3.
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.
ge
a
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le
n
a
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t
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no
a
The PDF format of the quote displays.
s
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h
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Chapter 1 - Page 66
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Practice - Submit a Quote for Approval
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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Chapter 1 - Page 67
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Solution Submit a Quote for Approval

1.
2.
3.
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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a
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no
a
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
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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Chapter 1 - Page 69
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Solution Personalize the Opportunity Page
Personalize the Opportunity Page

We will perform minimal personalizations so that the applications user interface remains stable
for the rest of this class.
1.
2.
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.
le
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a
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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.

Chapter 1 - Page 70
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.
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
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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Chapter 1 - Page 72
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Solution View Opportunity Reports
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
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ns
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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
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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

Chapter 1 - Page 73
Report By
Forecast Date
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
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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.
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13. (B) Go.
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Value

Chapter 1 - Page 74

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Copyright 2007, Oracle. All rights reserved.

Copyright Oracle, 2007. All rights reserved.

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

Copyright Oracle, 2007. All rights reserved.

Before You Begin This Course

Working experience with implementing Oracle Sales products

Oracle Trading Community Architecture

Oracle Multiple Organizations

Common CRM Components Calendar, Notes, Tasks

Copyright Oracle, 2007. All rights reserved.

Oracle Sales Implementation Guide

Oracle Sales User Guide

Oracle TeleSales Implementation Guide

Oracle TeleSales User Guide

Oracle Sales Offline Implementation Guide

Oracle Sales Offline User Guide

Oracle Sales for Handhelds Implementation Guide

Oracle Sales for Handhelds User Guide

Oracle Leads Management Implementation and

International Oracle Users Group (IOUG) articles

Copyright Oracle, 2007. All rights reserved.

Typographic Conventions in Text

Click the Executable button.

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

Use the SELECT command to view information stored in the

Copyright Oracle, 2007. All rights reserved.

Typographic Conventions in Code

DROP USER scott

CREATE ROLE role

SQL commands and SELECT userid

Typographic Conventions in Oracle Application Navigation

(B) Click the Approve button.

Typographical Conventions in Oracle Application Help System Paths

Under the General Ledger entry, expand Journals.

Under Journals, select Enter Journals.

Copyright Oracle, 2007. All rights reserved.

Copyright Oracle, 2007. All rights reserved.

Copyright Oracle, 2007. All rights reserved.

R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide

Copyright Oracle, 2007. All rights reserved.

R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide

R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity

Copyright Oracle, 2007. All rights reserved.

R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide

Practice Create a Salesperson Automatically

Create employee resources in Oracle HRMS

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

Assign the job SAL600.Sales Representative

Ulrich, Mr. Jeffery is your supervisor

Copyright Oracle, 2007. All rights reserved.

R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide

Create a User and link the Employee Resource to the User

CRM Administrator, Vision Enterprises

CRM HTML Administration

Oracle Sales Administrator

Oracle Trade Management User

Quoting Sales Manager

Resource Self Service Administrator

US Super HRMS Manager

Create a Salesperson by Importing the Resource

R12 Oracle Sales Fundamentals Ed 1: Student Practices Activity Guide

Role: Sales Manager

Copyright Oracle, 2007. All rights reserved.