Oracle R12 Customer Relationship Management

Additional Practice Guide for Students

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SECTION 1: e-Business Suit Essentials

1. Logging In to Oracle Applications, Creating Favorites, Navigating Through Responsibilities and Menus, Closing a Form, Logging Out of Oracle Applications
(A) 1. 2. Logging In to Oracle Applications Open the URL given by the Instructor in Internet Explorer or Netscape. Use the following information to log in: Username: XXXXX Password: XXXXX (B) Login

Section I: Creating Favorites 3. Enter a function: Responsibility: Inventory, Vision Operations (USA) Function Prompt: Receipts Favorite: XX_Receipts Section II: Logging In to Forms-Based Interface 4. Navigating through responsibilities and menus:

On the PHP, click the Assets, Vision Operations (USA) responsibility to find the different menus available such as Financial Information, Transaction History, and Accounting Events under this responsibility. Click the Financial Information link under Inquiry to open up a form. Go through the different fields such as Asset Number, Description, Tag, Asset Key, and Book in this form. On the PHP, click the Cash Management, Vision Operations (USA) to find the different menus available under this responsibility. Click the Bank Balances link to open a Web page. Go through the different fields such as Balance Date, Name, Type, and Account Number on this Web page. Close the Web page.

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5.

Closing a form:

On the PHP, click Cash Management, Vision Operations (USA) responsibility. Open the Reconcile Bank Statements form. Use menu to close form. 6. Logging out of Oracle Applications:

Exit R12 Forms Interface. Log out of the PHP.

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2. Retrieving and Deleting a Record

(A) 1. Logging In to Oracle Applications Log in to Oracle Applications: Username: XXXXX Password: XXXXX (B) 2. 3. Login On the PHP, click the Order Management Super User, Vision Operations (USA) responsibility. Click Sales Orders link under Orders, Returns. Retrieving a Record 4. Show how a record can be retrieved using the keyboard and menu functions. Using Keyboard Keys Press [F11]. Enter the customer name A. C. Networks in the Customer field. Press [Ctrl], [F11] keys together. The sales orders records created for this customer is retrieved. Use the up-arrow and down-arrow buttons to show how the record changes. Using Menu Functions Keep cursor in the Order Number field and press [F6]. (M) View > Query By Example > Enter Enter the Customer name A. C. Networks in the Customer field. (M) View > Query By Example > Run The sales order record is retrieved.

Note: Also show how a record can be retrieved using the Find Icon. Deleting a Record Click (T) Line Items.

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Place cursor over line 2.1. (M) Edit > Delete (I) Save Close the form. Open the Sales Order and show that the Item AS54888 is not available any more. Note: Inform that most of the records cannot be deleted in this way, but have to give an end date for the same not to be used after that end date.

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3. Running a Single Request Report

(A) Logging In to Oracle Applications Username: XXXXX Password: XXXXX (B) Login Run a Single Request Report 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. Use Order Management Super User, Vision Operations (USA) responsibility. Navigate to the submit request form (N) Reports, Requests > Run Reports. Choose the default Single Request and click OK. Select Orders Summary Report from the LOV. Choose the default Operating Unit: Vision Operations. In the parameters window, choose the default and click OK. Click Submit. Note the Request ID and click No on the decision screen. View the above request using (M) View > Requests. Choose the default All my requests. Click Find. Click View Output to find the Orders Summary report.

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4. Defining / Creating an Item

Tasks
Defining / Creating an Item 1. 2. Responsibility = Inventory, Vision Operations (USA) Navigate to the Master Item Window. (N) Items > Master Items Organization = M1- Seattle Manufacturing 3. Create a new item by entering the following information. Item = XX_Item Description = XX_Item Copy from Template (M) Tools > Copy From Select Template = Finished Goods 4. 5. Save the record. Close the Form. Using XX_Item in Order Management 6. 7. 8. Switch responsibility to Order Management Super User, Vision Operations (USA). (N) Orders, Returns > Sales Order Enter the following information: Order Type = Mixed Ordered Item = XX_Item 9. Close the Form without saving.

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5. Creating a Supplier in Payables and Accessing from Purchasing

1. 2. 3. 4. Responsibility = Payables, Vision Operations (USA) (N) Suppliers > Entry (B) Create Supplier Enter the following information: Supplier Type = Select the default Standard Supplier check box Organization Name: XX_Supplier Search for the Country of Origin: United States Select Option Button: Country Name = United States, Country Code = US (B) Select (B) Apply Note down the Supplier number: ______________ Note down the Registry Number: _____________ Enter Site Name = XX_Suppliers Enter Operating Unit = Vision Operations, (B) Go (B) Save (T) Key Purchasing Setups Click Address Book Link (Top left) drop-down values (B) Create 5. Enter the following information (for Address):

Country: Accept Default (United States) Address Line 1: #20 (Mandatory) Address Line 2: 5th Cross Address Line 3: 5th Street Address Line 4: Fizzy Road City: New York County: New York

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State: NY Postal Code: 10020 Address Name: XX_Supplier_Site (Mandatory) Language = American English (B) Continue Address Purpose: Select the Purchasing and Payment check boxes (B) Continue Select the check box besides XX_Supplier and Vision Operations (B) Apply 6. 7. 8. 9. 10. Click Quick Update Link. Accept the default Ship To Location and Bill To Location, FOB, Country of Origin values. (B) Save Close the window. Switch responsibility to Purchasing, Vision Operations (USA).

Enter a Purchase Order as follows: 11. 12. (N) Purchase Orders > Purchase Orders Enter the following information:

Operating Unit: Select Vision Operations from LOV Type: Accept Default (Standard Purchase Order) Supplier: Find the Supplier XX_Supplier Close the form without saving. Therefore, it is seen that the Suppliers entity is shared across applications. It is defined in one application and accessed in another. Note: Suppliers are now part of the Trading Community Architecture.

To show how an entity defined in the Forms-Based Interface can be seen in a Self Service Application: 13. Use the Purchasing, Vision Operations (USA) responsibility.

Navigate to the Requisitions Window using (N) Requisitions > Requisitions

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Operating Unit: Select Vision Operations from LOV Type = Select Purchase Requisition from LOV Description = Test for SSA (T) Lines Item = Select AS54999 from the LOV Quantity = 10 Need-By = Take Current Date +1 Day Below the Line level, select Supplier = XX_Supplier (created above) Select Site = XX_Supplier_Address Select the default values. Save Write down the Requisition Number = _______________ Close the Requisitions Form.

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6. Creating a Customer in Receivables and Accessing from Order Management and Inventory
Creating a Customer Responsibility = Receivables, Vision Operations (USA) (N) Customers > Customers Create a new customer. Enter the following information: Customer Type = Organization Organization Name = XX_Customer Country = United States Address Line 1 = #250 Address Line 2 = Street # 2 Address Line 3 = Go Meery Road City = New York County = New York State = NY Postal Code = 10250 Address Description = XX_Customer_Site Operating Unit = Vision Operations Bill To = Primary Apply the changes. Note down the Registry Number: _____________ Close the window. Switch responsibility to Order Management Super User, Vision Operations (USA). (N) Orders, Returns > Sales Orders Customer = XX_Customer Close Form without saving.

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Switch responsibility to Inventory, Vision Operations (USA). (N) Items > Customer Items > Customer Items Organization = M1 Seattle Manufacturing Customer Name = XX_Customer Close Form without saving.

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7. Creating a New Employee and Creating a Resource

Defining an Employee 1. 2. Responsibility = Human Resources, Vision Enterprises Navigate to the Define Person Window.

(N) People > Enter and Maintain 3. Enter the following information:

Last = Samuels First = XX_James Gender = Select M or F as appropriate Action = Create Employment Person Type = Employee Enter Social Security Number and Date of Birth. 4. 5. Save your record. Record your employee number __________________.

Creating an Assignment 6. 7. a. Navigate to the Assignment Window by clicking (B) Assignment. Enter the following information: Organization = Vision Operations In the Group field, enter as follows: b. c. d. Team = Financials National Bargaining Unit = ALPA Select following:

Job = MGR500.Manager Position = MM400.Materials Manager 8. 9. Accept the default values. (T) Supervisor

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Name = Brown, Ms. Casey 10. 11. 12. Save your record. Accept the default location value. Close all the windows and return to the Navigator page.

Creating a Resource 13. 14. Responsibility = CRM Resource Manager, Vision Enterprises Navigate to the Select Resources to Import Window.

(N) Maintain Resources > Import Resources 15. Select / Enter the following:

Resource Category = Employee Number = Employee number of Samuels, XX James created above 16. 17. Search for the Employee. Import the details of Employee to create a Resource. - Select Role = Credit Manager (From LOV) 18. Save the created Resource.

19. Find the Resource details. 20. 21. Record your resource number _______________. Close all the windows and return to the Navigator page.

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8. Creating a New User

Creating a New User 1. 2. Responsibility = System Administrator Navigate to the Define Users Window.

(N) Security > User > Define 3. Specify User details.

Username = XXEBSTUDENT (where XX is your terminal ID or initials) Password = XXXXX (Click [Tab], re-enter password to verify) Person = the employee you created in earlier practice. 4. 5. (T) Direct Responsibilities Add the following responsibilities to your new Username:

Responsibility Purchasing, Vision Operations (USA) Payables, Vision Operations (USA) System Administrator Inventory, Vision Operations (USA) Human Resources, Vision Enterprises CRM Resource Manager, Vision Enterprises

6. 7. 8.

Save (M) File > Exit Oracle Applications Log out from the Personal Home page.

Logging in As a New User 9. Log in as a new User.

Login = XXEBSTUDENT Password = XXXXXX

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Current Password = XXXXX New Password = XXXXXXX Re-enter New Password = XXXXXX

9. Entering an Item, Discussing Key and Descriptive Flex fields

Entering a System Item 1. 2. Responsibility: Inventory, Vision Operations (USA) Navigate to the Items window.

(N) Items > Master Items, select M1 - Seattle Manufacturing from the LOV. 3. Item XXComputer Server 4. Save. Enter an item: Description High Speed Server

Note: Point out that the Item field is a key flexfield that happens to be defined as one segment and no validation! 5. (T) Purchasing Purchasable Checked

Purchased Checked

Note: Point out that the Expense Account is a key flexfield owned by General Ledger. 6. Place the cursor over the Asset Category field.

Major Category COMPUTER

7.

Activate list of values in the Minor Category field:

Minor Category Server Note: Point out that Assets own the Asset Category Flexfield. This is a two-segment flexfield, where the second segment is dependent on the first. For example, if you choose Computer in the first segment, you would not want to see Land when you selected a value in the second segment.

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8. 9. 10.

(B) OK Save. (M) Tools > Categories (You may have to press [Ctrl] + [F11] if default categories are not displayed.)

Category Set Purchasing 11. 12. Place cursor in the Category field (MISC.MISC defaults, but you will override this). Activate the list of values.

Note: Point out that this is the PO Item Category key flexfield. 13. (B) Combinations

Item Category % 14. (B) OK Commodity 53 (B) OK

Item Category 204 15.

Note: Point out that the Category field now reflects 204.53 based on the selection made. 16. 17. 18. Save. Close the Category Assignment window. Place cursor in the descriptive flexfield to the right of the description field.

Note: Point out that when the cursor enters a flexfield field, profile options determine whether or not it automatically opens. Point out that there are several fields in this descriptive flexfield, they are of different sizes and some have a list of values/validation. 19. Close windows till you are back at the Navigator.

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10. Creating Value Sets

Creating a Value Set 1. 2. Responsibility: XXXXXXXXX Navigate to the Value Sets window:

(N) Application > Validation > Set 3. Create the independent value set:

Field Name Value Set Name Description List Type Security Type Format Max. Size Uppercase Only (AZ) Right Justify and Zerofill Numbers (001) Validation Type

Value XXPO Class Major class List of Values Non-Hierarchical Security Char 10 Check box to be selected Check box to be deselected Independent

4. 5.

Save your work. Create the dependent value set:

Field Name Value Set Name Description List Type

Value XXPO Subclass Sub class List of Values

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Security Type Format Maximum Size Uppercase Only (AZ) Right Justify and Zerofill Numbers (001) Validation Type

Non-Hierarchical Security Char 10 Selected Deselected Dependent

6.

(B) Edit information and enter the following information:

Independent Value Set Name: XXPO Class Value: NONE Description: None 7. Save

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11. Creating a Structure for a Key Flexfield and Adding Value Sets
Querying the Item Categories Structure 1. 2. Responsibility: System Administrator Navigate to the Key Flexfield Segments window:

(N) Application > Flexfield > Key > Segments 3. Query the structure and enter following information:

Application: Inventory Flexfield Title: Item Categories Creating a New Structure 4. Create a new structure:

Code: XXPO_ITEM_CAT Title: XXPO_ITEM_CAT Description: PO Item Category Assigning Segments 5. No 1 2 6. Field Description Required Security Enabled 7. Field Description Create the structure based on the segment information in the following table: Name PO Class PO Subclass Window Prompt Class Sub Column (LOV) SEGMENT1 SEGMENT2 Value Set (LOV) XXPO Class XXPO Subclass

Specify segment information for the PO Class segment: Value PO Class Checked Checked

Specify segment information for the PO Subclass segment: Value PO Subclass

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Required Security Enabled

Checked Checked

8.

Freeze and compile the flexfield.

Adding Values 9. Navigate to the Values window:

(N) Application > Validation > Values 10. 11. Value CCOMP CSYS Search for any existing values using your value sets. Enter values according to the following table and Save: Description Computer Component Computer System

Entering Values Dependent on the CCOMP Value 12. Query the PO Subclass segment of the XXPO_ITEM_CAT structure.

13. Enter values dependent on the CCOMP value according to the following table and Save: Value KEYBOARD MOUSE MONITOR Description Keyboard, 101-Key Mouse, Optical Monitor, Flat Panel

Entering Values Dependent on the CSYS Value 14. Value DESKTOP PC SERVER 15. Enter values dependent on the CSYS value according to the following table and Save: Description Desktop PC Server

Close windows until you are back at the Navigator.

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12. Testing the Flexfield

Defining Valid Category Combinations 1. 2. Responsibility: Inventory, Vision Operations (USA) Navigate to the Category Codes window:

(N) Setup > Item > Categories > Category Codes 3. Set up new category codes combinations according to the following table. Name your structure XXPO_ITEM_CAT. Structure Name XXPO_ITEM_CAT XXPO_ITEM_CAT Category CCOMP.KEYBOARD CSYS.PC Description Component, Keyboard System, PC

Setting Up Category Codes 4. Navigate to the Category Sets window:

(N) Setup > Item > Categories > Category Sets (M1 - Seattle) 5. Set up category codes:

Name: XXPurchasing Description: Purchasing Category Set Flex Structure: XXPO_ITEM_CAT Controlled At: Master Level Default Category: CSYS.PC Click Save. 6. 7. Test the independent/dependent relationship by placing the cursor in the Default Category field. Close windows until you are back at the Navigator.

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13. Understanding How Multi Org Secures Application Data

Creating a Supplier 1. 2. 3. 4. Switch Responsibility to Payables, Vision Operations (USA). Enter an Invoice against the XX_Supplier which you have already created. Click the Invoices link under Invoices: Entry to open the Invoices Window. Enter an invoice with the following details: Trading Partner = XX_Supplier Site = Choose the default option, XXSupplier_Site Invoice Date = System / Current Date Tab to Invoice Num field Invoice Num = 1000 Invoice Amount = 10000 Close Form without saving. 5. Close all the windows and return to the Navigator page. Attempting to Enter an Invoice 6. Switch responsibility to Payables, Vision Services (USA). Note: You might have to add this responsibility to your User. 7. Navigate to the Invoices Window. (N) Invoices > Entry > Invoices 8. 9. 10. 11. Trading Partner = XX_Supplier Tab out of the supplier field. Note that this is an Invalid Supplier for this operating unit. Close all the windows and return to the Navigator page.

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R12 Oracle Marketing Fundamentals Activity Guide

1. Creating a Program
Responsibility = Marketing Administrator 1. 2. 3. 4. Log in to Oracle Marketing and navigate to the Campaign Dashboard. Click (H) Programs in the Shortcuts bin. In the Programs page, click (B) Create Program Enter the following data:

Field Name Name Parent Code XX_Marketing_Pro Business Unit Purpose Product Coordinator Default Start Period End Period Start Date End Date Currency Default Global Unchecked. Country Default Confidential Checked. Objective Product Promotion. Launch

Value XX 07 Marketing Programs Do not select a Parent Program. g Vision Stores Retail Division

Current Month. Example: Jun-07 Same month a year from now Current Date Same date, a year from now.

5.

Click (B) Create.

2. Creating a Campaign and Associating it to a Program

Responsibility = Marketing Administrator 1. 2. 3. 4. Log into Oracle Marketing and navigate to the Campaign Dashboard. Click (H) Campaigns. Click (B) Create Campaign. Enter the following data:

Field Name Create Method Type Cam Template Select Name Source Code Program Start Date End Date Coordinator Default Objective New paign Campaigns. XX LaserLaunch 07 XX_LL07

Value

XX 07 Marketing Programs Current date A year from today Enter an objective for your campaign. This is optional.

5.

Click (B) Apply.

Submitting for Approval and Activating the Campaign 9. On the Campaign Details page, click (B) Activate.

10. Navigate to the Campaign Details page and click (B) View Approval to view the approval status of the campaign. Note: Approvals go through the AMS Marketing Workflow process. The campaign status changes to Active after it goes through theme, budget line, and budget approvals. If you have Approver privileges, the View Approval page displays No Approval Required.

3.Setting up Monitors
Responsibility = Marketing Administrator 1. 2. 3. Log into Oracle Marketing and navigate to the Campaign Dashboard. Click (H) Create Monitor in the Quick Actions bin. Enter the following data:

Field Name Monitored Initiative Initiative Name Monitor Name Timezone Monitor From To Objective Campaign XX LaserLaunch 07

Value

XX Campaign Monitor Select a time zone. By default, the time zone is America/Los_Angeles Enter dates to assign a time frame to the monitor. This field is optional.

4. 5.

In the Monitoring Frequency region, click (H) Hour, (H) Day, (H) Week, (H) Month, or (H) Year. The default value is Weeks. Enter values accordingly. In the Monitoring Conditions region fill in the following details:

Field Name Compare Metric Total Value Actual Comparison Another Initiative Metric Total Value Actual Is less than (<) Cost

Value Performance Between Two Initiatives

Choose another initiative. For example, campaign created by your classmate. Cost

6. 7. 8.

The Follow On Actions region is optional. Select a notification option if you wish to notify a manager about the monitor. Click (B) Add Activity to add an activity to monitor. Click (B) Save.

3.1 Creating an Activity Template

Responsibility = Oracle Marketing Super User 1. Log into Oracle Marketing and navigate to Marketing Online: Administration. 2. 3. (N) Marketing Online: Administration > Marketing > Initiatives Templates > Activity Templates

Click (B) Create. Enter the following data:

Field Name Associated With Channel Category Channel Direct Description

Description XX Campaign Activity Displays Activity by default. Direct Marketing Mail Type out a brief description of the template.

4. 5. 6.

In the Associated Activity Purposes region select General Purpose as the Activity Purpose. Select Interaction Follow Up - B2B as the Default List Template using the Lookup icon. Click (B) Submit.

4. Planning and Setting up Events

Creating an Event Responsibility = Oracle Marketing Super User 1. Log into Oracle Marketing and navigate to the Events page. 3. (N) Marketing Online: Event > Events > (B) Create.

Enter the following information:

Field Name Setup Type Name Program Type Sem Start Date End Date Owner Currency US Country United Event

Value XX Laser Printer Show XX Laser Launch Program 07 inar Todays date One month from today Retain the default Dollar States

4.

Click (B) Create.

Creating an Event Schedule 5. Navigate to the Event Schedule creation page. 6. (H) Event > Event Schedules > (B) Create.

Enter the following information:

Field Name Template Event Name Source Code Business Unit Type Training Schedule

Value XX Laser Printer Show San Francisco XX_Laser_Printer_Show_SF Vision Stores Retail Division

Field Name Delivery Method Start Date End Date Venue Hy Duration 2 Owner Currency US Country United Registration Required Seminar Event Start Date Event End Date att Regency days

Value

Retain the default value Dollar States Checked.

7.

Click (B) Create. (H) Registrations.

8. Select 9.

Enter the following information:

Field Name Enrollment Starts Enrollment Ends Minimum Size Maximum Size Overbook by Waitlist 10% Inventory Action Type Inventory Number Select One Seminar - agenda Todays date 2 days from today 10 20 10%

Value

10. Click (B) Update. 11. Return to the Event Schedule Details Page. 12. Click (B) Request Approval. 13. Click (B) Confirm. Verify if the Event Schedule Status is Active.

Registering Participants for an Event 14. Navigate to the Event Registration page. (N) Event > Registrations.

15. Search for your Event Schedule. 16. Click (H) Register. 17. Search for names of people to register and select the check boxes against their names. 18. Click (B) Submit. Observe event registration confirmation. 19. Click (B) Register for this Event to register more people. 20. View the Roster to view registration details. (N) Registrations > View Roster.

21. Select a View (All, Cancelled, Registered, or Waitlisted) and click (B) Search.

5. Creating a Telemarketing Activity

Creating a TeleMarketing Campaign Activity Responsibility = Marketing Administrator 1. 2. 3. Log in to Oracle marketing and navigate to the Campaign Dashboard. Click (H) Create Activity in the Quick Actions bin. Enter the following data:

Field Name Template Telemarketing Name Source Code Purpose General Campaign Launch On End On Objective

Value XX Laser Printer Call Blitz XXLPCB Purpose XX LaserLaunch 07 A week from today A month from the Launch On date Enter a suitable objective for the activity

4.

Click (B) Apply.

Selecting the Selling Product 5. 6. 7. 8. Navigate to the Offering mid tab. Click (B) Add Product. Select the product, Lightning Laserjet XL Printer. Click (B) Apply.

Specifying a Target Group 9. Navigate to the Target Group mid tab.

10. In the Selections region select Advanced as the Selection Method. 11. Select the Organization Contacts as Audience. 12. Select List in the Add field and click (B) Go.

13. Click (B) Save. 15. Click (B) Generate Target Group. 16. From the Options region select Full Refresh. 17. Click (B) Apply: Associating Collaboration Content 18. Navigate to the Collaboration mid tab. 19. Click (B) Add Content. 20. Search and associate a content item. You can select the cover letter Cover Letter for Laserjet Cross Sell to Sentinel Deluxe Desktop customers.

21. Click (B) Save. Associating Metrics 27. Navigate to the Tracking mid tab. 28. Expand the Costs hierarchy as follows: Costs > Total Cost > Total Direct Cost

29. Define the Forecast value for Direct Cost as 10000 30. Select Metrics Hierarchy and click (B) Go. 31. Expand the Metrics hierarchy as follows: Metrics > Total Target Group > Total Contact Group

32. Define the Forecast value for Contact Group as 200. 33. Expand the Metrics hierarchy as follows: Metrics > Total Responses

34. Define the Forecast value for Responses as 30 35. Click (B) Save. Observe that the forecast value for the Cost per Response metric is automatically updated.

Submitting for Approval 36. Click (B) Preview Approval to see the approval status. Note: If you have Approver privileges, the Preview Approval page displays No Approval Required. In that case, the activity details page will display an Activate button. 37. Click (B) Submit. Activating the Telemarketing Activity 38. Click (B) Activate.

8.1 Creating a Repeating E-mail Activity

Entering Basic Details for an E-mail Campaign Activity and Set the Repeating Options Responsibility = Marketing Administrator 1. 2. 3. Log in to Oracle Marketing and navigate to the Campaign Dashboard. Click (B) Create Activity in the Shortcuts bin. Enter the following data:

Field Name Template E Name Campaign Purpose Customer Launch On End On mail

Value XX Laser Printer Satisfaction Survey XX LaserLaunch 07 Retention Current date 3 months from the Launch On date

4. 5. 6. 7. 8.

Click (B) Apply In the Activity Details page click (I) Repeats. Click (H) Month. Enter 1 in the Repeating Every field. Select the New Target Group Members option. Note: For each iteration of the campaign activity execution, only new members of the target group will be targeted.

9.

Click (B) Select.

Associating the Selling Product 10. Navigate to the Offering mid tab and click (B) Add Product. 11. From the Product LOV, select Lightning Laser Printer (MKT007007). 12. Click (B) Save.

Specifying Target Group Selections 13. Navigate to the Target Group mid tab. 14. Select Generate Using Advanced Option. 15. Select the Audience as Organization Contacts. 16. In the Selections region, select Segment in the Add field and click (B) Go. 17. Select the Recall segment. 18. Click (B) Save. 19. Click (B) Generate Target Group. Note: The Workflow Agent Listener concurrent request must be running for the list to generate. 20. Click (B) Refresh List Status to update the list generation status. When the target list is generated, the list status changes to Available and the following statistics are displayed for the target list: Total Records Suppressed Duplicates Removed Last Generated Date

21. Click (B) Preview Entries to view the details of the members of the target group. Associating the E-Mail Cover Letter and the Survey Script 22. Navigate to the Collateral mid tab and click (B) Search. 23. Select 11510_Content Type in the Content Types drop-down list and click (B) Go. 24. Select Satisfaction Survey Email Cover Letter from the LOV and click (B) Select. 25. Verify whether the Sender is marketing@localhost.oracleleads.com. 26. Verify whether the Reply-to is marketing@localhost.oracleleads.com. 27. Enter the subject as Thank You for Your Laser Printer Purchase! 28. View the merge fields used in the salutation. To insert merge fields, select the merge field from the dropdown box and click (B) Add.

29. Click on the pencil icon to edit the body of the cover letter. 30. Select the text Click here and click the CTD icon in the toolbar. 31. In the Click-Through Details page, select the Go to Web Script action. 32. Search and select the survey deployment Vision Customer Satisfaction Survey. You are associating the survey script to the campaign activity here.

33. Click (B) Apply. 34. To preview the content of the cover letter, enter your mail id in the Send Test field and click (B) Send Test. You can also click (B) Preview in the collateral mid tab.

35. Click (B) Save. Submitting for Approval 36. Click (B) Preview Approval to see the approval status. Note: If you have Approver privileges, the Preview Approval page displays No Approval Required. In that case, the activity details page will display an Activate button. 37. Click (B) Submit For Approval. Activating the Email Activity 38. Click (B) Activate. Verifying Fulfillment 39. From the Navigator page, select the Marketing Administrator responsibility. 40. Navigate to (N) Marketing Online: Administration > Marketing > Fulfillment > History and review the fulfillment request for the test mail you have sent.

8.2 Creating a Web Placement

Creating a Placement for the iStore, iSupport, Partner Portal Application Responsibility = Oracle Marketing Super User 1. Log into Oracle Marketing and navigate to the Web Placements page 2. 3. (N) Marketing Online: Administration > Marketing > Web Setup > Web Placements

Click (B) Create Placement. In the Create Web Placement page, enter the following data:

Field Name Name Status Active Selection Method Auto Publish Application Site Vision Section Printers Page Item Location Middle1 Content Type Stylesheet Default Content Default Stylesheet Web Advertisement Details Random Checked

Value XX Printer Placement

iStore, iSupport, Partner Portal Computers

Universal Web Advertisement Stylesheet Select some suitable content Universal Web Advertisement Stylesheet

4.

Click (B) Save and/or (B) Apply.

Approved activities associated with the placement will run in it.

8.3 Creating a Web Advertisement Activity

Entering the Basic Details for a Web Ad Responsibility = Marketing Administrator 1. 2. 3. Log in to Oracle Marketing and navigate to the Campaign Dashboard Click (H) Create Activity. Enter the following data:

Field Name Template Web Name Campaign Purpose Cross Launch On End On Coordinator Objective Enter Advertisement

Value XX LaserPrinter WebAd XX LaserLaunch 05 Sell Current date Select a date about three months from the Launch On date Retain the default value some meaningful objective for the Web Ad

4.

Click (B) Apply.

Associating the Product to the Activity 5. 6. 7. Navigate to the Offering mid tab and click (B) Add Product. From the Product LOV, select CM76845 as the Lightning Laser Printer. Click (B) Save.

Specifying the Target Group 8. 9. Navigate to the Target Group mid tab. Select Generate Using Advanced Option.

10. Select the Audience as Organization Contacts. 11. Retain the value List in the Add field and click (B) Go. 12. Select the B2B_Order__Contacts list.

13. Click (B) Apply. 14. Click (B) Save. 15. Click (B) Generate List. 16. Click (B) Update Entries to view and optionally update the details of the members of the target group. Associating the Web Ad to a Placement 17. Navigate to the Web Planner mid tab. 18. Select iStore, iSupport, Partner Portal from the Add Placement dropdown box and click (B) Go. 19. Enter the following data:

Field Name Title Placement Content Item

Value Enter a suitable title for the placement. XX Printer Placement Select a suitable content item

20. Click (B) Save. Specifying Click-Through Details 21. Click the Click Through Details icon. 22. Select Go to Shopping Cart as the Click Through Action and select the Laser Printer product. 23. Preview the Web Ad, if necessary, and click (B) Save. 24. Click (B) Apply. Submitting for Approval 25. Click (B) Preview Approval to see the approval status. Note: If you have Approver privileges, the Preview Approval page displays No Approval Required. In that case, the activity details page will display an Activate button. 26. Click (B) Submit.

Activating the Web Advertisement 27. Click (B) Activate.

Verifying Web Ad 28. Log in to iStore with the iStore Administrator or Marketing Manager responsibility and verify that the Web Ad is displayed in the specified region.

R12 Oracle Sales Fundamentals Activity Guide

2. Overview of the Sales Dashboard

Responsibility: Sales User 1. 3. 4. Login as ljones/welcome. (N) (L) Sales Dashboard View the various parts of the Sales Dashboard Sales Funnel Place your mouse over the different parts of the funnel to view the opportunities in different stages of the sales cycle. This is based on the Sales Methodology set up by your administrator. This topic will be covered later in the course. Tasks Leads Point out the Convert to Opportunity icon for a lead. Opportunities Click a column header to see the table sort based on the contents of the column. Proposals Quotes Point out Personalize that allows the user to create a saved view. Top Customers - Order the contents of the table based on Total Opportunity Amount. Leads by Age Cross Sell/Up Sell Sales Campaigns Top Customers (Persons) Shortcuts Click some of the links in this bin Latest Submitted Forecast

2.1 Personalize the Sales Dashboard page

Enable Personalization Responsibility = System Administrator 1. 2. 3. 4. Login as profileoptions/sysadmin. (N) Responsibility: System Administrator (N) (L) System Profiles Set the following profiles to enable personalization. For class purposes, we will enable personalization only at the application level. In this case, you must set the profiles at the Sales application level. 5. Personalize Self-Service Defn set this to Yes Disable Self-Service Personal set this to No

Logout.

Personalize the Sales Dashboard 6. 7. Login as ljones/welcome. (N) (L) Sales Dashboard > (L) Personalize Page (link in the header)

In the Personalize Page: Sales Dashboard page, you can see the Layout tab. 9. In the second row, click (I) Reorder Content (fourth icon from the left)

The Reorder Contents of Flexible Layout: Dashboard page displays. 10. Move Bins to the top of the order. This will move the Sales Funnel to the bottom of the Sales Dashboard. 11. Click (B) Apply. 12. Click the Return to Application link at the bottom of the page. The Sales Dashboard page displays. You will see that the Leads and other bins moved up and the Sales Funnel moved to the bottom along with Tasks and Appointments. 13. Click (L) Personalize Page once again. 14. Click (T) Content. 15. Click the Personalize Properties icon in the first row. The Personalize Page Hierarchy page displays. 16. Click Complete View under Personalization Structure. 17. Click (I) Personalize Properties in the Flexible Content: Leads row.

18. Select False from the Rendered dropdown. 19. Click (B) Apply. By doing so, the Leads bin is removed from the Sales Dashboard. Next, we will try to change the name of a column in the Opportunities bin table. 20. Click (I) Personalize Properties in the Opportunities bin (above the Opportunities label). 21. Scroll down and click the Personalize Properties icon in the Customer row of the Table: Opportunities. 22. Change the Prompt text. For example, you could change it to Customer Organization. 23. Click (B) Apply. 24. Click (L) Return to Application to see your personalization changes in the Sales Dashboard page.

3. 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. Resource Manager: Maintain Resources > Groups

Enter the following information for Group1: Name: XX-Sales Accounts Description: XX-Sales Accounts 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. On the Roles tab, assign the following information to the group: Role Type: Sales Role: Sales Manager On the Used In tab, select Sales and Telesales from the list of values for this group. Save your work and record the group number. 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 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 Role: Sales Representative In the Roles tab, assign the following information to the Group 2: Role Type: Sales Role: Sales Representative

3.

4.

5. 6. 7.

8.

9.

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. 13. Save the group definition. If you search for the group number for Group 1 and click the Child Groups tab, then the Group 2 number and group name will be visible in the tab.

3.1 Sales Team Security

Responsibility: System Administrator 1. 2. 3. Login as ebusiness/welcome. (N) Responsibility: System Administrator. (N) Profile: System Deselect Site. Select Responsibility: Sales User Select User: LJONES Select Profiles with no values Profile: ASN%O%Access% (B) Search. Select ASN: Opportunity Access Privilege. Change the User profile to Sales Team. (I) Save (M) File > (M) Exit Oracle Applications.

4. 5. 6. 7.

Responsibility: Sales User 8. 9. Login as phenry/welcome. (N) Sales Dashboard

10. Scroll to My Open Opportunities (Owner). 11. Click (L) CDS, Inc. customer name in one of the opportunities. 12. Action: Create Opportunity > (B) Go 13. Opportunity Name: Sales Demonstration > (B) Apply 14. (T) Sales Team > (B) Add Person 15. Add Lisa Jones. Deselect Full Access. (B) Save. 16. Write down the opportunity number. 17. Logout as phenry. 18. Login as ljones/welcome. 19. (N) Sales Dashboard > (L) Opportunities > (B) Simple Search Opportunity Number: The number of the opportunity you created 20. (B) Go 21. (L) Sales Demonstration

22. (T) Products. Note Lisa Jones cannot add a product. 23. (T) Sales Team. Note Lisa Jones cannot make changes.

4. TeleSales
Responsibility: TeleSales Agent 1. 2. Login as phenry/welcome. Navigate to the Universal Work Queue page. 3. On the Personal Home Page (N) TeleSales Agent: Universal Work Queue.

Enter a phone number between 7000 and 7499. (You will get a media error because you are not set up for live telephony.)

4. 5. 6. 7.

In the Work Type list or the UWQ nodes, select My Opportunities (Sales Credit). Select a Business World opportunity and double-click anywhere in a row to open the opportunity in the Opportunity Center. Double-click the customer name to open eBusiness Center. Show Scripting (T) Overview Source Code: CPROD CAMP02 Name: Core Product Campaigns (B) View Script Fill in information in the first form. (B) Continue. If you go past the second form you may run into an error. Fill in the second form and close scripting.

8.

Show Interaction History In the eBusiness Center, show the Interactions section. (B) All Interactions. (T) Activities Close Customer Interaction History window.

9.

Wrap up the current interaction. (I) Wrap-Up Enter a Result. (B) End Interaction

10. Close all windows.

11. Select End Session as the break reason.

5. Create a Lead
Responsibility = Sales User 1. 2. 3. 4. 5. 6. Login as ljones/welcome. (N) Responsibility > Sales User Click (L) Sales Dashboard Select Leads from the Shortcuts bin on the Sales Dashboard. Click (B) Create Lead. Enter the following details for the lead:
Field Name Lead Name Customer Value XX Hardware Deal (replace XX with your terminal number in the class) XX-New Organization

7.

Click (B) Apply.

The lead is created. By default, the Sales Channel is Direct. 8. 9. Navigate to the Products tab and (B) Add Product. Select Computer > Hardware > Laptop, Computer > Hardware > Monitors, Projectors

10. Click (B) Select. The products are added to the lead. 11. Enter the quantity and amount for the products.
Field Name Quantity Amount Value Enter a number either above or below 50 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. 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 Processing Stage Lead Number Lead Creation Date From and To All The number that you noted in Step 12. Todays date Value

18. Click (B) Run Report. The rules that were created by your instructor should display. Click the rule name to view the details of the leads that were processed by the rules.

6. Create an Opportunity From a Lead in TeleSales

Responsibility: TeleSales Agent 1. 2. 3. Login as ebusiness/welcome. (N) Responsibility: TeleSales Agent Navigate to the Leads Summary tab. 4. 5. 6. 7. 8. 9. (N) TeleSales Agent > (H) eBusiness Center

Click (B) Find. Select Organization from the Find dropdown list. Enter an organization name (XX Right Organization) into the Organization field and click (B) Search. Select the Organization record and click (B) Apply. Click (T) Lead. Select the XX Hardware Deal lead record.

10. Click (B) Create Opportunity. 11. Click (B) New Opportunity. 12. 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.

6.1 Define the Sales Funnel

Responsibility: Sales Administrator 1. 2. 3. 4. Login as ljones/welcome. (N) Responsibility: Sales Administrator (N) Opportunities > Sales Methodology Click a selected Sales Methodology link. The Sales Methodology Detail page is displayed. 5. 6. Note down the Sequence and Sales Stages you want to include in the Sales Funnel. The Sequence number is important. Logout.

Responsibility: System Administrator 7. 8. 9. Login as ebusiness/welcome. (N) Responsibility: System Administrator. (N) Profile > System

10. Set the value of the profile ASN: Dashboard Funnel Assigned Methodology to the name of the sales methodology that you chose in Step 4. Responsibility: Application Developer 11. From the Home page, switch responsibilities to Application Developer. 12. (N) Application : Lookups > Application Object Library 13. To query for a lookup, press F11 on your keyboard and enter %Dashboard%Funnel% in the Meaning Field. To execute the query, press Ctrl+F11. 14. For the ASN_DASH_SLS_METH_FUNNL_STAGES lookup type, assign the sales stage values that you noted down.
Field Name Code Meaning Description Tag Field Value Enter the sequence number Enter the text that should appear in the sales funnel on the Sales Dashboard This is an optional field Enter a number between 1 and 4 to indicate the part of the sales funnel where the current sales stage should appear

15. Save your changes.

Responsibility: Sales User 16. From the Home Page, switch responsibilities to Sales User. 17. (N) (L) Sales Dashboard The Sales Funnel reflects the changes you just made by assigning it a different methodology.

7. Map Forecast Categories

Responsibility: Sales Administrator 1. 2. 3. 4. Login as ljones/welcome. (N) Responsibility : Sales Administrator. (N) Forecast > Forecast Category Create a new forecast category called Online Shopping and click (B) Update. 5. 6. 7. 8. 9. We will map product categories to this new forecast category.

Click Forecast Category Mapping. From the Forecast Category Name dropdown, select Online Shopping. Click (B) Search. In the Product Category field, enter %Book%, and click (B) Go. Select a product category, and click (B) Select.

10. Enter todays date as the Start Date. 11. Click (B) Update. The product category is now mapped to the forecast category that you created.

12. (N) Sales Dashboard > Forecasts 13. From the Category dropdown, select Online Shopping. 14. Click (B) Go. The product categories that you mapped to the forecast category display here.

7.1 Forecasting as a Sales Manager

Responsibility: Sales Manager 1. 2. 3. 4. Login as julrich/welcome. (N) Responsibility: Sales Manager (N) Sales Manager Dashboard > Forecast As a sales manager, you can select Direct Reports Submitted from the Worksheet Default Values dropdown, and click (B) Go. The values in the table change to reflect forecasts submitted by sales representatives reporting to you. 5. View the Direct Reports Forecast Summary and Detail worksheets to view details of the opportunities submitted as forecasts by your team members.

8. Create Geographic Territories

Responsibility: Territory Management 1. 2. 3. 4. Login as ljones/welcome > (R) Territory Management > (N) Territories Usage is Sales. Select USA Sales for the parent territory > (B) Create Territory Type is Geography > (B) Continue Enter territory details. Territory Name: Far West Rank: 11 Available to Self Service Add Ms. Kerry Jones as a resource with full access. Add the Sales Manager role. (Both a resource and the Sales Manager role are required for self-service.) If you forget to select Self-Service, Role is not available in the Resource Type list. Using Cancel to start over does not fix this. You must return to Home and start over. 7. (B) Next > Add geographies City: San Diego City: Oakland Postal Codes: 94500 - 94599 (B) Next > Additional Matching Attributes Customer Category is equal to City or Local Govt (B) Finish

5. 6.

8. 9.

9. Set Up Quoting Parameters

Responsibility: US Super HRMS Manager 1. 2. 3. Login as ebusiness/welcome. (N) Responsibility: US Super HRMS Manager Navigate to the Find Organization dialog box. 4. 5. 6. 7. (N) HRMS Manager : Work Structures : Organization > Description

Specify the operating unit for which you want to set the parameters in the Name field. For Organization Classification Name, select Operating Unit. Click (B) Find. From the Organization Classifications section, select Operating Unit. Verify that the Enabled checkbox is selected.

8. 9.

Click (B) Others. From the Additional Organization Information dialog box, select Quoting Parameters.

10. Click inside the Quoting Parameters field to display the Quoting Parameters dialog box with the following fields: Operating Unit- Select the same Operating Unit that you selected in Step 3 above. Default Order Type Default Salesrep Default Sales Group Default Sales Role Default Contract Template

11. Specify a value for each of the parameters using the respective LOVs. The LOVs for the Default Order Type, Default Salesrep, and Default Contract Template are filtered by the selected operating unit. The LOVs for the Default Sales Group and Default Sales Role are based on the Default Salesrep parameter.

12. Click (B) OK to save your changes. 13. You must perform the above steps to set the Quoting parameters for each operating unit in your organization.