Sales And Marketing

Oracle Marketing provides functionality to create campaigns, campaign schedules, approve campaigns, approve campaign schedules and create leads.

Depending on the implementation, Oracle Sales can automatically assign leads to individual agents who become the lead owners and to whole sales teams.

Create Lead:
This action applies to only one record at a time. The lead is created and confirmed with the lead number. There are options to view the lead details in the Lead Center.

An opportunity allows sales teams to track the sales process from the time a lead is qualified to the time an order is created. This procedure is used to turn a lead into an opportunity.

Create Opportunity:
This action applies to only one record at a time. The opportunity is created and confirmed with the opportunity number. There are options to view the opportunity details in the Opportunity Center.

Create Order:
An opportunity is used to create a quote which in turn is used to create an Order.

Lead2Proposal (L2P)

Main Steps Performed Timed Events (Y/N)
Initialization phase
1. Click on "Apps Local Login Page"
N
2. Login as a resource created by setup scripts N
3. Select Responsibility: "Sales User" N
4. Navigate to AutoCreate N
Action phase (iterations):
1. [Click on] "No Action" column in the "Cross Sell/ Up Sell Sales Campaigns" bin
N
2. [Enter] "The eBS Kit Sales Note for the Lead Generation" in the "Note" bin. N
3. [Click on] "Add Note" N
4. [Click on] "Add Another Row" in "Tasks" bin N
5. Subject    "Contact the customer"
Due DateCurrent Date
Type "Problem Resolution"
Status "In Progress"
N
6. [Click on] the first Lead Name in "Leads" bin In the "Update Lead" page Methodology "{setupId}eBS Strategic Sales" Stage "Stage 1: Prospecting" N
7. [Click on] "Notes and Tasks" tab N
8 [Click on] "Contacts" tab Y
9. [Click on] "Products" tab N
10. UOM "Each"
Quantity       "100"
Amount
"50,000.00"       [Click on]
"Save"
[Click on] "Sales Cycle" tab
[Click on]
"Sales Coach" icon for "{setupId}Gather Customer Information" row.
How did you find out about this opportunity?
"Through sales call from sales rep"
Are they a customer?
"Yes"
What have they already purchased? "Manufacturing"
Is there an SLSA and/or SLA agreement in place? "No"
Who are our key contacts and what is the relationship? "eBS Benchmark"
Would they go exclusive? Why or why not? "Yes"
Who can coach us on this opportunity? "eBS Benchmark"
What is their level of satisfaction with Oracle? "Very Satisfied"
Who do they have a relationship with within Oracle? "eBS Benchmark"
If they own oracle products, have they recently logged support calls? "No"
[Click on]     "Apply"
[Click on]     "Completed" check box [Click on] "Save"
[Click on]     "Sales Team" tab
[Click on]     "Proposals" tab
[Click on]     "Create Proposal" Proposal Name Any Unique Name Filter by Category "Home Office Solution"
[Click on]     "Home Desktop Solution" radio button
[Click on]     "Apply"
[Click on]     "Update Lead:..." link [Click on] "Convert to Opportunity"
[Click on]     "Logout"
Y

Opportunity2Quote (O2Q)

Main Steps Performed Timed Events (Y/N)
Initialization phase
1. Click on "Apps Local Login Page"
N
2. Login as a resource created by setup scripts N
3. Select Responsibility: "Sales User" N
4. Navigate to "Sales Dashboard" N
Action phase (iterations):
1. [Click on] "Full List" under "Top Opportunities" bin
Status "Preliminary"
Stage "Stage 1: Prospecting"
[Click on] "Go"
In the "Opportunity Details:..." bin
Stage "Stage 4: Close"
Status "Won"
Close Reason "Won Opportunity"
[Click on] "Save"
[Click on] the first Opportunity Name in "Opportunities" bin
Y
2. Navigate to "Update Opportunity" N
3. [Click on]     "Proposals and Quotes" tab
[Click on]     "Create Quote"
Order Type     "Standard"
[Click on]     "Add Product"
Product     "EBSITEM000001"
[Select]     "EBSITEM000001"
[Click on]     "Select and Add More"
Product     "EBSITEM000002"
[Select]     "EBSITEM000002"
[Click on]     "Select and Add More"
Product     "EBSITEM000003"
[Select]     "EBSITEM000003"
[Click on]     "Select and Add More"
Product     "EBSITEM000004"
[Select]     "EBSITEM000004"
[Click on]     "Select and Add More"
Product     "EBSITEM000005"
[Select]     "EBSITEM000005"
[Click on]     "Select"
[Click on]     "Apply"
[Click on]     "Approvals"
[Click on]     "Initiate Approval"
[Click on]     "Approve"
[Click on]     "Overview"
Actions     "Place Order"
[Click on]     "Go"
[Click on]     "Logout
Y

Opportunity2Order (O2O)

Main Steps Performed Timed Events (Y/N)
Initialization phase
1. Click on "Apps Local Login Page"
N
2. Login as a resource created by setup scripts N
3. Select Responsibility: "Sales User" N
4. Navigate to "Sales Dashboard" N
Action phase (iterations):
1. [Click on] "Full List" under "Top Opportunities" bin
Status "Preliminary"
Stage "Stage 1: Prospecting"
[Click on] "Go"
In the "Opportunity Details:..." bin
Stage "Stage 4: Close"
Status "Won"
Close Reason "Won Opportunity"
[Click on] "Save"
[Click on] the first Opportunity Name in "Opportunities" bin
N
2. Navigate to "Update Opportunity" N
3. [Click on]     "Proposals and Quotes" tab
[Click on]     "Create Quote"
Order Type     "Standard"
[Click on]     "Add Product"
Product     "EBSITEM000001"
[Select]     "EBSITEM000001"
[Click on]     "Select and Add More"
Product     "EBSITEM000002"
[Select]     "EBSITEM000002"
[Click on]     "Select and Add More"
Product     "EBSITEM000003"
[Select]     "EBSITEM000003"
[Click on]     "Select and Add More"
Product     "EBSITEM000004"
[Select]     "EBSITEM000004"
[Click on]     "Select and Add More"
Product     "EBSITEM000005"
[Select]     "EBSITEM000005"
[Click on]     "Select"
N
4. [Click on]     "Apply"
[Click on]     "Approvals"
[Click on]     "Initiate Approval"
[Click on]     "Approve"
Y
5. [Click on]     "Overview"
Actions     "Place Order"
[Click on]     "Go
Y
6. [Click on] "Logout" N
 
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