Sales Territory Management - FS only

Learn how to assign Account managers to specific sales territories in Aurea CRM.

Note: This topic is relevant only for Business Logic - FS

If you add a new company or person, the territory is determined based on the address (Country and Postal Code fields) and the corresponding rep assigned to the territory is assigned to the new company/person/property.

If reps are assigned using the sales territory management function, reps can also be allocated based on other freely definable criteria (age, income, customer group etc.), see Sales Territory Management Info Area. In this case the responsible reps are stored in the Sales Group area, see Sales Groups.

The following table provides an overview of the functions available, see Allocating Reps.

	City	Sales Territory Management
Reps transferred to company/person (FI/PE) records	Yes	No
Number of reps	1	any
Multiple reps per function	No	Yes
Updated automatically	No	Yes

Allocating Reps

Follow any of the below methods to define territories and allocate rep:

In the City info area: 1 rep can be allocated to each postal code range (Rep field). This rep is transferred to new or updated companies or persons (PE) in the defined postal code range (Rep or Account Manager 2 field), see City/Country and CRM.core Administrator Guide.

Some additional area-dependent information are also transferred automatically based on the data entered in the Country and City info areas, when adding or editing company and person and data (country and postal code). See below table:

Field	Country	City	Info Areas
Rep	-	x	FI/PE
County	-	x	FI/KP/PE
Label	x	-	FI/KP
Area	-	x	FI
Country Code	x	-	FI/KP/PE
Area Code	-	x	FI/KP/PE

If you add a person in company (KP) record and enter an address (Country, Postal Code), the Rep entered in the City info area is transferred to the Account Manager 2 field in the person in company (KP) record. The account manager is also entered in the person (PE) record linked to the person in company (KP) record.

Note: Changes to data in the Country and City info areas are not automatically applied to existing company and person records.

Sales Territory Management: Any number of (internal and external) employees can be assigned to various functions for each postal code range and area. Use the Sales Territory Management info area to enter the reps responsible for a territory and to determine their function (e.g. account manager etc.).
Reps can be assigned automatically to companies and persons that meet the defined criteria. You can add any number of records for each criteria and with multiple reps assigned the same management function.. In this case the responsible reps are stored for companies and persons in the Sales Group area, see Sales Groups.

To add a sales territory management record:
1. Select (Sales) > Sales Territory Management.
2. Start the search.
3. Click on (New).
4. Enter the Country.
5. Enter additional criteria such as the range of postal codes (From Postal Code and To Postal Code fields) and the time period the record applies for (Valid from and Valid to fields).
  All criteria need to match for reps to be assigned to a company/person. Postal code ranges may overlap.
  
  Your administrator can define additional criteria (age, income, customer group), if required, see CRM.core Administrator Guide.
6. Enable the Valid for companies/Persons in Company options to determine which info areas the settings are applied to.
7. Select the rep, company or person responsible for the territory from the Internal Rep ID, Supporting Company or Supporting Person field. This can be an internal rep or group, or an external company or person.
8. Save the record.
  If companies/persons are added or edited (e.g. the postal code is changed), sales group records are automatically added or updated, see Sales Groups. The Management Function, Internal Rep ID, Supporting Company, Supporting Person, Account Manager, Product Type and Main Contact Person fields are transferred to the sales group. Your administrator can define additional fields that should be transferred, see Sales Territory Management (Variable Copied Fields option) in the CRM.core Administrator Guide.
  
  Note: The Generated field is enabled in sales group records that have been added automatically. If the one of the fields that are copied (listed above) is edited manually, the Generated field is disabled. Select Go to All Related > All Sales Groups from a company or person’s context menu to display the sales groups.
Sales group records are automatically added when adding or editing company or person records. If you change the settings used to allocate reps to companies, the reps can be re-allocated.

To apply the settings:
1. Select (Sales) > Calculate Territory Allocation.
  The sales territory management settings are applied. Sales groups records are added or updated.
  
  Sales groups can subsequently be edited manually.
Note: A CRM.server To-Do of type 12 (e.g. 12,FI,KP) is used to apply the sales territory management settings to the corresponding info areas. Enter the info areas that should be affected in the Sales.TerritoryManagement.InfoAreas web configuration parameter. The access rights defined for the user who accessed the function apply when assigning reps, see CRM.core Administrator Guide and Aurea CRM web Administrator Guide.

Note: Sales groups added or edited manually (where the Generated field is disabled) are not updated.

Sales Groups

You can use the Sales Group info area to depict your internal sales structure.

You can use sales groups to:

Subdivide sales activities according to product types.
Assign reps to companies and persons in various functions and for various product groups etc.

You can add sales groups in the following ways:

Manually, by importing data etc.
Automatically based on sales territory management records, see Sales Territory Management Info Area.

Note: To add a sales group manually, switch to the desired company or person and select Go to All Related > All Sales Groups from the context menu. Click on

(New).

Sales groups can be added for companies or persons. The Generated field is enabled in sales group records that have been added automatically. Automatically generated records are the only records updated if sales territory management records are updated.

For more information on disabling individual functions, see Administrator Information.

Note: You can enter visit and telephone frequencies in Aurea CRM win that allow you to automatically generate activities for customers over a specific time period.

Administrator Information

Note: Your administrator can determine whether field contents are transferred and sales groups are added or updated when manually editing or importing data and applying changes in the Maintenance module:

Use the Disconnect Fields from City Table and Disconnect Fields from Country Table configuration entries to prevent fields from being filled in automatically when a country and postal code are entered. You can deactivate the transfer for each individual field and info area, see CRM.core Administrator Guide.

You can prevent sales group records from being automatically created or updated based on the settings defined in the Sales Territory Management info area in the CRM Process configuration info area see CRM.core Administrator Guide.

Use sales territory management when importing/Use sales territory management in the Maintenance module: If access to these processes is denied, no sales group records are added or updated when importing data or updating data in the Maintenance module.

Sales Territory Management process: If access to this process is denied, assigning reps based on the settings in the Sales Territory Management info area is disabled completely. (If you are not using the Sales Territory Management info area at all, Aurea recommends denying access to this process for performance reasons.)