Oracle Sales Compensation User's Guide

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Oracle Sales Compensation User’s Guide Release 11 March 1998

OracleR Sales Compensation User’s Guide Release 11 The part number for this book is A58342–01. Copyright E 1996, 1998, Oracle Corporation. All Rights Reserved. Major Contributors: Richard Kuyasa, Sudakshina Piercy, Jocelyn Audette, Kristi Ramey, Judy Gaitan Contributors: Sophia Mangatal, Amy Erickson, Arvind Saxena, Neerav Berry, Paul Mitchell, Bill Friend, Pete Cook, Victor Young, Tony Lower, Sudhakar Vissapragada, Karen Walluk, Xinyang Fan, Angela Chung, Jin Cheng The Programs (which include both the software and documentation) contain proprietary information of Oracle Corporation; they are provided under a license agreement containing restrictions on use and disclosure and are also protected by copyright, patent and other intellectual property law. Reverse engineering of the Programs is prohibited. The information contained in this document is subject to change without notice. If you find any problems in the documentation, please report them to us in writing. Oracle Corporation does not warrant that this document is error–free. No part of this document may be reproduced or transmitted in any form or by any means, electronic or mechanical, for any purpose, without the express written permission of Oracle Corporation. Restricted Rights Legend Programs delivered subject to the DOD FAR Supplement are ’commercial computer software’ and use, duplication and disclosure of the Programs shall be subject to the licensing restrictions set forth in the applicable Oracle license agreement. Otherwise, Programs delivered subject to the Federal Acquisition Regulations are ’restricted computer software’ and use, duplication and disclosure of the Programs shall be subject to the restrictions in FAR 52.227–14, Rights in Data –– General, including Alternate III (June 1987). Oracle Corporation, 500 Oracle Parkway, Redwood City, CA 94065. The Programs are not intended for use in any nuclear, aviation, mass transit, medical, or other inherently dangerous applications. It shall be licensee’s responsibility to take all appropriate fail–safe, back–up, redundancy and other measures to ensure the safe use of such applications if the Programs are used for such purposes, and Oracle disclaims liability for any damages caused by such use of the Programs. Oracle is a registered trademark and Developer/2000, Oracle8, Oracle Application Object Library, Oracle Financials, SQL*Forms, SQL*Plus, SQL*AMX, SQL*Report, SQL*Loader, Oracle Applications, Oracle General Ledger, Oracle Order Entry, Oracle Receivables, Oracle Sales Compensation, and PL/SQL are trademarks or registered trademarks of Oracle Corporation. All other company or product names are mentioned for identification purposes only, and may be trademarks of their respective owners.

Contents Preface Chapter 1 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . xi Setting Up . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Key Product Features . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Flexible Compensation Solution . . . . . . . . . . . . . . . . . . . . . . . Compensate Many Different Ways . . . . . . . . . . . . . . . . . . . . . Compensate in Multiple Currencies . . . . . . . . . . . . . . . . . . . . Model New Plans . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Roll Credit Up . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Accurate and Timely Payments . . . . . . . . . . . . . . . . . . . . . . . . View Individual Financial Summaries . . . . . . . . . . . . . . . . . . Make Adjustments . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Manage Information Easily . . . . . . . . . . . . . . . . . . . . . . . . . . . Monitor Salesperson Performance . . . . . . . . . . . . . . . . . . . . . Report on a Variety of Information . . . . . . . . . . . . . . . . . . . . . Integrate Easily with Other Applications . . . . . . . . . . . . . . . . Compensation Processing Overview . . . . . . . . . . . . . . . . . . . . . . . Setup Checklist . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Setting Up User Responsibilities . . . . . . . . . . . . . . . . . . . . . . . . . . Defining and Assigning Responsibilities . . . . . . . . . . . . . . . . Defining Users . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Setting System Parameters . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Setup in Other Applications . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Distributing Collection and Calculation Functions . . . . . . . . . . . 1–1 1–3 1–4 1–5 1–6 1–7 1–7 1–8 1–8 1–8 1–8 1–9 1–9 1–9 1 – 10 1 – 13 1 – 16 1 – 16 1 – 17 1 – 18 1 – 25 1 – 26 Contents iii

The Global Computers, Inc. Compensation Scenario . . . . . . . . . 1 – 28 Chapter 2 Chapter 3 Defining Your Sales Compensation Calendar and Set of Books . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . About Compensation Periods . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Defining Your Calendar and Set of Books . . . . . . . . . . . . . . . . . . . Selecting the Set of Books . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Defining the Collector Set of Books . . . . . . . . . . . . . . . . . . . . Administering Sales Compensation Periods . . . . . . . . . . . . . . . . Specifying Collection Parameters for Collecting Transaction Data . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Specifying the Collection and Transfer Batch Size . . . . . . . . Specifying the Calculator Instance . . . . . . . . . . . . . . . . . . . . . Defining Revenue Classification . . . . . . . . . . . . . . . . . . . . . . . . . Categorizing Your Sales Revenue . . . . . . . . . . . . . . . . . . . . . . . . . . What Is a Revenue Class? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . How Revenue Classes Work . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Filtering Sales Credit . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Varying Compensation by Revenue Class . . . . . . . . . . . . . . . Identifying Your Organization’s Revenue Classes . . . . . . . . . . . . Defining Your Revenue Classes . . . . . . . . . . . . . . . . . . . . . . . . Arranging Revenue Classes into a Hierarchy . . . . . . . . . . . . . . . . Hierarchy Terminology . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . What Is a Revenue Class Hierarchy? . . . . . . . . . . . . . . . . . . . How a Revenue Class Hierarchy Works . . . . . . . . . . . . . . . . About Dimensions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Defining a Dimension . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Defining a Hierarchy . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Adding Nodes to a Hierarchy . . . . . . . . . . . . . . . . . . . . . . . . . Deleting Nodes from a Hierarchy . . . . . . . . . . . . . . . . . . . . . . Creating a New Root . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Changing a Hierarchy . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Importing Hierarchies . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . About Revenue Classification Rules . . . . . . . . . . . . . . . . . . . . . . . What Are Revenue Classification Rules? . . . . . . . . . . . . . . . . What is a Classification Rules Hierarchy? . . . . . . . . . . . . . . . How the Rule Hierarchy Works . . . . . . . . . . . . . . . . . . . . . . . . Defining Revenue Classification Rules . . . . . . . . . . . . . . . . . . . . . Defining Rule Attributes . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . iv Oracle Sales Compensation User’s Guide 2–1 2–3 2–4 2–5 2–6 2–7 2 – 11 2 – 11 2 – 11 3–1 3–3 3–3 3–5 3–5 3–8 3–9 3 – 11 3 – 13 3 – 13 3 – 15 3 – 16 3 – 19 3 – 21 3 – 23 3 – 25 3 – 27 3 – 29 3 – 30 3 – 30 3 – 33 3 – 33 3 – 35 3 – 35 3 – 37 3 – 39

Chapter 4 Chapter 5 Defining a Condition Using a Hierarchy . . . . . . . . . . . . . . . . Defining Multiple–Condition Rules . . . . . . . . . . . . . . . . . . . . Generating Your Revenue Classification Setup . . . . . . . . . . . . . . Changing Your Revenue Classification Setup . . . . . . . . . . . . . . . 3 – 42 3 – 44 3 – 45 3 – 46 Defining Collection of Sales Compensation Transactions . . . About Data Collection for Oracle Sales Compensation . . . . . . . Defining a Sales Compensation Transaction . . . . . . . . . . . . . Defining Your Data Sources . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Choosing the Oracle Receivables Source . . . . . . . . . . . . . . . . About Oracle Receivables Source Data . . . . . . . . . . . . . . . . . Choosing Which Source Documents Feed Oracle Sales Compensation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Collecting Past–Due Invoices . . . . . . . . . . . . . . . . . . . . . . . . . . Overview of the Oracle Receivables Transaction Data Collection Process . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Mapping Transaction Attributes to Receivables Attributes . . . . Using the Default Mapping to Collect Compensation Transactions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Adding Attributes to the Default Mapping to Collect Additional Information . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Direct Mapping at the Header Level . . . . . . . . . . . . . . . . . . . Direct Mapping at the Line Level . . . . . . . . . . . . . . . . . . . . . . Direct Mapping at the Line Level Using an Expression . . . Indirect Mapping at the Header Level Using a Foreign Key Collecting Transactions Using the Open Interface Directly . . . . 4–1 4–3 4–5 4–6 4–7 4–8 Defining Salespeople and Sales Credit Distribution . . . . . . . Defining Salespeople . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . What is an Oracle Sales Compensation Salesperson? . . . . . Accessing Salesperson Information . . . . . . . . . . . . . . . . . . . . Entering Salespeople . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Defining Descriptive Flexfields for Salespeople . . . . . . . . . . Implementing Sales Credit Assignments . . . . . . . . . . . . . . . . Defining a Salesperson Hierarchy . . . . . . . . . . . . . . . . . . . . . . . . . What is a Salesperson Hierarchy? . . . . . . . . . . . . . . . . . . . . . . How Does a Salesperson Hierarchy Work? . . . . . . . . . . . . . . Entering the Salesperson Hierarchy . . . . . . . . . . . . . . . . . . . . Making the Salesperson Hierarchy Effective . . . . . . . . . . . . . 5–1 5–3 5–3 5–5 5–6 5–7 5–7 5–8 5–8 5–9 5 – 14 5 – 15 4 – 10 4 – 12 4 – 15 4 – 18 4 – 20 4 – 21 4 – 26 4 – 30 4 – 33 4 – 35 4 – 39 Contents v

Chapter 6 Chapter 7 Setting Up for Payment and Manual Transactions . . . . . . . . . . Payment Setup . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Enabling Users to Process Payments . . . . . . . . . . . . . . . . . . . Manual Transactions Setup . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Customizing the Appearance of the Transactions Form . . . Adding Fields to the Transactions Form to Apply Classification Rules . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Defining Reason Codes for Manual Transactions . . . . . . . . . 6–1 6–3 6–3 6–4 6–4 Defining Compensation Plans . . . . . . . . . . . . . . . . . . . . . . . . . . . Overview of Compensation Plans . . . . . . . . . . . . . . . . . . . . . . . . . What is a Compensation Plan? . . . . . . . . . . . . . . . . . . . . . . . . Defining a Compensation Plan . . . . . . . . . . . . . . . . . . . . . . . . . . . . Defining a Plan Element . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Creating a Compensation Plan Element . . . . . . . . . . . . . . . . . . . . Selecting a Specific Element Type . . . . . . . . . . . . . . . . . . . . . . Guidelines for Creating a Compensation Plan Element . . . Element Type Quick Reference . . . . . . . . . . . . . . . . . . . . . . . . Defining Revenue Quota Compensation . . . . . . . . . . . . . . . . Defining Revenue Non Quota Compensation . . . . . . . . . . . . Defining Draw Compensation . . . . . . . . . . . . . . . . . . . . . . . . . Defining Manual Compensation . . . . . . . . . . . . . . . . . . . . . . . Defining Unit Quota Compensation . . . . . . . . . . . . . . . . . . . . Defining Unit Non Quota Compensation . . . . . . . . . . . . . . . Defining Discount Compensation . . . . . . . . . . . . . . . . . . . . . . Defining Margin Compensation . . . . . . . . . . . . . . . . . . . . . . . Defining Split and Non–Split Commissions . . . . . . . . . . . . . . . . . Split Commission Example . . . . . . . . . . . . . . . . . . . . . . . . . . . Non–Split Commission Example . . . . . . . . . . . . . . . . . . . . . . . Defining Accumulative Commission . . . . . . . . . . . . . . . . . . . . . . . Defining the Discount Option Field . . . . . . . . . . . . . . . . . . . . . . . . Discount Option Compensation Examples . . . . . . . . . . . . . . Defining Interval to Date Quota Target Calculation . . . . . . . . . . Defining Interval to Date Revenue Quota Compensation . . Interval to Date Revenue Quota Compensation Examples . Defining Interval to Date Unit Quota Compensation . . . . . Interval to Date Unit Quota Compensation Examples . . . . Defining Compensation Rates . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Defining a Compensation Rate Table . . . . . . . . . . . . . . . . . . . Using Revenue Classes in Your Compensation Plans . . . . . . . . . 7–1 7–4 7–4 7–6 7 – 11 7 – 16 7 – 17 7 – 18 7 – 25 7 – 33 7 – 36 7 – 39 7 – 41 7 – 42 7 – 45 7 – 48 7 – 50 7 – 52 7 – 53 7 – 54 7 – 55 7 – 56 7 – 57 7 – 62 7 – 63 7 – 67 7 – 77 7 – 81 7 – 90 7 – 92 7 – 94 vi Oracle Sales Compensation User’s Guide 6–4 6–5

Varying Compensation Goals or Rates by Revenue Class . . Assigning Revenue Classes . . . . . . . . . . . . . . . . . . . . . . . . . . . Defining Sales Incentives . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Quota Uplifts . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Defining a Quota Uplift . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Payment Uplifts . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Defining a Payment Uplift . . . . . . . . . . . . . . . . . . . . . . . . . . . . Distributing Compensation Across Transactions . . . . . . . . . . . . . Assigning Transaction Factors . . . . . . . . . . . . . . . . . . . . . . . . . How Many Plans Should I Create? . . . . . . . . . . . . . . . . . . . . . . . . Assigning a Plan to a Salesperson . . . . . . . . . . . . . . . . . . . . . . . . . Assigning a Compensation Plan . . . . . . . . . . . . . . . . . . . . . . . Customizing Compensation for a Salesperson . . . . . . . . . . . . . . . Customizing the Target Quota or Payment Amounts . . . . . Defining Period Targets for Each Salesperson . . . . . . . . . . . . Customizing Revenue Class Targets . . . . . . . . . . . . . . . . . . . . Customizing Draws . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Viewing All Salespeople Assigned to a Plan . . . . . . . . . . . . . . . . Changing a Compensation Plan . . . . . . . . . . . . . . . . . . . . . . . . . . . Changing a Plan Element . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Changing a Rate Table . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7 – 96 7 – 97 7 – 99 7 – 99 7 – 101 7 – 102 7 – 104 7 – 105 7 – 108 7 – 111 7 – 113 7 – 113 7 – 116 7 – 117 7 – 118 7 – 119 7 – 120 7 – 121 7 – 123 7 – 124 7 – 124 Chapter 8 Entering Manual Transactions . . . . . . . . . . . . . . . . . . . . . . . . . . . About Manual Transaction Processing . . . . . . . . . . . . . . . . . . . . . Creating a Transaction Batch . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Entering a Manual Transaction . . . . . . . . . . . . . . . . . . . . . . . . . . . . Rolling Up Manual Transactions . . . . . . . . . . . . . . . . . . . . . . . Calculating a Manual Transaction Batch . . . . . . . . . . . . . . . . . . . . Deleting a Manual Transaction . . . . . . . . . . . . . . . . . . . . . . . . . . . . Querying a Manual Transaction . . . . . . . . . . . . . . . . . . . . . . . . . . . 8–1 8–3 8–7 8–9 8 – 12 8 – 14 8 – 16 8 – 17 Chapter 9 Calculating Sales Compensation . . . . . . . . . . . . . . . . . . . . . . . . . Opening a Period . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Calculating Compensation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Calculating Compensation for a Salesperson . . . . . . . . . . . . Viewing Compensation Process Statistics . . . . . . . . . . . . . . . . . . . Viewing the Notification Log . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9–1 9–2 9–3 9–6 9 – 10 9 – 12 Contents vii

Chapter 10 Processing Your Payment . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . About the Payment Process . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . About the Payrun Document . . . . . . . . . . . . . . . . . . . . . . . . . . Overview of the Payment Process . . . . . . . . . . . . . . . . . . . . . . About Draws in Oracle Sales Compensation . . . . . . . . . . . . Creating a Payrun Document . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Entering Salesperson Payment Information . . . . . . . . . . . . . . . . . Entering Manual Bonuses . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Submitting Payment . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . About the Payment Interface Table . . . . . . . . . . . . . . . . . . . . . 10 – 1 10 – 2 10 – 3 10 – 4 10 – 6 10 – 7 10 – 10 10 – 14 10 – 15 10 – 15 Chapter 11 Monitoring a Salesperson’s Performance . . . . . . . . . . . . . . . . . . About Salesperson Performance . . . . . . . . . . . . . . . . . . . . . . . . . . . Using the Salesperson Subledger . . . . . . . . . . . . . . . . . . . . . . . . . . Viewing Account Adjustments . . . . . . . . . . . . . . . . . . . . . . . . Viewing Performance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Viewing Transaction Details . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Utilizing Multiple Currencies . . . . . . . . . . . . . . . . . . . . . . . . . Viewing Transaction Details for an Individual Salesperson Viewing All Transaction Details . . . . . . . . . . . . . . . . . . . . . . . 11 – 1 11 – 3 11 – 4 11 – 6 11 – 7 11 – 10 11 – 10 11 – 11 11 – 12 Chapter 12 Reporting with Oracle Sales Compensation . . . . . . . . . . . . . . . Running Predefined Reports . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Classification Rules . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Commission Statement . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Compensation Plans . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Hierarchy . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Commission Summary . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Payrun Listing . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Quota Performance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Salesperson Plan Assignments . . . . . . . . . . . . . . . . . . . . . . . . . 12 – 1 12 – 2 12 – 6 12 – 7 12 – 10 12 – 11 12 – 14 12 – 16 12 – 18 12 – 20 Appendix A Windows and Navigator Paths . . . . . . . . . . . . . . . . . . . . . . . . . . . A – 1 Appendix B Element Type Compensation Examples . . . . . . . . . . . . . . . . . . . B – 1 Appendix C Hierarchy API . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . C – 1 viii Oracle Sales Compensation User’s Guide

Glossary Index Contents ix

x Oracle Sales Compensation User’s Guide

Preface Welcome to the OracleR Sales Compensation User’s Guide, Release 11. This user’s guide includes the information you need to work with Oracle Sales Compensation effectively. It contains detailed information about the following: Overview and reference information Specific tasks you can accomplish using Oracle Sales Compensation Oracle Oracle Sales Compensation setup Oracle Oracle Sales Compensation functions and features Oracle Oracle Sales Compensation windows Oracle Oracle Sales Compensation reports and processes This preface explains how this user’s guide is organized and introduces other sources of information that can help you. Preface xi

About This User’s Guide This guide contains overviews as well as task and reference information about Oracle Sales Compensation. This guide includes the following chapters and appendices: Chapter 1 gives you an overview of the key product features and the compensation process, provides a setup checklist, explains how to set up user responsibilities, and set up system parameters. This chapter also defines the profile options, explains how to integrate with other Oracle Applications, and how to distribute compensation processing functions. Note: Implementation information and procedures are contained in this chapter. Chapter 2 defines a compensation period and explains how to define your calendar effectively for your compensation system. Oracle Sales Compensation uses compensation periods based on a general ledger (GL) calendar you define. Chapter 3 explains how to categorize your sales revenue, set up revenue classes and define a set of rules Oracle Sales Compensation can use to assign a revenue class to each compensation transaction processed. Oracle Sales Compensation uses categories of business revenue you define—called revenue classes—to determine whether a salesperson can receive a compensation payment. Chapter 4 explains how to define the data you need to Oracle Sales Compensation, and where to collect the data from. Each sales organization has different ways of paying compensation, and thus each organization needs different types of data to calculate a compensation payment. Chapter 5 explains how to set up a salesperson rollup structure, which Oracle Sales Compensation uses to determine how to compensate multiple people for the same transaction. Chapter 6 explains how to process payments to an application of your choice, such as Oracle Payroll or Oracle Payables. Sample scripts are provided as examples. When you adjust sales credit, you need to provide information that lets Oracle Sales Compensation classify the transaction it sends through for the adjusted amount of credit. This chapter also explains how to add entry fields to the Transactions form, and how to define reason codes for adjustment processing. xii Oracle Sales Compensation User’s Guide

Chapter 7 explains the steps you need to perform to set up compensation for a salesperson. This chapter also explains how to set up sales credit assignments, define salespeople, and define a compensation plan and assign it to a salesperson. Chapter 8 explains how to adjust sales credits. Before you calculate compensation payments, you might need to make adjustments for sales credits assigned in error by order or billing systems. Chapter 9 explains the steps you need to perform to calculate compensation. Chapter 10 explains the steps you need to perform to pay compensation. Chapter 11 explains how to view transactions assigned to the salesperson. At various times during a compensation cycle, you might need to view a salesperson’s performance against their quota or performance within a revenue class. Chapter 12 describes how to run a variety of reports for individuals or groups of salespeople. Appendix A shows you how to navigate to each Oracle Sales Compensation window. Appendix B provides examples that explain how to calculate commissions using various element type compensation plans. Appendix C describes the process of transferring Dimension Hierarchy data from an external system into a particular implementation of Oracle Sales Compensation. This appendix also explains how to download data. Preface xiii

Audience for This Guide This guide assumes you have a working knowledge of your business area’s processes and tools. It also assumes you are familiar with Sales Compensation. If you have never used Sales Compensation, we suggest you attend one or more of the Sales Compensation training classes available through World Wide Education. For more information about Sales Compensation and Oracle training, see: Other Information Sources. Do Not Use Database Tools to Modify Oracle Applications Data Because Oracle Applications tables are interrelated, any change you make using Oracle Applications can update many tables at once. But when you modify Oracle Applications data using anything other than Oracle Applications, you may change a row in one table without making corresponding changes in related tables. If your tables get out of synchronization with each other, you risk retrieving erroneous information and you risk unpredictable results throughout Oracle Applications. When you use Oracle Applications to modify your data, Oracle Applications automatically checks that your changes are valid. Oracle Applications also keeps track of who changes information. If you enter information into database tables using database tools, you may store invalid information. You also lose the ability to track who has changed your information because SQL*Plus and other database tools do not keep a record of changes. Consequently, we STRONGLY RECOMMEND that you never use SQL*Plus or any other tool to modify Oracle Applications data unless otherwise instructed. Other Information Sources Here are some other ways you can increase your knowledge and understanding of Sales Compensation. Online Documentation All Oracle Applications documentation is available online on CD–ROM, except for technical reference manuals. There are two online xiv Oracle Sales Compensation User’s Guide

formats, HyperText Markup Language (HTML) and Adobe Acrobat (PDF). All user’s guides are available in HTML, Acrobat, and paper. Technical reference manuals are available in paper only. Other documentation is available in Acrobat and paper. The content of the documentation does not differ from format to format. There may be slight differences due to publication standards, but such differences do not affect content. For example, page numbers and screen shots are not included in HTML. The HTML documentation is available from all Oracle Applications windows. Each window is programmed to start your web browser and open a specific, context–sensitive section. Once any section of the HTML documentation is open, you can navigate freely throughout all Oracle Applications documentation. The HTML documentation also ships with Oracle Information Navigator (if your national language supports this tool), which enables you to search for words and phrases throughout the documentation set. Related User’s Guides Sales Compensation shares business and setup information with other Oracle Applications products. Therefore, you may want to refer to other user’s guides when you set up and use Sales Compensation. If you do not have the hardcopy versions of these manuals, you can read them online using the Applications Library icon or Help menu command. Oracle Applications User’s Guide This guide explains how to enter data, query, run reports, and navigate using the graphical user interface (GUI) available with this release of Sales Compensation (and any other Oracle Applications products). This guide also includes information on setting user profiles, as well as running and reviewing reports and concurrent processes. You can access this user’s guide online by choosing ”Getting Started with Oracle Applications” from any Oracle Applications help file. Oracle Applications Demonstration User’s Guide This guide documents the functional storyline and product flows for Global Computers, a fictional manufacturer of personal computers products and services. As well as including product overviews, the Preface xv

book contains detailed discussions and examples across each of the major product flows. Tables, illustrations, and charts summarize key flows and data elements. Oracle Order Entry/Shipping User’s Guide This guide describes how to enter sales orders and returns, copy existing sales orders, schedule orders, release orders, plan departures and deliveries, confirm shipments, create price lists and discounts for orders, and create reports. Oracle General Ledger User’s Guide This guide explains how to plan and define your chart of accounts, accounting period types and accounting calendar, functional currency, and set of books. It also describes how to define journal entry sources and categories so you can create journal entries for your general ledger. If you use multiple currencies, use this manual when you define additional rate types, and enter daily rates. This manual also includes complete information on implementing Budgetary Control. Oracle Receivables User’s Guide Use this manual to learn how to implement flexible address formats for different countries. You can use flexible address formats in the suppliers, banks, invoices, and payments windows. Reference Manuals Oracle Automotive Implementation Manual This manual describes the setup and implementation of the Oracle Applications used for the Oracle Automotive solution. Oracle Manufacturing, Distribution, Sales and Service Open Interfaces Manual This manual contains up–to–

Specific tasks you can accomplish using Oracle Sales Compensation Oracle Oracle Sales Compensation setup Oracle Oracle Sales Compensation functions and features Oracle Oracle Sales Compensation windows Oracle Oracle Sales Compensation reports and processes This preface explains how this user's guide is organized and introduces

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