Combined Sales Area Determination in C4C Sales Transactions

With 1605 (May 2016) release, Cloud for Customer has come up with a new functionality which allows defaulting of combined sales area in a sales transaction. The combined sales area represent combination of Sales Organization, Distribution Channel and Division. Sales transactions include Sales Order, Sales Quote, Opportunity and Lead.

This functionality can be scoped in after selecting the respective scoping question available in Sales Order, Leads, Opportunity, Sales Quote and Activities sections. Below screenshot shows the scoping question as available under Sales Order section.

Once this option is coped in your implementation project, the defaulting of the combined sales area in a sales transaction would happen as per the below sequence:

Combined Sales Area Determination Sequence

1. Intersection of Account Sales Data and Employee Sales Data
   1. Compare match of Sales Organization + Distribution Channel + Division
   2. Compare match of Sales Organization + Distribution Channel
   3. Compare match of Sales Organization
2. Employee Sales Data
3. Intersaction of Account Sales Data and Sales Organization of Employee Assignment
4. Account Sales Data
5. Sales Organization of Employee Assignment

The determination logic will stop at the sequence step in case it finds relevant data. In case it finds more than one entry at a sequence step, the system would pick one from the list.

When this new scoping is in place, the value help on Sales Organization in a sales transaction create screen shows restricted values as per the above sequence. A sample screenshot shows the options available in this value help:

The user has options to filter the data shown in this value help. There is a possibility for the system administrator to adapt these queries. In case, the access to Acocunt's sales data be restricted then the system admin can remove this query from this value help.

Apart from this combined sales area determination, we also need to take a look at the sales unit determination. Combined sales area determination does not default the sales unit of a sales transaction. To default the sales unit on a sales transaction, we need to use Sales Unit determination as available in the maintain Involved Party configuration of that sales transaction. The involved party determination is a part of Cloud for Customer from past many releases.

The various possible steps for the sales unit determination are shown below:

The sales unit determination steps are:

1. Step 1 - Responsibility "Sales Unit of Sales"
2. Step 5 - Account's Sales Data
3. Step 20 - Functional Organization Unit of Employee Responsible
4. Step 30 - Organizational Unit from Org Model if only one suitable Functional Unit exists

In case you want to use the new combined sales area determination then only the Step 20 of the above list is relevant and recommended.

I have illustrated the combined sales area and sales unit determination in a below example.