Sales territories

A territory in Bitta Commission groups sales by customer, geography, salesperson, dimension, store or item through dated rules, and names who owns those sales. This page shows you how to create a territory on Commission Territories, add its matching rules, assign position, participant or team owners, and test which territory and owner a sample sale resolves to.

Before you start

• Create the participants, positions or teams that will own territories. See Sales hierarchies.
• Decide your priority scheme before you enter rules. A lower priority value wins.

Create a territory

1. In Tell Me, search for Commission Territories and open it.

2. Choose New. On Commission Territory, fill in the General group:

Field	What it does
Code, Description	Identify the territory.
Territory Type Code	GEOGRAPHY, ACCOUNT, PRODUCT, CHANNEL, RESPONSIBILITY_CENTER, DIMENSION, STORE or INTEGRATION_DEFINED.
Status	Draft, Active or Retired. Only an active territory takes part in resolution.
Effective From, Effective Through	The dates the territory version applies.
Default Priority	The priority given to new rules. A lower value wins.
Exclusive	Whether the territory expects to be the only match.
Parent Territory Code	An optional parent for hierarchical reporting.
Governing Matching Rule	The code of a plan rule whose conditions a sale must also satisfy before this territory can match it. Leave it blank when the territory rules alone decide.

3. In the Rules part, add one line per sale attribute the territory matches.

Field	What it does
Rule Type	Customer, Customer Posting Group, Country/Region, Postal Code Range, Salesperson, Dimension, Responsibility Center, Store or Item.
Match Value, Match Value To	The value to match, or the first and last value of a postal code range.
Dimension Code	The dimension whose value is matched, for dimension rules.
Effective From, Effective Through	When the rule applies. The rule must fall within the territory dates.
Priority	A lower value wins across territories. A priority of zero takes the territory's Default Priority.
Specificity Score	A higher score wins among equal priorities. Blank uses the default for the rule type.
Status	Only active rules take part.

The default specificity is 100 for Customer, 90 for Salesperson, 70 for Postal Code Range, 60 for Customer Posting Group, 50 for Responsibility Center and Store, 40 for Item and Dimension, and 20 for Country/Region.

To change a territory from a date, select it on Commission Territories and choose New Version. The new version starts on the work date, copies the effective matching rules and links to the previous version, which ends the day before.

Assign owners

A territory owner is a position, a participant or a team.

1. On the territory card, choose Owners. Territory Owners opens.
2. Choose New Owner. On Territory Owner, choose the Owner Type (Position, Participant or Team), then the Position Code, Participant No. or Team Code.

3. Enter the Assignment Role Code, such as OWNER or OVERLAY, the Priority (a lower value wins when several owners are effective), Exclusive, the Allocation Percent, and Effective From and Effective Through.

Position ownership follows whoever occupies the position on the sale date. Saved ownership rows are immutable; add a new dated row to change ownership. The transition assistant can also give a participant a territory from the transition date with To Territory Code.

Test territory resolution

Before you rely on a territory, test it with a sample sale.

1. On Commission Territories or the territory card, choose Test Resolution.
2. On Test Territory Resolution, enter the Sale Date (the work date by default) and any of Customer No., Salesperson Code, Responsibility Center, Store Code, Item No. and Dimension Set ID. The customer's posting group, country and post code are read from the customer card.

3. Choose OK. Territory Resolution shows every territory whose rules matched, ranked by priority and then specificity. If nothing matches, the message "No territory rule matches the sample sale on that date." appears instead.

Each row has a Resolution of Selected, Candidate or Tie, the strongest matching Rule Type, the Matched Value, the Owner Position, the Owner Participant No. (blank means the owning position is vacant), the Owner Team and a Resolution Note that explains the ranking.

How territory resolution works

For each sale, Bitta Commission evaluates every active rule effective on the sale date, keeps the matches whose territory is active and effective and whose governing matching rule (if any) is satisfied, and ranks them by priority (lower wins) and then by specificity (higher wins). If two territories still tie, they are both marked Tie instead of one being guessed. Ownership resolves to a position first, then a participant or team.

Territories feed crediting in these places:

• Overlay credit. An additive credit of the kind Overlay can find overlay specialists by the resolved territory and the territory assignment role, such as OVERLAY. See Crediting and splits.
• Credit rule conditions. A credit rule condition can test the Territory or Source Territory Code attribute, and use the Within Territory operator.

Symptom	What to do
No territory is selected	Check that the territory and its rules are active and effective on the sale date, and that the sale carries the attribute the rule matches.
Two territories show Tie	Give one rule a lower priority value, or a higher specificity score.
Owner Participant No. is blank	The owning position is vacant on that date. See vacant position credit in Sales hierarchies.

What's next

Set up the periods that calculation and close work in: Commission periods. For a summary of known constraints, see Limitations.