Suggested answer

Territory Management 2.0 allows organisations to define sales territories, assign users and accounts to them, and integrate with forecasting.

Territory Model States:
- Planning: The territory hierarchy is being built. No impact on users or forecasting. Territories can be freely modified.
- Active: The territory model is live. Users are assigned to territories, accounts are mapped via filter rules, and territory forecasting is enabled.
- Archived: The model is retired. Historical data is preserved but the model is no longer used for assignments or forecasting. Only one model can be Active at a time.

User Territory Assignments: Users are assigned roles within territories (e.g., Account Executive, Overlay). Multiple users can be assigned to one territory; one user can be in multiple territories.

Opportunity Assignment: Opportunities are associated with territories via filter rules on the Account or via manual assignment. Territory determines which forecasting bucket the opportunity falls into.

Forecast Adjustments by Territory: Territory managers can adjust the forecast for their territory roll-up (adding manager judgment on top of rep-level forecasts), just like collaborative forecasting adjustments by role.

Practice content for interview preparation; not an official vendor answer. Verify details against current product documentation.

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