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13
TM 13-1
Sales Territories
Sales Territory
Comprises a number of present and
potential customers, located within a
given geographical area and
assigned to a salesperson, branch,
or intermediary (retailer or
wholesaling intermediary).
Key word: customers
States
Counties
Cities
Zip-code areas
MSAs (Metropolitan Statistical Areas)
Workload capacity:
Total calls possible per rep per year =
number of daily calls x days selling
Tentatively set territorial boundary lines
by combining control units until total
calls needed = total calls possible
Control Units
Illinois Iowa Kentucky
Customer Call Calls Calls Calls
class frequency Accounts per year Accounts per year Accounts per year
A 2 per month 10 240 7 168 5 120
B 1 per month 30 360 17 204 10 120
C 1 every 2 months 68 408 55 330 27 162
108 1,008 79 702 34 402