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Effective Sales Territory Development.

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    • Abstract:
      The article discusses a business model for sales territory development. The U.S. capital goods manufacturer FMC Corp.'s Machinery Group's plan is highlighted. The company utilized a report-generating program to aid its salesmen in establishing a list of estimated product potential by state, county, and individual plants. Using industry coverage and market potential numbers the firm developed sales territories. The steps used to identify territories included obtaining consumption statistics for existing territories, identifying shortcomings, and developing better sales territories based on market potential.