Because of the way sales are currently setup with DSI Lydell will need to set new territories for his six sale reps. When doing so he will need to select the basic control unit within his market area (p. 264). Florida is a large state so braking down the territories into counties will be his best option for the sales reps. Defining the sales territories should be at the top of his list. If using the metropolitan statistical area (MSA) map in determining sales coverage, Tampa (Hillsborgh County) 1 rep, St. Petersburg (Pinellas County) 1 rep, Miami (Dade County) 2 reps, Orlando (Orange County) 2 reps is how the territories should be laid out. Next he would need to look at the estimate market potential and the demand of the equipment by using
