To map out the most effective routes when creating territories, the fourth step includes the use of comprehensive software packages along with team feedback commercial. Sales and customer analysis also provides valuable information at this stage. Finally, once the manager has taken into account the differences in capabilities between salespeople and their effectiveness with different customers, the salesperson should be assigned to the territory where he can contribute most to the success of the company. Ultimately, it is the seller's responsibility to maintain and adjust their schedule to produce more efficiently (Talley Jr.., 1961,