AbstractIt is argued that the typical method of selecting sales regions and territories can produce unequal allocations of work load. This paper presents a set of procedures for evaluating a sales region configuration and then successively adjusting the boundaries until work load is uniformly allocated. The logic and computation are both straightforward. The great advantage is that the procedure allows the manager to suggest which boundary adjustments he wishes to make next. In this way he has complete control of the process. A discussion of a particular application is presented.