When designing territories, a firm should first select control unites.

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Before designing territories, a firm should select control units. Control units are geographical or administrative units used by a company to allocate resources and measure performance. These units may be based on factors such as sales, customer demographics, or geography. Once the control units have been identified, the firm can then allocate territories based on the characteristics of each unit.

When Designing Territories, a Firm Should First Select Control Unites