What is the first step when using the buildup method to establish sales territories?

The correct answer involves understanding that the buildup method for establishing sales territories begins with a clear focus on the call frequency per account per year. This method requires sales managers to estimate the number of contacts or interactions needed with potential customers to achieve sales targets. By determining how often sales representatives should engage with each account, organizations can effectively allocate resources, design territories, and ensure that sales personnel are utilized efficiently to maximize coverage and meet sales goals.

The buildup method emphasizes a structured approach where the necessary frequency of calls is established based on the planned sales volume and the sales cycle for each account. This initial step helps inform the overall strategy in subsequent phases, ensuring that the territories are designed to align with the sales force's capacity to meet customer needs adequately.

Focusing on identifying the target customer base, determining the optimal sales strategy, or analyzing competitor territories would typically occur later in the process, once the initial groundwork around call frequency has been established. These aspects are crucial for refining the territories once the foundational framework is in place.