The breakdown method begins with the sales potential of the entire market. That sales potential is then allocated into each sales territory. After this, the sales volume expected from each sales person is then determined. Once this is done, a sales manager draws territorial boundaries such that each sales person has about the same sales potential. Finally, the territories will likely have to be modified to reflect changing market conditions. With either method, once the sales territories are determined, a sales manager must assign individual sales people to each territory. This is part art and part science. Certainly up to this point, each sales person was treated as having equal capability and potential. In reality, this is seldom the case, and the sales manager must apply seasoned judgment to assigning sales people. In some situations, companies intentionally create sales territories within balances in sales force ability and experience to allow the cream to rise in terms of individual sales performance.