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Cyrus McCormick invented the mechanical reaper—and a territory-based sales force

In the 1830s, farmers were skeptical of new technology, so McCormick demonstrated the machine—described as a cross between a plow, a chariot, and a flying object—to prospective buyers. Long before modern sales norms existed, he divided the market into territories operated by agents who provided service on the machines, financing to expand the customer base, and product iteration based on feedback from regional agents.

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