definiens: shall mean, for a country in the Territory, the product of ( a ) the number of FTEs detailing theLicensed Products in the Field in the country in accordance with the approved Country Commercialization Plan and ( b ) theapplicable Sales Force FTE Rate . Notwithstanding the foregoing, neither nor, for clarity, shall include the costs related to [ * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * ] 1.93 shall mean, on a Region - by - Region or one or more Major Market Countries basis(determined based on the location of the sales representative ), a rate agreed upon in local currency by the Parties at leasteighteen ( 18 ) months prior to the Anticipated First Commercial Sale in the Region or Major Market Country, as applicable, based upon the fully burdened cost of sales representatives of15 pharmaceutical companies in the Field in the applicable country, such amount to be adjusted as of January 1 of eachfollowing Contract Year by the percentage increase or decrease, if any, in the applicable CPI through June 30 of the priorcalendar year . The Sales Force FTE Rate shall be inclusive of Out - of - Pocket Costs and other expenses for the employeeproviding the services, including travel costs and allocated costs, such as, for example, allocated overhead costs