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Natura, however, has created an ecosystem that is primarily based much less on know-how than on relationships, using its network of representatives to create an emotional connection with prospects. Its commercials characteristic extraordinary women as a substitute of models, and its apply of coming out with one hundred new merchandise every year gives its sales workforce loads of reasons to stay engaged with clients. Sandra Regina, the gross sales rep from the suburbs of Pernambuco, Brazil, for instance, is aware of the individuals who purchase from her so effectively that she invests her personal cash to maintain their favorite products in stock, anticipating what they are going to like among the many flurry of new products Natura puts out.

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