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April 16, 2013

lululemon Sales Force Management

by MegNex

Recently, lululemon, the Canadian yoga and athletic wear company, has been in the news for its see-through pants and poor supply chain management. While the company may have put too many eggs in one basket by having only one supplier, I am going to discuss its sales force management which is something that the company does well. Last week in class we discussed the importance of sales force management, and lululemon takes an effective but different approach than many apparel chain stores.

First of all, lululemon does a good job of hiring employees who relate to the brand and are knowledgeable about the product. Many employees are also local fitness instructors or athletes who are passionate about the brand. The company also effectively mobilizes its people by doing things like allowing managers to decorate stores and pick paint colors, choose local charities to donate to, and also by hiring 70% of store managers internally. 

CNN Money as well as Fast Company have recognized the brand for successfully building trust within the company. If interested, more information about its sales force management can be found through the following links: http://management.fortune.cnn.com/2012/03/16/lululemon-christine-day/

http://www.fastcompany.com/1723480/getting-love-you-want

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