Your company, Johnson Farm Products, has decided to expand its traditional business serving farm owners in order to include home gardeners in its customer base. This change is not met with enthusiasm by the sales personnel who have had good long-term relationships with area farmers. You know that the change will be difficult to implement if you cannot overcome the resistance of the sales personnel and obtain their cooperation.
-You have brought in the local extension agent to explain demographics and the changing nature of the area in which you live. The method for overcoming resistance that you have chosen is ________.

Question

Quizplus · Accepted Answer

The method chosen in this scenario is education and communication. Bringing in the local extension agent to explain demographic data and the changing nature of the area suggests that the company is trying to educate its sales personnel about the new potential customer base and communicate the need for this change. This approach is likely to be more effective in gaining their cooperation than manipulation, participation, negotiation, or coercion.

Your Company, Johnson Farm Products, Has Decided to Expand Its