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 decided to involve the sales personnel in planning for the change and in stocking appropriate new items to sell to gardeners. The method for overcoming resistance that you have chosen is ________.

Question

Quizplus · Accepted Answer

The method chosen for overcoming resistance is participation, which involves involving the sales personnel in planning for the change and stocking appropriate new items to sell to gardeners. This approach allows the sales personnel to have a say in the change and feel valued, which can increase their buy-in and cooperation. Education and communication, negotiation, and potentially even some manipulation may all be used in conjunction with participation, but it is the involvement of the sales personnel that is the key factor in this approach. Coercion should never be used in this situation.

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