Your company, Riyadh 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 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

Involving sales personnel in planning and decision-making is a form of participation, which helps in overcoming resistance by making them feel involved and valued in the change process.

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