A Trucking Dilemma
Natalie Hunter, General Manager of New Product Development for Mainline Trucking, has some decisions to make.The company, which manufactures long-haul trucking platforms and accessories, is trying to decide if it should proceed in designing a new accessory which increases the efficiency of truck loading and unloading.She knows the new accessory fits well with the corporate strategy, will position them competitively within the industry, and she feels she has done a good job of selling it to other management.With her engineering training and experience, she also knows the product is reasonably easy to lay-out and probably cost-effective.However, a major problem lies with the line workers, who are Unionist.The new product will reduce manpower needs and is unpopular.She has always had a good relationship with her workers, but she knows they are highly suspicious.She also knows the new project will not work without their cooperation.She gazed out her window and struggled with how to best handle this situation.
-Refer to A Trucking Dilemma (Scenario).Natalie's ability to sell the project to other managers was a function of which of her managerial skills?

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The Answer of A Trucking Dilemma
Natalie Hunter, General Manager of New Product Development for Mainline Trucking, has some decisions to make.The company, which manufactures long-haul trucking platforms and accessories, is trying to decide if it should proceed in designing a new accessory which increases the efficiency of truck loading and unloading.She knows the new accessory fits well with the corporate strategy, will position them competitively within the industry, and she feels she has done a good job of selling it to other management.With her engineering training and experience, she also knows the product is reasonably easy to lay-out and probably cost-effective.However, a major problem lies with the line workers, who are Unionist.The new product will reduce manpower needs and is unpopular.She has always had a good relationship with her workers, but she knows they are highly suspicious.She also knows the new project will not work without their cooperation.She gazed out her window and struggled with how to best handle this situation.
-Refer to A Trucking Dilemma (Scenario).Natalie's ability to sell the project to other managers was a function of which of her managerial skills?

A Trucking Dilemma Natalie Hunter, General Manager of New Product Development for Mainline