Johnson Farm Products has decided to expand its traditional business with farmers in order to include home gardeners.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 get their cooperation. You have brought in a local 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 best method for overcoming resistance in this situation is education and communication. By bringing in a local agent to explain the changing demographics of the area and the need for the company to expand its customer base to include home gardeners, the sales personnel can better understand why the change is necessary. This method is preferable to manipulation and cooptation, which involves using incentives or rewards to get people to agree to the change, as this may create resentment or a lack of trust in management. Negotiation and participation may also be useful, but education and communication are the most appropriate methods for overcoming resistance in this specific scenario.

Johnson Farm Products Has Decided to Expand Its Traditional Business