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 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

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Question:

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 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 best described as ________.

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Answer:The method for overcoming resistance that you have chosen is best described as ________.Facilitating Participation and involvement.Explanation:When sales personnel are involved in the planning for the envisaged change, and they participate in arriving at policy decisions, their resistance to the change will be overcome greatly.  Obtaining cooperation ensures that the sales personnel are convinced of the benefits of the business expansion.  This will elicit their enthusiasm because they are fully informed before the final decision is made, fully participate at arriving at the details of the plan, and can cooperate with the intended sales expansion.

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