Jane West Is Just Graduating with an MBA and Is

question 23

Multiple Choice

Jane West is just graduating with an MBA and is being recruited by a financial securities brokerage as a sales representative. She has had 10 years of sales experience in selling industrial supplies to the steel industry. She was quite successful in her
Previous experience, but is worried that selling financial instruments may be more difficult. What factor could be the major reason for her worry?

• A)the cost inventory management system for reimbursing her when she sells the securities
• B)the marketing program of financial instruments is very inconsistent
• C)the problem that her services and the products she sells are inseparable
• D)the fact that services are intangible and, therefore, very different from her previous experience

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Definitions:

Desired Behaviors

Desired behaviors refer to specific actions or reactions that an organization seeks to encourage or reinforce among its members.

Restraining Forces

Factors that hinder or slow down the process of organizational change, including employee resistance, inadequate resources, and poor communication.

Driving Forces

Driving forces are factors that push in a direction that causes change or influence events.

Change Agents

Individuals or entities that act as catalysts for change within an organization, driving and facilitating change efforts.