Sandy, a Regional Sales Manager Wants to Develop and Implement

question 21

True/False

Sandy, a Regional Sales Manager wants to develop and implement a sales training program. Her first step in the sales training process should be to asses sales training needs.

Identify reasons for and manifestations of resistance to change.

Acknowledge the subtle and overt forms of resistance to change.

Comprehend strategies to minimize resistance to change, focusing on reducing restraining forces.

Understanding the role of employee resistance as a potential resource in the change process.

---

Definitions:

Due Process Protections

Legal protections ensuring fair treatment through the normal judicial system, especially as a citizen's entitlement.

Nonunion Grievance Procedures

Processes designed to handle employee complaints and disputes in workplaces where there is no labor union representation.

Open Door Policies

Management practices where employees are encouraged to openly communicate their concerns, feedback, or suggestions directly to their superiors without fear of retribution.

Just Cause

A legally supportable reason for taking an action, such as disciplining or terminating an employee, often defined in labor contracts or employment agreements.