Identifying the Forces That Prevent People from Changing and Those

question 8

Multiple Choice

Identifying the forces that prevent people from changing and those that will drive people toward change is called

• A) A force-field analysis.
• B) Unfreezing.
• C) Organizational ambidexterity.
• D) Reactive change.
• E) A performance gap study.

Grasp the role and implementation of AI and technology in enhancing sales processes.

Recognize the importance of team dynamics and role distributions within sales teams for effective market penetration.

Understand various methods and theories behind sales force sizing and territory management.

Realize the significance of ethical standards and relationship management in maintaining and enhancing customer relations.

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Definitions:

Law of Total Probability

A fundamental rule that provides a way to break down the probabilities of complex events into more manageable pieces.

Mutually Exclusive

Events that cannot occur at the same time, meaning the occurrence of one event makes it impossible for the other event to occur.

Exhaustive

Pertaining to a comprehensive or complete method or approach that leaves no aspect unexplored or unaddressed.

Independent Events

Two or more events where the occurrence or outcome of one event does not affect the occurrence or outcome of another.