Your Company, Johnson Farm Products, Has Decided to Expand Its

question 102

Multiple Choice

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 ________.

• A) education and communication
• B) participation
• C) negotiation
• D) manipulation and cooptation
• E) coercion

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Definitions:

Infection Rates

The frequency or occurrence of infections within a given population over a specific period of time.

Cardiac Rehabilitation

A customized program of exercise, education, and counseling designed to improve the health and well-being of people with heart problems.

Qualitative Research

A method of inquiry employed in several different academic disciplines, traditionally in the social sciences, but also in market research and further contexts, that aims to gather an in-depth understanding of human behavior and the reasons that govern such behavior.

Interviews

A method of data collection or assessment involving a structured or semi-structured conversation where questions are asked to obtain information.