Discuss Effective Approaches to Managing Resistance to Change and Enlisting

question 41

Essay

Discuss effective approaches to managing resistance to change and enlisting employees' cooperation.

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Definitions:

Assumptive Close

A closing technique where the salesperson assumes that the customer has already decided to purchase, and moves forward with steps toward finalizing the sale.

Control Module

A device or set of components that manages the operations of other components in a machine or system.

Orchestra Pit

The area in a theater, usually positioned in front of the stage and below audience level, where the orchestra performs during a show.

Standing-room-only Close

A sales technique that creates a sense of urgency by suggesting that the product is in high demand and availability is limited.