You have decided to involve the sales personnel in planning for ...

[craiczarry]

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
  E) coercion

Question 2

Newmark RV is performing an internal analysis. Which of the following would be considered a resource?
 
  A) a patent for a special design feature
  B) a method of production not used by competitors
  C) strongly positive reviews from existing customers
  D) membership in RVIA, the industry association

[eliasc0401]

Answer to Question 1

B
Explanation: B) In this example, the method chosen for overcoming resistance is participation. It's difficult to resist a change decision in which we've participated. Assuming participants have the expertise to make a meaningful contribution, their involvement can reduce resistance, obtain commitment, and increase the quality of the change decision.

Answer to Question 2

Answer: A