Johnson Farm Products Has Decided to Expand Its Traditional Business

Multiple Choice

Johnson Farm Products has decided to expand its traditional business with farmers in order to include home gardeners.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 get their cooperation. You have brought in the chief executive to explain to sales personnel why there is the need to change organisational strategy.The method for overcoming resistance that you have chosen is:

A) participation.
B) negotiation.
C) manipulation and cooptation.
D) education and communication.