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 decided to involve the sales personnel in planning for the change and in stocking appropriate new items.The method for overcoming resistance that you have chosen is:

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