You are in charge of implementing the changes described in Scenarios 1 and 2. Choose one of them and answer the following questions. Scenario 1 Your company makes office equipment. The leading product is photocopiers, which are sold by a team of door-to-door salespeople. Area managers head teams of 10 who call on companies without prior appointments, check the existing photocopiers and sell new ones if they are old or unreliable. It is a comfortable routine that has worked reasonably well for 10 years with steady but small increases in sales every year. However, from now on the sales force will be required to reach new, much higher targets by selling other products such as printers and scanners. In order to do this, they will have to engage with customers to assess their needs. Scenario 2 You are the new office manager of a leading building supplies company. Your predecessor was an authoritarian and strict boss who had developed a step-by-step plan for all accounting and administrative procedures that staff were required to follow to the letter. In your previous job, you had always encouraged staff to think for themselves and to take the initiatives whenever they spotted potential for improvement. You have decided to introduce the way you worked in your previous job as a model for this new job in an effort to improve the staff’s working conditions. 1 What level of resistance do you think you will meet? Why? 2 What do you think the people who need to change will say? 3 What measures and incentives could be put in place to reduce the potential resistance?