PMP Practice Question 363 - Process
An insurance company is planning to make a big change to its core application. The project manager realizes there is resistance to change from the sales agents since they are accustomed to taking orders manually and entering them in the system at the end of the day. With the new change, they will use point-of-sale devices to take orders online. What should the project manager do to get commitment from the sales agents?
- A.Explain the change benefits to the sales agents ' manager to get their support.
- B.Use a business case to model a sales pitch and gain consensus from the sponsors.
- C.Escalate the issue to senior management to gain team buy-in
- ✓ Correct D.Request help from the project sponsor to get support from the sales agents.
Correct answer: D
Explanation
When sales agents resist changing from manual order entry to point-of-sale devices, the project manager should request help from the project sponsor to get support from the sales agents. Sponsor influence facilitates organizational change adoption. Explaining benefits to the agents' manager (A) is indirect. Using a business case for a sales pitch (B) does not engage the agents directly. Escalating to senior management (C) bypasses the sponsor.
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