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When receiving instruction on practical skills, which approach is MOST valuable to the learner?
Using the additional information provided for this question in the Scenario Booklet, answer the following question about the actions the Sales Director should
take to develop an effective Sales management team, according to the five dysfunctions that characterize an ineffective team identified by Patrick Lencioni.
Lines 1 to 4 in the table below consist of an assertion statement and a reason statement. For each line identify the appropriate option, from options A to E, that applies.
Each option can be used once, more than once or not at all.



Which 2 actions demonstrate transparency?
To ensure that the UniCo change programme is successful, the Chief Executive Officer (CEO) knows that correctly assigning the key change roles will be essential.
Within Sales, which 2 people would be the BEST candidates to use as change agents, based on the descriptions given?
Awareness of the new processes in the Customer Services department is good, but so far there has been little progress on implementation with the majority of staff.
Which approach is LEAST likely to build momentum for the changes?
Which stakeholder should be placed within the 'primary' segment?
The change management team is creating the change analytics strategy for the change programme.
Below is an extract of recipients, measures and source data that have been proposed.
Answer the following question about the sources of conflict in change
situations.
Column 1 is a list of statements about sources of conflict in change situations.
Column 2 contains the names of the eight sources of conflict identified by Art
Bell and Brett Hart. For each statement in Column 1, select from Column 2 the
source of conflict to which it MOST relates. Each selection from Column 2 can
be used once, more than once or not at all.



Answer the following question about the agile change practices that are being
used by the Change Manager.
Column 1 lists statements made by the change team. For each statement in
Column 1, select from Column 2 the relevant agile change practice being
used.
Each selection from Column 2 can be used once, more than once or not at all.
Column 1
A new company logo, which
maintains features of the
existing UniCo logo, but also
represents expertise in
innovative solutions and mobile
applications, is needed as a
high priority for the rebranding
of UniCo.
Next time we work with the
Sales Team we will need to
schedule the fast-track training
of the Sales staff more carefully
as taking a member of staff
away from the sales work
caused operational issues.
3. Gaining access rights to make
amendments to UniCo's new
finance system is currently
causing issues and holding up
the updates to enable the
system to work with the new
processes.
The company procedures for
delivering large-scale computer
systems will need to be revised
to reflect the new processes for
mobile applications, taking an
estimated 60 days of effort.


The Change Manager is discussing the relocation of the Selco staff to the UniCo office with the Operations Director. They are using the SCARF framework of people's social experience to guide management actions. Answer the following questions about the use of David Rock's SCARF framework to increase the motivation for change.
On seeing plans for the office move, the Selco staff are worried that some desk allocations do not have access to natural light. The relocation leadership team held a workshop as soon as the issue was raised and has allocated these desks to be ‘hot-desks,’ not used by staff permanently based in the office.
Is this an appropriate approach to reward the brain in the need for ‘certainty,’ and why?
Answer the following question about Schein's concept of survival and learning
anxieties.
Column 1 is a list of messages about the change given to Sales staff. For each
message in Column 1, select from Column 2 the appropriate element of
Schein's concept of survival and learning anxieties. Each selection from
Column 2 can be used once, more than once or not at all.


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