Rashid, the ceo of top productions, was telling his new vice president of accounting that "in the past i had resistance to new ideas by people who felt that one of our plans threatens their influence or jobs. so when you tell your collections department that we just hired a collection agency to handle bad debt, you may have to sell your collections manager and his supervisors on using the agency and that nobody is going to be laid off." selling middle and supervisory managers on changes to overcome their resistance is often a necessary part of