Case $9\mathrm{.}1$ The Thompson Company Name: $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$

Read the case below and answer the question. Submit your answer on Moodle by the due date. We will discuss this in class.

The Thompson Company

Before making a cold call on the Thompson Company, you did some research on the account. Barbara Thompson is both president and chief purchasing officer. In this dual capacity, she often is so rushed that she is impatient with salespeople. She is known for her habit of quickly turning down the salesperson and shutting off the discussion by turning and walking away. In looking over Thompson$$s operation, you notice that the inefficient metal shelving she uses in her warehouse is starting to collapse. Warehouse employees have attempted to remedy the situation by building wooden shelves and reinforcing the weakened metal shelves with lumber. They also have begun stacking boxes on the floor, requiring much more space.

However, you know that these make$-$shift wooden supports are against federal regulations. If the warehouse was inspected, fines between $$1,000$$$3,000$ per metal shelf could be imposed. Next, you understand that if the shelves collapsed and injured someone, the average worker$$s compensation claim exceeds $$10,000.$ From your research, you know that the Thompson Company owns $10$ warehouses. Further, each warehouse has a minimum of $30$ shelving units, and each shelving unit has a minimum of $8$ shelves. Plus, each shelving unit stores between $$10,000$ $$30,000$ worth of goods. Many of these goods are fragile.

You recognize the importance of getting off to a fast start with Thompson. You must capture her attention and interest quickly or she may not talk with you.

Questions:

$1.$ Develop three questions that have the good possibility of gaining Ms$.$ Thompson$$s attention.

$2.$ You$$ve gained Ms$.$ Thompson$$s attention and she has granted you a $20-$minute meeting. Write down an agenda statement that you could convey to her.

$3.$ Develop three open$-$ended questions you would use to begin to understand Ms$.$ Thompson$$s needs regarding shelving.