You are a sales representative for At Bat, Inc., a manufacturer and marketer of baseball and softball bats, located in South Carolina. You are responsible for calling on a variety of accounts throughout the midwestern United States, many of which are independently owned sporting goods retailers, often in small cities and towns.

Current Situation

You recently scheduled a meeting with Casey Atthebat, owner of Benton Sporting Goods, an independent retail sporting goods store located in a small rural community in southeast Missouri. Casey contacted you after finding your company on the Internet. She is in the process of evaluating several suppliers for her soon-to-be-opened store.

Before meeting with Casey, you have decided to put together a series of questions to ask Casey to identify her situational, functional, social, psychological, and knowledge needs. When meeting with Casey you want to ask her several questions so that you can fully understand her needs and then demonstrate to her how you and your company can best satisfy those needs.

"Before meeting with Casey you have decided to put together a series of questions to ask Casey to identify her situational, functional, social, psychological, and knowledge needs. When meeting with Casey you want to ask her several questions so that you can fully understand her needs...."

Prepare questions that you will take to your meeting with Casey to ask.