Read the case study included in this folder before you begin this exercise. The written submission is an internal report using professional business writing skills. The analysis should be in a business format with clearly identified sections and headings for each of the required evaluation areas as presented by your instructor in class:

SECTION 1 – SITUATION

· Relevant facts – specify all of the relevant facts associated with the situation as outlined in the case study. Include facts for both the seller (FedEx Office) and the buyer (Talon Training). For FedEx Office this includes two parts – background and potential solutions. For Talon Training, this includes two parts – background and complete process for producing and shipping materials.

· Situation Questions – After analyzing the relevant facts, submit four (4) or more Situation Questions which would uncover those facts in the sales call role play.

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