FedEx Office Case Study Analysis Submit Assignment

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Preview the document 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 (Global Training Associates). For FedEx Office this includes two parts – background and potential solutions. For Global Training Associates, 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.

SECTION 2 – PROBLEMS

  1. Problems Analysis – identify and fully analyze  a minimum of four problems that the seller can solve.
  2. Problem Questions– After fully analyzing the problems, submit four (4) or more Problems Questions which would uncover those problems/needs in the sales call role play.

SECTION 3 – IMPLICATIONS

  1. Analysis of the Implications – specify and fully analyze a minimum of four implications related to the four problems analyzed in the previous section. Implications must be the future, more severe implications that will occur if the problems are not solved.
  2. Implication Questions– After fully analyzing the implications, submit four (4) or more Implication Questions which would uncover those future, more severe implications in the sales call role play.

SECTION 4  – FEDEX OFFICE SOLUTIONS

  • Potential FedEx Office solutions to the Global Training Associates’ problems – present and explain a minimum of four solutions that FedEx Office can offer to solve the Global Training Associates’ problems. Each solution must fully explain how it solves the problem and be supported with specific FedEx Office features.

SECTION 5  – BENEFITS

  1. Benefits of the potential FedEx Office solutions – Identify and fully explain a minimum of four benefits that the Global Training Associates will experience as a result of implementing the FedEx Office’s solutions. Identify the benefiting party – Global Training Associates company, Global Training Associates corporate employees, Global Training Associates trainers, or Global Training Associates clients.
  2. Need-Payoff Questions – After fully presenting the solutions and benefits, submit four (4) or more Need-Payoff Questions which would move the customer towards agreement to the solutions in the sales call role play.

SECTION 6 –  Current Revenue Loss and Quantify Future Revenue Loss

  1. Calculate the total revenue loss in 2019 from the historical revenue (using historical number of seminars and total number of seminars in 2019)
  2. Calculate the potential loss of revenue if: 10% of the core trainers quit and take their portion of the training seminars with them to a competitor.

HELPFUL TIPS

  1. Assumptions – list any assumptions that you make that are not included in the case. .
  2. SPIN Questions –  Do not create your SPIN questions until after you have completed the analysis.

The required file format is Word (.docx) or PDF (.pdf) and the file must be uploaded to this assignment. Do not email the file to your instructor. The file must be uploaded to Canvas to be graded.

FedEx Office Case Study Analysis (FORMAT EXAMPLE FOR REFERENCE ONLY)

Student First and Last Name (update with your name)

MKTG 3010.001 (update for your section)

SECTION 1: SITUATION

I. FedEx Office Relevant Facts

A. Background

As an Account Representative at FedEx Office, my job is to understand the needs, present and future. FedEx Office provides a vast variety of services that range from (continue with your background description)

B. Potential Solutions

1. FedEx Office has the ability to (continue with your presentation of the potential solutions)

II. Global Training Associates Relevant Facts

A. Background

(UPDATE THIS SECTION with your background description. Answer the following questions: What does the company do and what industry do they compete in? How did it start and who is the founder/leader? Where do they operate geographically? What is the product or service they provide? Who are their customers and how many training sessions do they have? What makes them unique? What kind of materials do they produce? How large is the company in terms of territory and products? How many employees do they have? Plus, any other relevant facts.)

B. Process for Producing and Shipping Materials

(UPDATE THIS SECTION with your process description. Answer the following questions: What happens from the first point of contact with a potei9al customer to the final delivery of the product or service? We have provided the first step in the process.)

1. Clients contact Global Training Associates via the Internet, telephone or email.

2. Global Training Associates then______________________________________

3. Global Training Associates then______________________________________

4. Global Training Associates then______________________________________

5. Global Training Associates then______________________________________

III. SPIN Situation Questions (UPDATE WITH YOUR SITUATION QUESTIONS)

A. Situation Question #1

B. Situation Question #2

C. Situation Question #3

D. Situation Question #4

SECTION 2: GLOBAL TRAINING ASSOCIATES PROBLEMS

I. Global Training Associates Problems Analysis

(UPDATE THIS SECTION with your problem analysis. Answer the following questions to develop your analysis: What is specifically happening? Is it part of the production and shipping process? Is it caused by the production or shipping process? Who or what is causing it? Is it related to staffing? Is it related to the training session? How often does it happen? What is the current impact of the problem? Is the problem the direct result of another problem? And any other relevant analysis.)

A. Problem #1 Analysis

B. Problem #2 Analysis

C. Problem #3 Analysis

D. Problem #4 Analysis

II. SPIN Problem Questions (UPDATE WITH YOUR PROBLEM QUESTIONS)

A. Problem Question #1

B. Problem Question #2

C. Problem Question #3

D. Problem Question #4

SECTION 3: IMPLICATIONS TO GLOBAL TRAINING ASSOCIATES

I. Global Training Associates Implications Analysis

(UPDATE THIS SECTION with the future, more severe consequences that will occur if the problems are not solved Think in terms of financial, operations/process, human resources/employees or trainers, customers/trainees, reputation, etc. What is the problem? What is the current impact? What will be the more severe impact in the future if the problem is not solved now? Who or what will it impact? And any other relevant analysis.)

A. Implication #1 Analysis related to Problem #1

B. Implication # 3 Analysis related Problem #3

C. Implication #4 Analysis related to Problem #4

II. SPIN Implication Questions (UPDATE WITH YOUR IMPLICATION QUESTIONS)

A. Implication Question #1 related to Problem #1

B. Implication Question #2 related to Problem #2

C. Implication Question #3 related to Problem #3

D. Implication Question #4 related to Problem #4

SECTION 4: FEDEX OFFICE SOLUTIONS

I. FedEx Office Solutions to Global Training Associates Problems

(UPDATE THIS SECTION by restating the Global Training Associates problem, provide the FedEx Office solution, describe the features and advantages of the FedEx Office solution in detail and demonstrate how it will solve the specific Global Training Associates problem.)

A. FedEx Office Solution #1 related to Global Training Associates Problem #1

B. FedEx Office Solution #2 related to Global Training Associates Problem #2

C. FedEx Office Solution #3 related to Global Training Associates Problem #3

D. FedEx Office Solution #4 related to Global Training Associates Problem #4

SECTION 5: BENEFITS TO GLOBAL TRAINING ASSOCIATES

I. Benefits of the Identified FedEx Office Solutions

(UPDATE THIS SECTION by restating the FedEx Office solution and then continue with an explanation of the benefit in detail referencing who it benefits (Global Training Associates company, Global Training Associates employees, Global Training Associates trainers, Global Training Associates clients, or the trainees at the training session. Remember to demonstrate how the features support the benefit.)

A. Benefit (to Global Training Associates) of FedEx Office Solution #1

B. Benefit (to Global Training Associates) of FedEx Office Solution #2

C. Benefit (to Global Training Associates) of FedEx Office Solution #3

D. Benefit (to Global Training Associates) of FedEx Office Solution #4

III. SPIN Needs-Payoff Questions (UPDATE WITH YOUR Needs-Payoff QUESTIONS)

E. Needs-Payoff Question #1 related to Problem #1

F. Needs-Payoff Question #2 related to Problem #2

G. Needs-Payoff Question #3 related to Problem #3

H. Needs-Payoff Question #4 related to Problem #4

SECTION 6: Current Revenue Loss and Quantify Future Revenue Loss

I. Calculate the total revenue loss in 2019 from the historical revenue (using historical number of seminars and total number of seminars in 2019)

II. Calculate the potential loss of revenue if: 10% of the core trainers quit and take their portion of the training seminars with them to a competitor.

 
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