Student Name: $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ Date: $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$

Sales Call Worksheet $-$ FedEx Office

Section $1$: SPIN $-$ Situation Questions $($Identify three questions to uncover relevant facts about Strategic Training Consultants$-$ STC$)$

Situation question #$1$

Situation question #$2$

Situation question #$3$

Section $2$: SPIN $-$ Problem Questions $($Identify three problem questions to uncover STC problems that FedEx Office can solve$)$

Problem question #$1$

Problem question #$2$

Problem question #$3$

Section $3$: SPIN $-$ Implication Questions $($Identify three implication questions to uncover the future implication that could occur if problems are not solved$)$

Implication question #$1$

Implication question #$2$

Implication question #$3$

Section $4$: Select ONE problem and outline FedEx Office solutions relating to identified needs and supporting FedEx Office features and benefits

FedEx Office Solution: $($Desxcribe your business solution in detail$)$

Specific Features for Solution: $($What are the features, i$.$e$.$ the nuts & bolts od your solution$)$

Benefits to Strategic Training Consultants and specific beneficiary related to Solution: $($Explain in detail how STC would benefit from your solution$)$