Sales Part 2

Question 1

Do you know what price differential compared to standard technology has been achieved?

Answer 1

• Formerly Unique technology section in the price book
• Can price new technology at a premium due to R&D costs as well as value
• With some exp. Technology, can offer at a discount as a fact finding exercise

Question 2

What types of contracts are in the your GM? (7)

Answer 2

• Risk-reward Contracts: We offer a service for free if we do not meet a benchmark. If we meet or exceed can get a bonus pay.
• UCC packages (blue on blue): Bundle services (plugs, WL, frac, Coil tubing) to offer a discount
• Single Service: One service over an extended period of time (quarter, six months, one year)
• Single well/Spot work: Service for one well or pad
• Multiple well contracts: Services for a predefined number of wells
• Project work: Services for certain projects like refracs or acid jobs
• Alliance Contracts: primary call out for work when needed (CT)

Question 3

Risk-reward Contracts:

Answer 3

Risk-reward Contracts: We offer a service for free if we do not meet a benchmark. If we meet or exceed can get a bonus pay. Allow us to try new technology or new clients.

Question 4

UCC packages (blue on blue)

Answer 4

UCC packages (blue on blue): Bundle services (plugs, WL, frac, Coil tubing) to offer a discount

Question 5

Single Service:

Answer 5

Single Service: One service over an extended period of time (quarter, six months, one year)

Question 6

Single well/Spot work:

Answer 6

Single well/Spot work: Service for one well or pad

Question 7

Multiple well contracts:

Answer 7

Multiple well contracts: Services for a predefined number of wells

Question 8

Project work:

Answer 8

Project work: Services for certain projects like refracs or acid jobs

Question 9

Alliance Contracts:

Answer 9

Alliance Contracts: primary call out for work when needed (CT)

Question 10

What is CRM stands for and for what got replaced?

Answer 10

CRM: Customer Relationship Manager (replaced by C4C-Cloud for Costumers Started at June 4th)

Question 11

Define and Explain CRM? What value do they bring to Schlumberger?

Answer 11

Collects:

• customer data,
• accounts, contracts,
• sales plans
• leads and opportunities,
• market share and competitor data

Allows us to track what is happening with the clients.
Builds client lists/identifies contracts with individuals that represent the client

Question 12

Define and Explain OFS-Reporter? What value do they bring to Schlumberger?

Answer 12

Single global business intelligence application; global analysis of all KPIs for all geographies, segments, functions.
A system that is designed to collect data from multiple different sources and allows employees to generate meaningful reports. Contains many different domains today. Essentially, a one-stop shop