Sales-Part 3

Question 1

What is TAS? What value does it bring to Schlumberger?

Answer 1

Target Account Selling

Collects data, starting at a blank spreadsheet, that tracks what decisions and plans were used to effectively complete a sale. It is a tool that is constantly refined as business needs change, and a tool that helps to refine our process at completing successful sales.

Target Account Selling. Document by Sale Rep with profiles, analysis of customer and competitors, strategies, milestones, etc. Keeps focus and standardizes approach toward success

Question 2

For what is TAS used?

Answer 2

Used for extremely large tenders.

Question 3

What is the TAS 4 questions?

Answer 3

• Is there an Opportunity?
• Can we compete?
• Can we win?
• Is it worth winning?

Question 4

What is FTL? What value do they bring to Schlumberger?

Answer 4

FTL – Field ticket light
Provides field data capture tool. Data is focused on billing and sales.

Question 5

What is ComCAT? What value do they bring to Schlumberger?

Answer 5

ComCAT – Commercial Catalog Administration Tool

• It manages and stores commercial structures data describing Schlumberger products and services.
• Used to store the list of products and services used to report NT5.
• System supports digital representation of contracts via its integration with the business system for sales and billing

Basically, internal library where FTL pulls info from. Pricebooks, etc.

Question 6

What is Invoicer? What value do they bring to Schlumberger?

Answer 6

Allows a more accurate detection of where we currently are at with invoicing and allows easier tracking of invoicing – lowers DSO , part of SAP

Question 7

What is Lawson? What value do they bring to Schlumberger?

Answer 7

• Worldwide internal application to support finance, supply chain and procurement.
• Streamlined system that is intended to provide high level overview of business activities.
• comparable to SAP in USL.

Question 8

What is SAP?

Answer 8

• Enterprise Resource Planning Software suite
• Manages resources, materials and finances excluding purchase (which are handled through SWPS or P-Card)
• Globally SAP is used for HR functions only

Question 9

What is a Customer Service Review?

Answer 9

• Post job/project review; inquire into how we performed
• Measures cost benefit to client
• Review incidents
• How can we improve? What are our strengths? Weaknesses?

Question 10

Market opportunities in the Location?

Answer 10

market is changing quickly

• broadband
• refracs
• bifuel pumps with new regulations
• High way
• PropX