Schlumberger Sales: Theory, Process an Applications

NOTE: This textbook is for Schlumberger employees. For Schlumberger employees wishing to purchase the textbook at the discounted Schlumberger corporate rate, please contact JPAmlin directly via gmail. Another textbook titled B2B Professional Sales written by the same author for the general public will be available in July 2016. It will be available in hardcopy, softcover, and Kindle. This textbook aims to provide the reader with an understanding of the fundamental sales theory, processes and applications as applied to the Schlumberger oilfield services environment. Meant as a resource for participants of the Schlumberger sales training seminars who wish to have a sales reference textbook. Anyone involved in the sales effort should find this book a useful guide to a more productive, structured approach to his or her sales responsibilities. The book illustrates that successful sales efforts are not a cluster of ad hoc events culminating in the delivery of a price quote. Professional sales efforts are based on a well-structured process that effectively demonstrates how Schlumberger products and services help customers meet their objectives and result in win/win agreements. The structure of the textbook follows an academic model where each chapter begins with a list of learning objectives followed by the main text. Included in the main text are chapter highlights to illustrate how the concepts discussed in the chapter are applied in the sales environment. In addition, sidebars are used to expand on concepts described in the main text. At the end of each chapter is a summary of the chapter objectives, which provides a method for readers to be sure they have understood the main concepts presented in the chapter. I hope you find this book useful and that it contributes to your development in the sales position. JP Amlin Author