2011 Sales Training Program

Introduction In 2011, the target audiences for the sales training program are: The direct sales force Non-sales positions that are in direct contact with our customers, and Managers who have sales staff reporting to them The program has been designed to accommodate the different needs of those individuals who require sales training. Prerequisites for many courses have been changed to recommended, rather than required, to make the program more flexible than in previous years. As a result, the 2011 sales training program consists of four levels of core sales training, two complementary sales management seminars, and three workshops driven by business needs. Level 1 Seminar Descriptions The recommended entry point into the sales training program, Level 1, depends on each persons experience and role. ST0: Fundamental Sales Skills Three days; maximum number of participants: 12 Entry-level sales training for new sales staff with no previous sales training who are selling outside of a competitive bidding environment such as field or product sales. The ST0 Fundamental Sales Skills seminar covers in-the-customers-office sales skills and includes sales call skills, handling customers negative reactions, and writing and submitting proposals per the Sales SCMI basic skill levels. ST1: Sales School, Week 1 Five days; maximum number of participants: 12 Entry-level sales training for new sales staff with no previous sales training, and who secure work through competitive bids managed by a customers formal procurement process, such as when selling to national and large multinational companies. This seminar includes the ST0 content, basic marketing and account management, and managing complex sales as per the Sales SCMI basic and intermediate skill levels. Sales for Experienced Professionals Four days; maximum number of participants: 12 Staff entering the sales team in either a direct sales position or a sales or account management position, and who have either more than 10 years of industry experience or previous sales training from outside Schlumberger, enter the sales training program by completing the Sales for Experienced Professionals four-day seminar. This is an accelerated program covering Schlumbergers standard sales processes, and familiarizing participants with key sales tools such as TAS. Upon successful completion of this program, attendees earn an equivalent credit for the Sales Fundamentals, Bidding Workshop, Negotiations Workshop, ST1 Complex Sales, and ST2 (TAS) Strategic Sales Plan seminars. Sales for Non-Sales Positions Two days; maximum number of participants: 12 For staff members who are in non-sales positions but require sales training, the entry point is the two-day Sales for Non-Sales Positions seminar, which familiarizes non-sales people with sales processes, and illustrates when and how they can contribute to sales processes. This seminar requires a segment-specific Page 1

2011 Sales Training Program

sponsor, who will assign a subject matter expert to work with the sales instructor to design segmentspecific role-plays to be used during the seminar. Level 2 Seminar Descriptions Second-level sales training seminars are for commonly used sales skills, and include the seminars listed below. Fundamental Presentation Skills Three days; maximum number of participants: 6 The workshop focuses on SCMi basic and intermediate sales communication skills. The first two days consist of multiple recorded exercises that allow learners to practice their new skills. The third day consists of a one-on-one two-hour coaching session on a 30-minute presentation made by the participant to the instructor. Target audience: This workshop is for all sales personnel. Fundamental Bidding Skills Two days; maximum number of participants: 9 This seminar focuses on the SCMi basic proposal, and bidding skills for development, pricing, and management. Target audience: All sales and support staff who participate in the preparation or review of proposals and bid documents. Fundamental Negotiation Skills Two days; maximum number of participants: 9 This seminar introduces the fundamental negotiation concepts and tools for the SCMi basic skills level. The seminar consists of multiple exercises and role-plays to allow learners to practice the skills they learn. Target audience: All sales and support staff who negotiate with our customers or participate in the preparation or review of negotiation strategies. Level 3 Seminar Descriptions Third-level sales training seminars are for direct sales staff involved in sales that have long sales cycles, involve multiple people in the buying decision, have large financial commitments that span one or more years, and involve a formal contracting process. The sales seminars included in level three are listed below. ST1 Sales School Week 2 Five days; maximum number of participants: 12 This seminar builds on the concepts taught in ST1 Sales School Week 1 and includes content on how to build a strategic sales plan, as well as bidding and negotiation fundamentals. Target audience: All sales and support staff who have completed ST1 Sales School Week 1. Complex Sales Seminar Three days; maximum number of participants: 12 Page 2

2011 Sales Training Program

This seminar focuses on SCMi basic and intermediate sales skills for large complex sales opportunities. Target audience: All sales and support staff who participate in managing or securing large complex opportunities. ST2 (TAS) Strategic Sales Plan Workshop Three days; maximum number of participants: 12 This seminar covers how to build and test a strategic sales plan using the CRM Opportunity TAS methodology and software, focusing on SCMi intermediate sales skills. Target audience: All sales staff, and staff with similar responsibilities who participate in building or executing a sales plan. Advanced Bidding Workshop Four days; maximum number of participants: 6 The first three days of this seminar focus on SCMi advanced proposal/bid development, pricing, and management skills, applied to a case study the participant has selected to work on during the workshop. The fourth day is presented by a member of the Area or GeoMarket contracts group covering regional contracting issues and best practice. Target audience: Sales staff who have attended either the Sales Recertification Seminar (SRS), ST1 Week 2, Sales for Experienced Professionals Seminar (SFEP), or Fundamental Bidding Skills Seminar. Advanced Sales Negotiation Workshop Four days; maximum number of participants: 6 This workshop focusing on SCMI advanced sales negotiation skills. During the first three days, the participants apply the concepts and tools they have learned to the case study they have selected to work on during the workshop. The fourth day includes recording a two-part role-play of the participants negotiation. Target audience: Sales staff who have attended either the Sales Recertification Seminar (SRS), ST1 Week 2, Sales for Experienced Professionals Seminar (SFEP), or Fundamental Negotiations Skills Seminar. Power Messaging Presentation Skills Seminar Three days; maximum number of participants: 6 This seminar focuses on sales SCMi intermediate and advanced communication skill levels. The first two days consist of multiple recorded exercises that allow learners to practice their new skills. The third day consists of a one-on-one two-hour coaching session of a 30-minute presentation made by the participant to the instructor. Target audience: Sales staff who have attended the Fundamental Presentation Skills seminar.

Page 3

2011 Sales Training Program

Level 4 Seminar Descriptions Level 4 sales training is for Account and Sales Managers. The description of each seminar is listed below. ST4 Account Management Four days; maximum number of participants: 12 This seminar covers account management skills such as understanding customers exploration and business production processes, building an account plan, and managing customer relationships in large accounts. Target audience: Account managers given the responsibility to manage the relationship between Schlumberger management and an accounts executive management, and who are a resource of account knowledge for segment sales personnel. ST5 Sales Management Four days; maximum number of participants: 12 This seminar covers the sales managers role, coaching and counseling skills, and specific coaching techniques for pipeline management, opportunities management, and sales call skills per the SCMi intermediate and advanced skill levels. Target audience: All sales managers. Level 4 prerequisites. Before taking ST4 or ST5, the participant must complete the prerequisite seminars as listed below. Prerequisites are dependent on which Level 1 seminar the learner has completed: Learner completes ST0. Prerequisite seminars are Complex Sales and ST2 TAS Strategic Sales Plan workshop Learner completes ST1 Sales School Week 1. Prerequisite seminar is ST1 Sales School Week 2 Learner completes SRS. Prerequisite seminar is ST2, or Learner completes SFEP. No prerequisites are required before the Level 4 seminar Complementary Sales Management Seminars At Schlumberger, many non-sales managers have sales staff reporting to them. For these managers, we offer the courses below. Sales Management Seminar for Non-Sales Managers Three days; maximum number of participants: 12 The seminar focuses on fundamental sales management skills, tools, and sales staff deliverables, all of which help non-sales managers to manage their sales staff expertly. Target audience: All non-sales managers who have sales staff reporting to them. Field Opportunity Review for Managers Two days; maximum number of participants: 12 This seminar teaches the skills to enable managers to review a strategic sales plan thoroughly, after which they can determine the critical next steps. Target audience: All managers who participate in field opportunity reviews. Page 4

2011 Sales Training Program

Business Needs Workshops The three additional business needs workshops are based on specific business needs as described below. Selling Up Workshop Two days; maximum number of participants: 12 This workshop focuses on how to sell added-value services to our customers on existing contracts. Target audience: This workshop is intended to be held in conjunction with a segment-sponsored Key Services Seminar. Price Increase Workshop Two days; maximum number of participants: 12 This workshop focuses on how to increase prices on existing contracts. Target audience: All sales staff involved in or responsible for increasing prices on existing contracts. Both the selling up and price increase workshops can be attended as needed, either before or after Level 1, 2, 3, or 4 training. Ideally, both seminars should be attended after Level 2 training. Special Request Workshop Days and maximum number of participants are to be determined by sponsor. This seminar is scheduled when a sales trainer is requested to facilitate a workshop such as a sales teams strategic sales plan creation, multi-segment account plan, bid strategy, or negotiation strategy review. The sponsor and sales trainer determine the workshops length and content. Target audience: To be determined by sponsor.

Page 5

2011 Sales Training Program

Requesting a Seminar Listed below is the process for requesting a sales training seminar in 2011. The manager who requests the training (sponsor) will be responsible for: Booking and paying for the training venue and associated costs such as room rental, refreshments, lunches, and hosted dinners, if required Ensuring that a venue suitable for the planned number of participants is booked per the sales training room checklist document available at http://www.t-d.slb.com Assigning a local administrator Ensuring that the training dates do not conflict with local holidays or major industrial events that the involved salespeople need to attend The local administrator will be responsible for: Managing the iLearn roster Managing the seminar logistics Assisting participants with visas Booking hotel/transportation Serving as the point of contact for the sales instructor

The costs of the sales training materials, instructors time, and expenses will not be recharged in 2011. These costs will become part of Schlumbergers shared costs. Sponsors should submit their sales training requests as follows: Segment-specific sponsored sales training requests to JP Amlin Smith companies-specific sponsored sales training requests to David Truax, VP Training and Development GeoMarket- or area-sponsored sales training requests to the respective area recruiting or training and development manager Training requests are to be sent via e-mail and should include a listing for each requested seminar as follows: Seminar Sponsor City Start Date Assigned Administrator All seminars are listed in iLearn. Each seminar includes a prerequisite briefing, which describes the preparation and daily activities for each seminar and workshop. Page 6

2011 Sales Training Program

Any questions regarding the program can be sent via e-mail to JP Amlin (jpamlin@slb.com).

Page 7