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Oil and Gas Sales Training
Nowhere do we find a more complicated and diverse supply chain than in the oil and gas industry. The finished product rarely comes from a single company or source. The fuel that makes it into your car, for example, is not the result of a single company finding the oil in the ground, pumping it, shipping it in their pipelines, refining it into gasoline in their refineries, and selling it in their own gas stations.
For sales training to have the greatest impact in oil and gas and for oil and gas training to go smoothly, the sales trainer must clearly understand where your product or service fits in the process. The oil and gas industry and all its byproducts fit into four main segments, and only a few companies are diversified enough to reach into all four:
- Upstream – The process of getting oil and/or gas out of the ground. It is sometimes referred to as exploration and production. This sector also includes related services such as production, rig operations, machinery sales and rentals, and extraction equipment and supplies.
- Midstream – These operations mostly focus on transportation and storage, and involve pipelines, supertankers, rail cars, and other gathering and transmission systems.
- Downstream – This is the refining process that turns the natural resource into products like gasoline, plastic, motor oils, lubricants, plastics, electronics, metals and others. Downstream operators also play key roles in other sectors, influencing supply and demand in industries as diverse as agriculture and medical equipment.
- Product Development and Service – This sector includes a wide range of companies that provide the labor necessary for innovation, operations and support services. This can include a design and engineering firm, a food service company, maintenance and repair crews—even safety consultants and medical personnel.