Production Chemical Fundamentals & Technical Selling for Sales (Oil & Gas)

DESKRIPSI

Pelatihan Production Chemical Fundamentals & Technical Selling for Sales (Oil & Gas) dirancang untuk meningkatkan kompetensi tenaga sales, sales engineer, dan business development dalam memahami aspek teknis production chemicals yang digunakan pada operasi produksi minyak dan gas, sekaligus mengembangkan kemampuan technical selling yang efektif dan bernilai tambah.

TUJUAN

Setelah mengikuti pelatihan ini, peserta mampu:

1. Memahami dasar-dasar production chemicals di industri minyak dan gas
2. Menjelaskan fungsi teknis produk kepada customer non-teknis maupun teknis
3. Mengaitkan masalah lapangan (field problems) dengan solusi chemical
4. Melakukan technical selling yang berbasis nilai (value-based selling)

MATERI

Hari I — Mindset & Basic Oil & Gas Knowledge

1. Introduction to Oil & Gas Industry (Non-Engineer)

• Value chain migas (upstream–midstream–downstream)
• Fokus upstream & production
• Istilah dasar: BFPD, WC, API, ppm, corrosion rate
• Siapa saja stakeholder di lapangan (production, maintenance, HSE, procurement)

2. Role of Sales in Oil & Gas Chemical Business

• Perbedaan industrial sales vs FMCG sales
• Kenapa trust & credibility lebih penting dari harga
• Posisi sales vs technical service vs R&D

Hari II — Production Chemical Fundamentals (CORE)

3. Introduction to Production Chemicals

• Corrosion inhibitor (internal & pipeline)
• Scale inhibitor (carbonate vs sulfate)
• Demulsifier
• Biocide & oxygen scavenger
• H₂S scavenger (basic awareness)
• Pour Point Depressant
• Penekanan penting:
  • Apa yang terjadi jika chemical gagal
  • Contoh kasus downtime & loss production

4. Basic Production Process & Chemical Injection Point

• Alur fluida dari wellhead → separator → pipeline
• Di mana chemical diinjeksi & kenapa
• Dampak salah dosis / salah aplikasi

HARI III — Technical Selling & HSSE Awareness

5. Basic Technical Selling for Production Chemical

• Cara menggali masalah klien (problem-based selling)
• Menghubungkan data operasi dengan solusi chemical
• Cara bicara ke engineer vs procurement
• Kesalahan umum sales baru (janji performa berlebihan)

6. HSSE & Chemical Safety for Sales

• Basic HSSE migas
• MSDS & label chemical
• Do & Don’t saat site visit
• Kesalahan fatal sales di lapangan

TRAINING METHOD

Presentation

Discussion

Case Study

Evaluation

FACILITY

Training Kit

Handout

Certificate

Lunch + 2x Coffee Break

Souvenir

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