The course is connected to the following study programs

  • Bachelor's Programme in Marketing and Management
  • Bachelor's Programme in Tourism Management
  • Bachelor's Programme in Business Administration
  • Bachelor's Programme in Business Administration
  • Master's Programme in Business Administration (5 years)

Teaching language

Norwegian.

Recommended prerequisites

MF-102 Marketing, or equivalent

Course contents

There are many types of sales, and sale is not only done by the people who work in the sales departments. Whether you are working with marketing, finance, management or planning to become an entrepreneur, it is important to be able to sell. This course is designed specifically to provide students with the tools needed to handle sales and negotiation tasks in a digital world. The students will be taught basic concepts and models from the field, and then use this knowledge in exercises / simulations. The course includes fields such as sales and purchase processes, customer relations, market, systematic work, how to end sales, conflict resolution, price and international negotiations.

Learning outcomes

After successful completion of the course, the students should:

  • be able to understand important sales and negotiation concepts and models and apply this knowledge in exercises and simulations of sales and negotiation situations, in line with UN Sustainability Goal # 8 “Decent Work and Economic Growth”.

  • understand how a buying / selling process between companies takes place from start to finish and be able to set up and analyze a negotiation schedule

  • understand the basic rules of contracting, including the rules for what is binding and rules on who can enter into agreements on behalf of legal persons, and be able to apply the rules in a specific negotiation

  • have an understanding of the scope of relevant contract laws

  • have an understanding of what it is like to work with sales and negotiation in a new digital reality

  • have a basic understanding of how to work with international negotiations

  • understand ethical challenges in a negotiation and sales process

Examination requirements

  • 80% attendance in lectures, including 2 simulations / exercises

  • Have passed digital sales pitch

Teaching methods

Lecture, group work, case work and exercises / simulations

Evaluation

Studieprogramleder i samråd med studenttillitsvalgt fastsetter evalueringsform og om emnene skal ha midtveis- eller sluttevaluering, jf. kvalitetssystemet kapittel 4.1. Informasjon om evalueringsform for emnet publiseres i Canvas.

Assessment methods and criteria

3 hour written individual examination. Letter grades.

 

Other information

Limited number of places available in this course, maximum 40 students.

Last updated from FS (Common Student System) July 1, 2024 1:38:16 AM