Course content

The course will cover all aspects required for successful sales work in project-based industries such as the maritime industry. This will include, but not be limited to, market data analysis to identify opportunities or to gain an understanding of the bidding process, understand Requests for Proposals (RFQs, RFPs), the SPIN process, perform sales calculations, bid risk assessments (RFQs, RFPs), negotiate a final sales agreement and the contract. The course will have a main emphasis on the SPIN model and its application in various contexts.

In addition, the course will provide an overview of how data can be described using frequency tables and graphs, which numerical measures are sufficient for location and spread on univariate methods to describe a data set using location and spread. The course uses the software EXCEL.

Learning outcome

The market analysis will involve basic arithmetic, basic descriptive statistics, and analysis of significant amounts of data. Students will also learn about the tendering process - what it is like, how it works, the dos and don'ts. The RFQ process and how it should proceed will also be a main topic. Finally, students will learn more about the craft of negotiation, including executing a successful sales effort using the SPIN process. It will also be taught how to compile the information in a sales process.

• Knowledge: Knowledge of sales and tenders in project-based industries. How does the sales process work? How does tendering work? Why do project-based industries differ from other industries in these respects? Do's and don'ts.
• Skills: Negotiation techniques, and managing sales and tenders in project-based industries. Analytical addressing of sales and tender questions.
• Generic competence: How to analyze markets, which applies to most types of settings. The SPIN process will also be taught

Learning methods and activities

Lectures and group work. The student will also have to do some research on their own.

Specific conditions

Course materials

The students will be informed about that before teaching starts.