Program Overview

Course Overview

The course "Sales and Sales Management" is offered at the Norwegian University of Science and Technology (NTNU).

Course Details

• Credits: 7.5
• Level: Third-year courses, level III
• Course Start: Spring 2026
• Duration: 1 semester
• Language of Instruction: Norwegian
• Location: Ålesund
• Examination Arrangement: Home examination

About the Course

Course Content

The course covers a range of topics including:

• Sales and marketing
• Sales as an occupation
• Psychology and conversation with clients
• Communication, selling techniques, reservations, and closure
• Negotiation techniques and methods
• Telephone sales, realization of sales, the customer as a partner
• Customer satisfaction and service as part of sales
• Customer loyalty
• What is sales management?
• The manager's part in the sale
• Coaching, training, problem-solving, goal-setting, planning tools
• Recruiting, follow-up, and evaluation of the salesperson
• Groundbreaking
• Sales planning, budgeting, and compensation
• Organization of sales ethics

Learning Outcome

Overall Goal of the Course

The overall goal of the course is to give the student an introduction to theoretical and practical use of sales tools and sales management models used in business.

Learning Outcomes

• Discuss the role of the salesperson and sales management in a company
• Prepare sales assessments on a real company, which increases the understanding of the benefits of sales and good sales management for the company
• Develop decision alternatives and how to make good, sustainable choices for sales in companies
• Discuss sales tools, concepts, management challenges, and consequences

Learning Methods and Activities

The course includes lectures and group work.

Further on Evaluation

The evaluation is based on a home exam to be completed in groups of 2-3 students. There will be no re-sit exam.

Recommended Previous Knowledge

Marketing Management and Organisation and Management are recommended as previous knowledge.

Subject Areas

• Economics

Examination

Examination Arrangement

The examination arrangement is a home examination with a weighting of 100/100. Examination aids are allowed according to code A. The exam is scheduled for Spring 2026, with a duration of 3 days, using the Inspera Assessment exam system.