Program Overview

Course Overview

The course "Sales and Tendering" is a foundation course, level I, with 7.5 credits. It is taught in English and takes place over one semester, starting in Autumn 2025, at the Ċlesund location.

Course Content

The course covers all aspects required for successful sales work in project-based industries, such as the maritime industry. This includes market data analysis, understanding Requests for Proposals (RFQs, RFPs), the SPIN process, sales calculations, bid risk assessments, negotiating a final sales agreement, and contract management. The course also provides an overview of how data can be described using frequency tables and graphs, and numerical measures for location and spread. The software EXCEL is used in the course.

Learning Outcome

• Knowledge: Understanding of sales and tenders in project-based industries, including the sales process, tendering, and the differences between project-based industries and other industries.
• Skills: Negotiation techniques and managing sales and tenders in project-based industries, including analytical addressing of sales and tender questions.
• Generic competence: Ability to analyze markets, applicable to most types of settings, and understanding of the SPIN process.

Learning Methods and Activities

The course includes lectures and group work, with students also required to conduct some research on their own.

Evaluation

The evaluation consists of a couple of group assignments (40%) and a written exam (60%). New and postponed exams are scheduled for the following semester.

Specific Conditions

Admission to a programme of study is required, specifically the Shipping Management (432SM) programme.

Course Materials

Students will be informed about course materials before the start of teaching.

Subject Areas

• Nautic

Examination

The examination arrangement is an aggregate score with letter grades.

Ordinary Examination - Autumn 2025

• School exam: 60% of the total grade, with examination aids allowed (Code D), lasting 3 hours, using the Inspera Assessment system.
• Portfolio: 40% of the total grade, submitted through Inspera Assessment.

Re-sit Examination - Spring 2026

• School exam: Same conditions as the ordinary exam.
• Portfolio: Same conditions as the ordinary exam, using Inspera Assessment.