BTH 3203 Bachelor Thesis - Sales Management and Personal Sales

BTH 3203 Bachelor Thesis - Sales Management and Personal Sales

Course code: 
BTH 3203
Course coordinator: 
Geir Knutsen
Course name in Norwegian: 
Bacheloroppgave - Salgsledelse og personlig salg
Product category: 
Bachelor Specialisations HSMI
2018 Spring
Active status: 
Level of study: 
Teaching language: 
Course type: 
One semester

In combination with the course BST 3202 Sales Management and Personal Sales, 15 credits, this Bachelor Thesis will constitute a specialization of 30 credits in the subject area. For students on the Bachelor Programme in Marketing with this combination it will be stated on the diploma that it is a specialization.

The Bachelor Thesis is a major independent piece of work where the students are to demonstrate that they are able to deal with a problem related to topics in sales management and personal sales and take overall responsibility for finding a good solution to it.

Learning outcomes - Knowledge
  • Through their work on the thesis the students are to acquire a theoretical understanding of the importance of the sales function in enterprises.
  • Through their work on the thesis the students are to acquire an understanding of the importance of sales management.
  • Through their work on the thesis the students are to acquire an understanding of overall perspectives in connection with sales and sales management.
Learning outcomes - Skills

The students are to be able to prepare a well-written report on a concrete problem related to an enterprise, perform a methodically correct survey of the enterprise’s problems and present the results together with the theoretical platform for the thesis in a coherent way.

Learning Outcome - Reflection
  • The students will be trained in critical reflection.
  • The students will be trained to understand a problem based on a theoretical background.
  • The students will be trained in contacting enterprises and initiate relevant cooperation on the Bachelor Thesis with an enterprise.
Course content

The students are themselves responsible for identifying a theme or problem area that is suitable for the Bachelor Thesis.

Learning process and requirements to students

The students are expected to take independent responsibility for the work on the Bachelor Thesis. Therefore it is a condition that the students prepare for supervision sessions and seminars as a basis for discussion and guidance.  

The students must complete a registration form where the chosen subject is stated. After that a supervisor is assigned to the students. The course is conducted over one semester and contains both seminars and supervision. Please see guidelines for writing Bachelor thesis. 

The teaching includes four seminars. Normally, the students are to prepare for each seminar and give presentations, and/or hand in material in advance.  

For each group of students three hours of individual supervision is offered. The seminars are compulsory. Students who have not attended the seminars and/or have not submitted documentation must expect to be called in for an oral hearing.

The course is supported by BI’s learning platform and he students must have access to a PC with relevant software. Training/supervision in the use of the statistics programme (SAS JMP), as well as searching for literature in the library is offered.

Software tools

Two years of college education in economics and business administration, marketing or equivalent is required for taking the course. 

Required prerequisite knowledge

The students must have in-depth knowledge of personal sales, sales management and topics related to sales. Besides, the students must possess basic knowledge of social science method.

Exam category: 
Form of assessment: 
Written submission
Group/Individual (1 - 3)
1 Semester(s)
Exam code: 
Grading scale: 
Examination when next scheduled course
Exam organisation: 
Ordinary examination
Total weight: 
Student workload
Other in classroom
2 Hour(s)
Attendance at introduction lecture
Other in classroom
2 Hour(s)
Attendance at the library’s information session
8 Hour(s)
Participation in seminars, 4 x 2 hours
Prepare for teaching
40 Hour(s)
Preparation for seminars
80 Hour(s)
Preparation of written assignments to be submitted during the semester
Group work / Assignments
265 Hour(s)
Work with the Bachelor Thesis
3 Hour(s)
Individual supervision
Sum workload: 

A course of 1 ECTS credit corresponds to a workload of 26-30 hours. Therefore a course of 15 ECTS credit corresponds to a workload of at least 400 hours.