Lecturer(s)
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Kita Pavol, prof. Ing. Ph.D.
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Course content
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Topics of consultations: 1.Introducion. Market of organisations influence and factors, specifics, segmentation 2. Purchase functions, the firm and the purchase, objects of purchase and sorts of the purchase Purchase marketing processes, purchase mareting mix, supplier and supplier-purchaser relationship, risk management 3. Logistics 4. Legislation - acts 5. Purchase management planning, organisation, leader, control. Purchase process models. 6. New trends in the purchase e-auction 7. Selling stragegy selling and marketing planning and their relationship 8. Selling prediction function, planning, sorts and qualitave and quantitave methods 9. Selling budget and its evaluation functions, the budget of the selling department, the selling budget, selling staffer- evaluation 10. Selling management (staffer) recruitment, motivation and training, remuneration 11. Key account management functions, advantages and disadvatages, key account management sellers, the development model 12. Lecture of the external worker 13. Lecture of the external worker 14. Lecture of the external worker
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Learning activities and teaching methods
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Monologic (reading, lecture, briefing), Dialogic (discussion, interview, brainstorming)
- Class attendance
- 14 hours per semester
- Preparation for classes
- 60 hours per semester
- Semestral paper
- 38 hours per semester
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Learning outcomes
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Knowledge of purchase management and selling managament especialy on the market of the organisations.
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Prerequisites
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unspecified
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Assessment methods and criteria
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Oral examination, Written examination, Seminar work
Credit: Individual seminar work Examination: 1. Writing test (success rate - 60%) 2. Verbal examination in the justified cases
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Recommended literature
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Právní předpisy související s řízením nákupu a prodeje na trhu organizací.
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Hes, A., Šálková, D., Regnerová. M., & Toth., Š. Obchodní nauka. Praha: Česká zemědělská univerzita, 2014.
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Jobber, D. a Lancaster, G. Management prodeje. Praha: Computer Press?, 2001.
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Kaplan, M., Zrník J. a kol. Firemní nákup a e-aukce. Praha: Grada, 2007.
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Kincl, J.a kol. Marketing podle trhů. Praha: Alfa Publishing, 2004.
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Kita, J. Nákup a predaj: základné obchodné funkcie výrobného podniku.. Bratislava: Iura Edition, 2010.
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Lukoszová, X. Nákup a jeho řízení. Praha: Computer Press, 2004.
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Munková, J., Kindl. J. Zákon o ochraně spotřebitele: komentář.. Praha: C. H. Beck, 2007.
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Outlá, V., Hamerník, P., & Bambas, J. Judikatura Evropského soudního dvora. Plzeň: Vydavatelství a nakladatelství Čeněk, s. r. o., 2005.
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Urbánek, T. Marketing. Praha: Alfa Publishing, 2010.
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