Course: Management of Procurement and Sales

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Course title Management of Procurement and Sales
Course code KOD/KRNP
Organizational form of instruction Lecture
Level of course Bachelor
Year of study not specified
Semester Winter
Number of ECTS credits 4
Language of instruction Czech
Status of course Compulsory
Form of instruction Face-to-face
Work placements This is not an internship
Recommended optional programme components None
Lecturer(s)
  • Kita Pavol, prof. Ing. Ph.D.
Course content
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

Learning activities and teaching methods
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
Learning outcomes
Knowledge of purchase management and selling managament especialy on the market of the organisations.

Prerequisites
unspecified

Assessment methods and criteria
Oral examination, Written examination, Seminar work

Credit: Individual seminar work Examination: 1. Writing test (success rate - 60%) 2. Verbal examination in the justified cases
Recommended literature
  • Právní předpisy související s řízením nákupu a prodeje na trhu organizací.
  • Hes, A., Šálková, D., Regnerová. M., & Toth., Š. Obchodní nauka. Praha: Česká zemědělská univerzita, 2014.
  • Jobber, D. a Lancaster, G. Management prodeje. Praha: Computer Press?, 2001.
  • Kaplan, M., Zrník J. a kol. Firemní nákup a e-aukce. Praha: Grada, 2007.
  • Kincl, J.a kol. Marketing podle trhů. Praha: Alfa Publishing, 2004.
  • Kita, J. Nákup a predaj: základné obchodné funkcie výrobného podniku.. Bratislava: Iura Edition, 2010.
  • Lukoszová, X. Nákup a jeho řízení. Praha: Computer Press, 2004.
  • Munková, J., Kindl. J. Zákon o ochraně spotřebitele: komentář.. Praha: C. H. Beck, 2007.
  • Outlá, V., Hamerník, P., & Bambas, J. Judikatura Evropského soudního dvora. Plzeň: Vydavatelství a nakladatelství Čeněk, s. r. o., 2005.
  • Urbánek, T. Marketing. Praha: Alfa Publishing, 2010.


Study plans that include the course
Faculty Study plan (Version) Category of Branch/Specialization Recommended year of study Recommended semester
Faculty: Faculty of Economics Study plan (Version): Management of Commerce (4) Category: Economy 3 Recommended year of study:3, Recommended semester: Winter