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Lecturer(s)
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Kita Pavol, prof. Ing. Ph.D.
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Tichá Lucie, Ing. Ph.D.
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Course content
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Topics of lectures: 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 Seminars: 1. The introduction 2. The presentation of the seminar works and the discussion, tests 3. The presentation of the seminar works and the discussion, tests 4. The presentation of the seminar works and the discussion, tests 5. The presentation of the seminar works and the discussion, tests 6. The presentation of the seminar works and the discussion 7. Conslusion
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Learning activities and teaching methods
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Monologic (reading, lecture, briefing), Dialogic (discussion, interview, brainstorming), E-learning
- Class attendance
- 31 hours per semester
- Semestral paper
- 30 hours per semester
- Preparation for credit
- 11 hours per semester
- Preparation for classes
- 12 hours per semester
- Preparation for exam
- 28 hours per semester
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Learning outcomes
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The goal of the subject is to gain the knowledgemet in the field of the management of purchasing and selling on the organisation market (an industry market, a market of the trader and a market of the state). The second part of this subject focus on the difference between these types of the marekts. The lecture of the experts are very important too.
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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, Test, Seminar work
Credit: 1. The team seminar work 2. The team activity 3. The attendace 4. The short tests Examination: Writing test (success rate - 60%) 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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