NA_TM Trade Management

University of Finance and Administration
Summer 2024
Extent and Intensity
2/1/0. 6 credit(s). Type of Completion: zk (examination).
Teacher(s)
Ing. Horymír Kalmus, MBA (seminar tutor)
Guaranteed by
Ing. Patricia Jakešová
Department of Economics and Management – Departments – University of Finance and Administration
Contact Person: Bc. Kateřina Konupková
Timetable of Seminar Groups
NA_TM/cECPH: each odd Thursday 17:30–18:14 S22, each odd Thursday 18:15–19:00 S22, H. Kalmus
NA_TM/pECPH: each odd Thursday 14:00–14:44 S22, each odd Thursday 14:45–15:30 S22, each odd Thursday 15:45–16:29 S22, each odd Thursday 16:30–17:15 S22, H. Kalmus
Prerequisites
There are no prerequisites for this course.
Course Enrolment Limitations
The course is offered to students of any study field.
Course objectives
Objective of the course in terms of learning outcomes and competences The aim of the course is to acquaint students with the basic concepts and processes in the field of business management, which can be considered as the basis of the economy of the country and its economy without any exaggeration as well as the basis of the company's operation, regardless of its professional integration. At the end of this course the student will understand sales management, business marketing management, CRM, business strategies applied in different territories and customer segments, e- commerce and purchasing management. The student will get a comprehensive overview of business activities by the seller and the customer.
Learning outcomes
At the end of the course students should be able to understand the area of management of sales teams, import and export, e-commerce and purchasing.
Syllabus
  • 1. Role of trade in market economy, role of business department in organizational structure 2. Sales management in international environment, foreign trade, typology of international trade organizations, forms of entry into foreign markets 3. General typology of markets (B2C, B2B, B2G ...) and their main differences, specifics of e-commerce market, diversity of business strategies. 4. Customer relationship management and Customer Lifetime Value access 5. Business mathematics, margin calculation / markup, product price, price range. 6. Business Team Management, Product / Client / Territory Division of Business Team, Business Process Planning 7. Consumer protection - state institutions in the sphere of consumer protection, European institutions, law 8. Business negotiations, general approach to bargaining and main negotiation strategy, negotiation tactics, intercultural differences and their influence on negotiations, negotiations in a multicultural environment. 9. Trade marketing and its role in business management. 10. E-commerce and opportunities for different sales channels, trendy online business opportunities, business e- commerce - realization in Czech and international environment, e-commerce management, synergy effects of classic sales and e-commerce within distribution channels. 11. Business Traffic Management - sales department layout, merchandise management, merchandising, shopping atmosphere. 12. Purchasing management and logistics. Purchasing as a strategic discipline, purchasing planning, supplier selection, contract implementation, supplier work and future development planning Logistics models and business logistics management.
Literature
    required literature
  • CRAVENS, David W, KENNETH Le Meunier-FitzHugh, add Nigel F.PIERCY. The Oxford Handbook of Strategic Salesand Management. Oxford: OUP Oxford, 2012, 664 s. ISBN 978-0-19-956945-8.
    recommended literature
  • PENG Mike W, Global Strategic Management. Second Edition, United States: Cengage Learning, Inc, 2013, 560 s. ISBN 0-324-59098-9.
  • JOHNSTON, Mark W.; MARSHALL, Greg W.. Sales Force Management. London:Routledge, 2013, 11th e., 526 p. ISBN 9780415534628.
  • SHIM JOE, K. Sales Management: Product and Services. London: Global Professional Publishing Ltd. 2012, e-book. ISBN 9781906403799.
  • REUVID, Jonathan a Jim SHERLOCK. International trade: an essential guide to the principles and practice of export. Philadelphia, USA: Kogan Page, 2011, xviii, 389 p. ISBN 07-494-6238-8.
  • BRANCH, Alan E. Global supply chain management and international logistics. New York: Routledge, 2009, xii, 172 p. ISBN 02-038-8776-X.
  • NELSON, Carl A. Import/export: how to take your business across borders. 4th ed. New York: McGraw Hill, c2009, xxii, 398 p. ISBN 00-714-8255-5.
  • GRATH, Anders. The handbook of international trade and finance: the complete guide to risk management, international payments and currency management, bonds and guarantees, …. London: Kogan Page, c2008, viii, 198 s. ISBN 978-0-7494-5320-6.
  • PIERRE A. DAVID, Pierre A.Richard D. International logistics: the management of international trade operations. 3rd ed. Mason, OH: Cengage Learning, 2010. ISBN 11-112-1955-9.
Teaching methods
PS: (full time students) 2 hour per week of lectures and 2 hour per week of seminars (1/1) every 2nd week; KS: (part time students) 4 seminars (90 min each).
Lectures for present studies will be split into theoretical as well as practical part. Theoretical parts will be always explained on practical examples. Even more interactive form of study is applied in KS (part time study).
Students in full time study program should attend 75% of seminars as a minimum.
Assessment methods
To gain credit, students will need to develop a written assignment on a topic to be selected, prezented during practice lessons and undertake weekly HW. On passing the assignment and completing the HW the students will be eligible to take a written examination.
Language of instruction
English
Further comments (probably available only in Czech)
The course can also be completed outside the examination period.
Information on the extent and intensity of the course: 16 hodin KS/semestr.
The course is also listed under the following terms summer 2012, Summer 2013, Summer 2014, Summer 2015, Summer 2016, Summer 2017, Summer 2018, Summer 2019, Summer 2020, Summer 2021, Summer 2022, Summer 2023, Summer 2025.
  • Enrolment Statistics (Summer 2024, recent)
  • Permalink: https://is.vsfs.cz/course/vsfs/summer2024/NA_TM