NA_TM Trade Management

University of Finance and Administration
Summer 2018
Extent and Intensity
1/1/0. 6 credit(s). Type of Completion: zk (examination).
Teacher(s)
Ing. Patricia Jakešová (lecturer)
Guaranteed by
Ing. Pavla Břečková, Ph.D.
Department of Economics and Management – Departments – University of Finance and Administration
Contact Person: Ing. Edita Jerie, DiS.
Timetable of Seminar Groups
NA_TM/cBMPH: each odd Monday 17:30–18:14 S11, each odd Monday 18:15–19:00 S11, P. Jakešová
NA_TM/pBMPH: each odd Monday 15:45–16:29 S11, each odd Monday 16:30–17:15 S11, P. Jakešová
Prerequisites
There are no prerequisites for this course.
Course Enrolment Limitations
The course is offered to students of any study field.
Course objectives
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.
The goal is to give a comprehensive overview of basic concepts in the area of sales,and trade management and purchasing. The topic no less than the foundation of a country’s economy as well as the basis of company’s survival regardless of industry. The lectures focus on practical application and utilization of knowledge in consumer and industrial markets with the aim to equip graduates with skills for highly qualified positions in business and administration.
Syllabus
  • 1. The role of trade in a company structure. Organization of commercial activities, tools, business management, business planning. Reporting.
  • 2. Procurement and sales strategies, management of both constituents of trade within a company. Typology of markets (industrial / consumer) and their characteristics including e-commerce
  • 3. Negotiating the terms of trade, negotiation strategies and tactics to succeed at the market. Cultural differences and their impact on business management.
  • 4. Contract, key contractual agreements of commercial cooperation in the international arena. Key documents in the management of trade (including technical documentation, commercial and industrial designs, confidential appendices, etc.). Resolution of commercial disputes.
  • 5. Foreign trade and internationalization of companies. The principles of assessment of the attractiveness of a territory and barriers. Forms of entry and operation in foreign markets.
  • 6. Commercial receivables, their management and security. Risks in domestic and international trade. Payment instruments and supply conditions in international trade
  • 7. Importance of Key Account Management and CRM
Literature
    recommended literature
  • 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.
  • 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.
  • 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.
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 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: 8 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 2019, Summer 2020, Summer 2021, Summer 2022, Summer 2023, Summer 2024, Summer 2025.
  • Enrolment Statistics (Summer 2018, recent)
  • Permalink: https://is.vsfs.cz/course/vsfs/summer2018/NA_TM