NA_TM Trade Management

Vysoká škola finanční a správní
léto 2017
Rozsah
1/1/0. 8 hodin KS/semestr. 6 kr. Ukončení: zk.
Vyučující
Mgr. Marcela Hergesselová (cvičící)
Garance
Ing. Jan Rožek
Katedra ekonomie a managementu (FES, KEM) – Katedry – Vysoká škola finanční a správní
Kontaktní osoba: Ing. Edita Jerie, DiS.
Rozvrh seminárních/paralelních skupin
NA_TM/cBM1PH: každé liché pondělí 17:30–18:14 S13, každé liché pondělí 18:15–19:00 S13, kromě Po 10. 4. ; a Po 10. 4. 19:15–20:45 S13, M. Hergesselová
NA_TM/cBM2PH: každé sudé pondělí 19:15–19:59 S13, každé sudé pondělí 20:00–20:45 S13, kromě Po 3. 4. ; a Po 10. 4. 19:15–20:45 S13, M. Hergesselová
NA_TM/pBMPH: každé sudé pondělí 17:30–18:14 S13, každé sudé pondělí 18:15–19:00 S13, kromě Po 3. 4. ; a Po 10. 4. 17:30–19:00 S13, M. Hergesselová
Předpoklady
There are no prerequisites for this course.
Omezení zápisu do předmětu
Předmět je otevřen studentům libovolného oboru.
Cíle předmětu
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.
Osnova
  • 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
Literatura
    doporučená literatura
  • 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.
Výukové metody
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. Students in part time study program should attend 50% of seminars as a minimum. Independent study students need to contact lecturer.
Metody hodnocení
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.
Vyučovací jazyk
Angličtina
Další komentáře
Předmět je dovoleno ukončit i mimo zkouškové období.
Předmět je zařazen také v obdobích léto 2012, léto 2013, léto 2014, léto 2015, léto 2016, léto 2018, léto 2019, léto 2020, léto 2021, léto 2022, léto 2023, léto 2024, léto 2025.