VSFS:N_ROb Trade Management - Course Information

N_ROb Trade Management

Extent and Intensity

1/1. 6 credit(s). Type of Completion: zk (examination).

Teacher(s)

Ing. Patricia Jakešová (seminar tutor)
JUDr. Josef Novák (seminar tutor)
Ing. Mgr. Jaromír Tichý, Ph.D., MBA (seminar tutor)

Guaranteed by

Ing. Pavla Břečková, Ph.D.
Department of Economics and Management – Departments – University of Finance and Administration
Contact Person: Lenka Bažantová

Timetable of Seminar Groups

N_ROb/cR1PH: each odd Monday 14:00–14:44 S24, each odd Monday 14:45–15:30 S24, J. Novák
N_ROb/cR2PH: each odd Monday 15:45–16:29 S23, each odd Monday 16:30–17:15 S23, J. Novák
N_ROb/pRPH: each even Monday 14:00–14:44 S23, each even Monday 14:45–15:30 S23, P. Jakešová
N_ROb/vRMO: Fri 23. 2. 15:45–17:15 M17, Sat 10. 3. 9:45–11:15 M14, Fri 27. 4. 15:45–17:15 M17, Sat 28. 4. 8:00–9:30 M17, 9:45–11:15 M17, J. Tichý
N_ROb/vR2PH: Fri 2. 3. 17:30–19:00 S23, Fri 16. 3. 14:00–15:30 S23, 15:45–17:15 S23, Fri 6. 4. 14:00–15:30 S23, 15:45–17:15 S23, J. Novák
N_ROb/vR3PH: Fri 16. 3. 14:00–15:30 S26, 15:45–17:15 S26, Sat 7. 4. 14:00–15:30 S26, 15:45–17:15 S26, Fri 20. 4. 14:00–15:30 S26, P. Jakešová

Prerequisites

This course expects at least basic knowledge of the company / business environment, it's processes, as well as the basic knowledge of market principles.

Course Enrolment Limitations

The course is offered to students of any study field.

Course objectives

Annotation is the same for both forms of study. Course Objective: The objective of the course is to acquaint students with the basic concepts in business and its management, as it can without exaggeration be considered as the basis of the economy of the country and its economy, as well as the basis for the functioning of the company in any area. In this course the knowledge base will expanded in terms of the markets typology, regulation of business in the Czech Republic, creation of commercial or business marketing plans and their evaluation and trade receivables management. The aim is also to raise awareness of the importance of business skills, specifics of the negotiations, reporting, key contractual arrangements, delivery conditions, and not just in the domestic business but also in the foreign one, which is due to the character of our country and due to more dynamic trend of internationalization inevitable . In the lectures the emphasis is put on practical application and utilization of knowledge in the consumer and industrial markets with the intention to enable the graduates to use it in a high-skilled employment in both business and administrative sectors. Graduates will be aware of the importance of trade in the state's economy and in the companies, they will recognize the principles of business operations, plans and receivables, they will be familiar with the business documents, and they enhance their business skills and will be able to recognize and respond to the range of negotiation techniques. They will also be able to identify different types of trade, as well as the ways of expanding into foreign markets, understand the principles of customs duties, quotas and correlated issues, students will also be able to assess the significance of the national-cultural differences and take them into account in the business management.

Syllabus

• This curriculum is designed for full-time study, the course instruction for part-time study is presented in the methodological study materials (ML). CONTENTS OF LECTURES: This course is designed to reflect the evolution of the market and its trends in business management, not only in the context of Czech integration into the European structures, but now especially in the light of the global economic crisis, which affected the Czech Republic as a very open economy dependent on exports. Changes in business management, planning, purchasing and sales, receivables management etc. are just some of the areas to which firms were forced to respond in the post-crisis period. The course is divided into the areas that are mutually linked thematically or practically. Contents of lectures / Outline: 1. Enterprise / company and its structure. Trade and its role in the company. Activities within the trade. Business management. Market and competition. Changes and new approaches in the post-crisis period. 2. Business negotiations, trade - preparation of meetings, non-profit gains coming out of negotiations. Trade documentation. 3. Sales plan, business management tools. Forecasts. Trade receivables and their securing. Receivables management as a management tool and a tool for business prosperity. 4. Foreign trade. Entry modes to foreign markets. Cultural differences. Specifics of negotiations. The risks associated with foreign trade. 5. Contract and key agreements, business contract documentation. Distribution and distribution strategy. Delivery conditions. 6. Purchases - strategic and operative, success factors in purchasing, qualification of suppliers. Business risk and its management. Sales and marketing market research and data collection. The course provides basic theoretical knowledge of trade relations and management inside and outside the company, which is directed not only to the level of general knowledge, but also to the level of practical (ie. applicable in today's corporate practice), taking into account the changes brought about by the recent economic crisis . This is essential in the management of many corporate, business and marketing processes to reflect if the enterprise wants to be successful and prosperous.

Literature

required literature
• HAVLÍČEK, Karel. Management & controlling malé a střední firmy. Praha: Vysoká škola finanční a správní, o.p.s., 2011, 220 pp. ISBN 978-80-7408-056-2. info
• BŘEČKOVÁ, Pavla a HAVLÍČEK, Karel. Inovace a jejich financování v malé a střední firmě. Praha: Vysoká škola finanční a správní, 2016. Edice EUPRESS. ISBN 978-80-7408-137-8.

not specified
• MACHKOVÁ, H. - ČERNOHLÁVKOVÁ, E. - SATO, A.: Mezinárodní obchodní operace. Grada Publishing. ISBN: 8024715902
• HOFSTEDE, Gert Jan. Culture´s consequences: comparing values, behaviors, institutions, and organizations across nations. 2nd ed. Thousand Oaks, Kalif.: Sage Publications, c2001. ISBN 0-8039-7324-1.
• JOBBER, D. –LANCASTER, G.: Management prodeje. ComputerPress. ISBN 80-7226-533-4
• TERMANN, S.: Umění přesvědčit a vyjednat. Grada Publishing, 1.vydání, 2002. ISBN 80-247-0304-1
• KAŠÍK, M. – HAVLÍČEK, K.: Marketingové řízení zahraničního obchodu. EUPRESS, VŠFS Praha, 2006. ISBN 80-86754-67-7
• KLEIN, H.,M. – KRESSE, A.: Psychologie – základ úspěchu v práci. Grada. ISBN 978-80-247-2444-7
• HILL, Charles W.L. Global business today: seventh edition. 7th edition. New York: McGraw-Hill Irwin, c2011. ISBN 978-0-07-813721-1.

Teaching methods

During the lectures, the emphasis is being put on practical application and utilization of knowledge in the consumer and industrial markets, including the need to adapt to market changes and react flexibly to market trends. The intention is to equip the university graduates with the knowledge which will allow them highly qualified use in the business as well as in the administrative sectors. Full-time study: Cycle of the 6 lectures and 6 exercises / seminars, in which the theory will be supplemented by practical examples, under which the student is able to create an idea of the real role of business management in the corporate environment. Part-time study: 5 guided consultations, in which the theory will be supplemented by practical examples, under which the student is able to create an idea of the real role of business management in the corporate environment.

Assessment methods

Course is successfully completed by CREDIT & EXAM. Full-time study: Credit granting is tied to the fulfillment of requirements of the exercise / seminar teacher presented in the very beginning of the term (ie in particular an elaboration of a practical semesteral paper and its presentation). Exam granting is upon successful completion of the written test, which can be combined with an oral interview at the correction term. Part-time study: Credit granting is tied to active participation in the guided consultations. Exam granting is linked to the successful passing a written test, which can be combined with an oral interview at the correction term.

Language of instruction

Czech

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: 10 hodin KS/semestr.

• Enrolment Statistics (Summer 2018, recent)
  
• Permalink: https://is.vsfs.cz/course/vsfs/summer2018/N_ROb