VSFS:NA_TM Trade Management - Informace o předmětu

NA_TM Trade Management

Rozsah

2/1/0. 16 hodin KS/semestr. 6 kr. Ukončení: zk.

Garance

Ing. Horymír Kalmus, MBA
Katedra ekonomie a managementu (FES, KEM) – Katedry – Vysoká škola finanční a správní
Kontaktní osoba: Bc. Kateřina Konupková

Předpoklady

There are no prerequisites for this course.

Omezení zápisu do předmětu

Předmět je otevřen studentům libovolného oboru.

Cíle předmětu

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.

Výstupy z učení

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.

Osnova

• 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.

Literatura

povinná literatura
• 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.

doporučená literatura
• 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.

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, 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.

Vyučovací jazyk

Angličtina

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