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Lecturer(s)
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Branská Lenka, doc. Ing. Ph.D.
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Course content
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Business environment. Risks associated with business sales operations. Types of business sales operations. Internal and external enterprise departments for business sales operations. Independent intermediaries. Contract and its closing. Payment and Delivery Terms. Incoterms 2010. Negotiation of Contract. Properties of sales persons. Preparing products for sale. Sales documents. Insurance. Transport. Intermediaries in the transport of products. Customs clearance (both in the EU and outside EU sales operations). Complaints and dispute resolution.
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Learning activities and teaching methods
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Monologic (reading, lecture, briefing), Dialogic (discussion, interview, brainstorming), Skills training
- Contact teaching
- 39 hours per semester
- Preparation for a final test
- 8 hours per semester
- Preparation for an exam
- 40 hours per semester
- Home preparation for classes
- 7 hours per semester
- Independent critical reading
- 26 hours per semester
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Learning outcomes
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The aim of the course is to create a complex notion of what the preparation and implementation of various types of business sales operations.
After completing the course, the student understands the individual phases of business sales operations and their content. It is competent to decide on the selection of the appropriate sales strategy and tactics and to carry out sales activities.
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Prerequisites
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unspecified
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Assessment methods and criteria
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unspecified
Oral exam is required. Level of acquired knowledge, approaches, as well as skill in practice application are examined. At the end of term the knowledge is verified by examination paper, its results are considered as a part of final classification.
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Recommended literature
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Branská, L., Paták, M. Obchodní operace. PPT prezentace dostupné v systému STAG. Univerzita Pardubice, aktuální verze.
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Černohlávková, E., Machková, H., Sato, A. Mezinárodní obchodní operace. Praha: Grada Publishing, 2014.
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Gitomer, J. The Sales Bible, New Edition: The Ultimate Sales Resource. New York: Wiley, 2014.
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Kiyosaki, R. T. The Business of the 21st Century. New Delhi: Manjul Publishing House, 2012.
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Svatoš, M. a kol. Zahraniční obchod. Teorie a praxe. Praha: Grada Publishing, 2009.
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Štěrbová, L. a kol. Mezinárodní obchod ve světové krizi 21. století. Praha: Grada Publishing, 2013.
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Šubert, M. Incoterms 2010: Pravidla ICC pro použití dodacích doložek ve vnitrostátním a mezinárodním obchodě. Praha: ICC Česká republika, 2010.
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