Purchasing and Sale
- Credits: 7
- Ending: Examination
- Range: 2P + 2C
- Semester: winter
- Year: 1
- Faculty of Business Economics with seat in Košice
Teachers
Included in study programs
Teaching results
The aim of the course is to identify activities related to buying and selling, based on basic terminology, through the definition of tools, generally applied methods of purchasing and selling and selling techniques. The graduate of the course will be able to apply the acquired knowledge in the market environment.
Knowledge:
To understand the issue of buying and selling, its importance, development and implementation in specific conditions, understand the issue of applying marketing approaches in the field of purchasing and selling, business plans.
Competence:
Ability to work with information - search for it, select it, analyze it and
synthesize with an orientation towards the creation of the concept of purchasing and selling, the ability to predict scenarios further development
Skill:
The ability to apply the instrumentation of purchasing and selling on a specific example, critically evaluate the situation, formulate criteria for the analysis of the current state, formulate the goals of the strategy of purchasing and selling
Indicative content
Lectures:
1. Theoretical bases of purchasing, purchasing in the organizational structure of the company
2. Division of roles, responsibilities and powers within the levels of purchasing activities, characteristics of the organization of purchasing in the company
3. Activities and criteria of purchasing organization
4. Intercompany relations in the field of purchase and sale
5. Marketing understanding of purchasing. Strategic aspect of purchasing marketing.
6. Objectives of purchasing organization, factors influencing the purchasing process, operational aspect of purchasing marketing.
7. Specification of purchasing activities. Internet shopping. Mobile shopping.
8. The position of sales activities in the company, an overview of sales activities in the company, sales risks.
9. Sales staff, sales forecasting and sales sector management
10. Modification of purchasing and sales activities of the company due to the crisis situation
11. Strategies for stabilizing the corporate crisis. Product portfolio analysis, customer portfolio analysis
12. New trends in business activities - support for data transparency, digitization
13. New trends in internet trading
Seminars:
1. Introductory exercise, acquaintance with the conditions of work on the exercise, with the conditions for granting a continuous assessment and passing the exam. Repetition of basic terms and definitions.
2. Degree of centralization and decentralization of purchasing decisions, forms of centralization and decentralization.
3. Purchasing in the organizational structure of the company.
4. Purchasing risks: examples, modeled situations.
5. Intercompany relations in the field of buying and selling company. Analysis of basic relations of inter-company cooperation network, analysis of customer-supplier relations.
6. Interim evaluation no. 1 - written examination in the 5th week.
7. Marketing understanding of purchasing. - processes, needs analysis, purchasing classification, analysis and selection of the purchasing market, visualization of the purchasing portfolio, situation diagnostics, purchasing plan.
8. Sales risks, examples, modeled situations.
9. Business staff, its mission, tasks.
10. Sales forecasting, creation of an action plan, creation of a strategic plan, creation of an operational plan.
11. Sales sector management. Sales marketing. Examples, model situations.
12. Interim evaluation no. 2 - written examination in the 11th week. Product portfolio analysis and customer portfolio analysis. Analyzes, examples, model situations.
13. Submission and presentation of seminar work.
Support literature
Elementary literature:
1. KITA, J.. 2017. Nákup a predaj – základné obchodné funkcie výrobného podniku, Bratislava: Iura Edition,216 s. ISBN 978-80-8078-380-8.
2. KITA, J. a kolektív: Nákup a predaj – praktikum.2012.150 s. ISBN 978-80-225-3506-9.
Supplementary literature:
3. KITA,J. a kol. Plánovanie predaja na trhu výrobnej sféry. 201 s.
4. ORESKÝ, M.. Riadenie vzťahov so zákazníkmi : odporúčania, praktické postupy, príklady, prehľadné schémy a tabuľky. Bratislava: Verlag Dashofer, 2006. 76 s.
5. ORESKÝ, M.. Nákup v podniku:( vybrané problémy). Bratislava: Vydavateľstvo Ekonóm, 2011. 133 s. ISBN 978-80-225-3164-1.
Syllabus
Lectures: 1. Theoretical bases of purchasing, purchasing in the organizational structure of the company 2. Division of roles, responsibilities and powers within the levels of purchasing activities, characteristics of the organization of purchasing in the company 3. Activities and criteria of purchasing organization 4. Intercompany relations in the field of purchase and sale 5. Marketing understanding of purchasing. Strategic aspect of purchasing marketing. 6. Objectives of purchasing organization, factors influencing the purchasing process, operational aspect of purchasing marketing. 7. Specification of purchasing activities. Internet shopping. Mobile shopping. 8. The position of sales activities in the company, an overview of sales activities in the company, sales risks. 9. Sales staff, sales forecasting and sales sector management 10. Modification of purchasing and sales activities of the company due to the crisis situation 11. Strategies for stabilizing the corporate crisis. Product portfolio analysis, customer portfolio analysis 12. New trends in business activities - support for data transparency, digitization 13. New trends in internet trading Seminars: 1. Introductory exercise, acquaintance with the conditions of work on the exercise, with the conditions for granting a continuous assessment and passing the exam. Repetition of basic terms and definitions. 2. Degree of centralization and decentralization of purchasing decisions, forms of centralization and decentralization. 3. Purchasing in the organizational structure of the company. 4. Purchasing risks: examples, modeled situations. 5. Intercompany relations in the field of buying and selling company. Analysis of basic relations of inter-company cooperation network, analysis of customer-supplier relations. 6. Interim evaluation no. 1 - written examination in the 5th week. 7. Marketing understanding of purchasing. - processes, needs analysis, purchasing classification, analysis and selection of the purchasing market, visualization of the purchasing portfolio, situation diagnostics, purchasing plan. 8. Sales risks, examples, modeled situations. 9. Business staff, its mission, tasks. 10. Sales forecasting, creation of an action plan, creation of a strategic plan, creation of an operational plan. 11. Sales sector management. Sales marketing. Examples, model situations. 12. Interim evaluation no. 2 - written examination in the 11th week. Product portfolio analysis and customer portfolio analysis. Analyzes, examples, model situations. 13. Submission and presentation of seminar work.
Requirements to complete the course
Evaluation: total for the semester 100%
Continuous assessment: 30% (written examination 2x) + presentation of assignments 10%
Exam: 60%
Total: exercises + exam - at least 51% for evaluation sufficient and at the same time at least 51% of the exam
Student workload
• 26 hours of participation in lectures
• 26 hours preparation for lectures
• 26 hours participation in active forms of study (exercises)
• 26 hours preparation for active forms of study (exercises)
• 26 hours preparation for mid-term evaluation
• 52 hours exam preparation
Total: 182 hours
Language whose command is required to complete the course
Slovak
Date of approval: 13.02.2023
Date of the latest change: 25.07.2022