Purchasing and Sale

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.