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CZECH TECHNICAL UNIVERSITY IN PRAGUE
STUDY PLANS
2018/2019

Psychology of Sales and Management Staff

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Code Completion Credits Range Language
17PBOPPV KZ 2 2P+0C Czech
Lecturer:
Markéta Žáková, Přemysl Kučera (guarantor)
Tutor:
Přemysl Kučera (guarantor)
Supervisor:
Department of Natural Sciences
Synopsis:

Process of sale, its preparation and structure. Sellers and consumers (clients). Strategy and tactics of selling. Types of negotiation with a client (consumer). Reaction on problematic clients. Types of strategies for offering products. Selection of new employees. Training, operational and social adaptation of new staff. Personal leadership.

Requirements:

Assessment: active participation on the solution of excercises. fulfillment of requirements for assessment, knowledge covering the extent of the course.

Syllabus of lectures:

1. Process of sale, its preparation and structure.

2. Sellers and consumers (clients).

3. Strategy and tactics of selling.

4. Beginning of conversation with client

5. Types of negotiation with a client (consumer).

6. Reaction on problematic clients.

7. Types of strategies for offering products.

8. Finishing of conversation with client

9. Reclamation.

10. Selection of new employees.

11. Training, operational and social adaptation of new staff.

12. Personal leadership.

Syllabus of tutorials:

-

Study Objective:

Process of sale, its preparation and structure. Sellers and consumers (clients). Strategy and tactics of selling. Types of negotiation with a client (consumer). Reaction on problematic clients. Types of strategies for offering products. Selection of new employees. Training, operational and social adaptation of new staff. Personal leadership.

Study materials:

1.ROUTLEDGE, Chris a Jan CARMICHAEL. Personal development and management skills. 1st ed. London: Chartered Institute of Personnel and Development, 2007.

2.H.Katrňáková, I.Vágner, M.Weber: Personal management & leadership : multimediální učební text. Masarykova univerzita, 2006.

Note:
Time-table for winter semester 2018/2019:
Time-table is not available yet
Time-table for summer semester 2018/2019:
06:00–08:0008:00–10:0010:00–12:0012:00–14:0014:00–16:0016:00–18:0018:00–20:0020:00–22:0022:00–24:00
Mon
Tue
Fri
Thu
roomKL:B-220
Kučera P.
08:00–09:50
(lecture parallel1)
Kladno FBMI
Učebna
Fri
The course is a part of the following study plans:
Data valid to 2019-08-25
For updated information see http://bilakniha.cvut.cz/en/predmet2763406.html