Psychology of sale and personnel management

Lecturer:

Martina Pavlíková (gar.), Richard Baštecký

Tutor:

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] D.Preußners: Příručka prodejce technických výrobků a zařízení. Grada. Praha 2008.

A.Filipová: Umění prodávat. Grada. Praha 2006.

[2] Vágner, M.Webe: Osobní management. 2., Brno : Masarykova univerzita, 2007.

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

Note:

Time-table for winter semester 2011/2012:

Time-table is not available yet

Time-table for summer semester 2011/2012:

	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	roomKL:B-507 Pavlíková M. Baštecký R. 12:00–13:50 (lecture parallel1) Kladno FBMI Učebna
Fri
Thu
Fri

The course is a part of the following study plans:

• Bakalářský studijní obor Optika a optometrie - prezenční (compulsory elective course)