Psychology of Sales and Management Staff

Garant předmětu:

Lecturer:

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.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:

Further information:

No time-table has been prepared for this course

The course is a part of the following study plans:

• Optics and Optometry - full-time (compulsory elective course)