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University UNIVERSITY OF ECONOMICS IN BRATISLAVA
Faculty: Faculty of Business Management
THE COURSE PROJECT
IDENTIFICATION DATA
Name of the university workplace: Department of Business Economy
Course code:
Course type: compulsory
Course title in Slovak (in full): Odbytová stratégia
Course title in English (in full): Sales Strategy
Instruction language of the course (in full; if different from Slovak or English):
Surname, name, and titles of the course guarantor: MAJTÁN Štefan, prof. Ing. PhD.
Surnames, names, and titles of the course teachers: GRANČIČOVÁ Katarína, Ing. PhD., HRUŠOVSKÁ Dana, Ing. PhD., MAJTÁN Štefan, prof. Ing. PhD.
Course period:

degree 2
Year of study:

year 1 daily

year 2 daily

year 2 external
Term:

winter

summer
Language of instruction:

slovak
Form of instruction:

lecture

tutorial
Hours of instruction (per course) in hours for full-time study: 52 hrs
Hours of instruction (per week) in hours for full-time study: 2/2
Hours of instruction (per course) in hours for extramural study: 28 hod.
Course assessment:

examination
Number of ECTS credits: 6
Load:

Full-time study:

  • Total number of study hours: 156
  • Lectures participation: 26 hours
  • Excises participation: 26 hours
  • Preparation and study for excises: 26 hours
  • Term papers handling: 28 hours
  • Study for exam: 50 hours

Part-time study:

  • Total number of study hours: 156
  • Lectures participation: 28 hours
  • Preparation and study for lectures: 40 hours
  • Term papers handling: 38 hours
  • Study for exam: 50 hours
Prerequisites (if any):

Marketing
Preliminary assessment:

written essay

preliminary tests
Final assessment:

written examination
Brief course description:

1. The fundamental of sales strategy and its relations

2. The Customer-focused sales strategies

3. The Competitor-focused sales strategies

4. The Product-focused sales strategies

5. The Marketing communication- focused sales strategies

6. The Distribution- focused sales strategies
Course material:

 Základná:

MAJTÁN, Š. a kol.: Odbytová stratégia. Bratislava 2013, Sprint 2, ISBN 978-80-89393-92-3
GRANČIČOVÁ, K. a kol.: Odbytová stratégia. Praktikum. Bratislava 2013, Vydavateľstvo EKONÓM, ISBN 978-80-225-3592-2

Odporúčaná:

HANZELKOVÁ, A. – KAŘKOVSKÝ, M. – ODEHNALOVÁ, D. – VYKYPĚL, O.: Strategický marketing. Teorie pro praxi. Praha 2009. C. H. BECK. ISBN 978-80-7400-120-8
JAKUBÍKOVÁ, D.: Strategický marketing. Strategie a trendy. Praha 2009. Grada Publishing. ISBN 978-80-247-2690-8

LESÁKOVÁ, D. a kol.: Strategický marketing. Bratislava 2007. Sprint vfra. ISBN 978-80-890-85-92-7
TEACHING METHODS AND ASSESSMENT METHODS
Teaching / Study methods enabling achievement of educational outcomes:

Personal contact:

-          Teaching will include a combination of professor lectures and exercises in the ratio of 1: 1

-          Classroom Presentation of home study and preparation (individual as well group)

-          In case of further personal conversation there will be official hours

Total number of personal contact hours: 52

No personal study methods:

-          Case study (individual and group)

-          Study hour at home (preparation for exercises and exam)

Total number of non personal contact hours: 104
Assessment methods of achieving educational outcomes and their ratio:

-          10% individual activity during course

-          30% several written assignments including research reports and marketing projects (case studies and so on.)

-          60% final exam
OTHER RECORDS
Special conditions for completion of the course (if any):

No.
Date of the project update: 26.02.2014
Signature of the course guarantor: