Subject: Commercial Processes (12 - IM1019)

Basic Information

Scientific or art field:Production Systems, Organization and Management
Course specification

Course is active from 01.10.2013..

The Overall goal of the course Commercial Processes consists (1) understanding of commercial (purchasing/procurement and selling) processes in the enterprise, (2) understanding position and importance of commercial function in the organizational structure, (3) engineering skills development for procurement processes and post selling support, (4) cross-functional connectivity. Engineering Managers must have basic knowledge about processes, roles and organization of Commercial Function in the Enterprise.
Students will be able to formulate purchasing request, to participate in problem solving during the procurement process (e.g. substitution decisions). They will contribute in qualitative and quantitative control of purchased goods, and materials. Students will be able to use documentation. Also they will be ready for commercial correspondence and for participation in reclamation process handling. They will know how to design procurement, selling and warehousing processes.
Commercial Business Function, position in the enterprise, organization. Procurement: Processes, defining production requirements, quality assurance, quantity, and supply frequency, supplier relationship management and placing order. Qualitative and quantitative acceptance of raw materials. Warehousing and evaluation of procurement. Purchasing of technology and services. Purchasing of capital assets. Public procurements. Contemporary purchasing systems. Sales processes. Role of sales in the enterprise. Success indicators. Creating added and new value in sales processes. Product solutions. Sales in industry and resaler processes. Bonifications and discounts. Service sales. Role of engineers in sales processes. Target based evaluation. Key accounts in industry. KPI, forecasting, sales and after sales budget. Postsales location. Category management-layout in sales system. Warehousing. Technical and technological issues. Type of stocks and management. Informations flow and commercial correspondence. Relation between commercial and other functions in production systems.
Lectures are auditory with theoretical treatment of the required number of case studies. Practice include calculations and introduction to issues in focus, interactive processing of case studies in the Moodle environment.
B. Lalić, D. Gračanin, R. PenezićProcesi komercijalnog poslovanja2013Fakultet tehničkih nauka, Novi SadSerbian language
Burt, D., Petcavage, S. and Pinkerton, R.Proactive Purchasing in the Supply Chain: The Key to World-Class Procurement2004McGraw HillEnglish
D.Jobber, G. LancasterSelling and Sales Management2006Prentice HallEnglish
K. LaydonE-Commerce2012Prentice HallEnglish
A.AshleyCommercial Corespondence2002Oxfprd University PressEnglish
Hough, H., Ashley, J.Handbook of Buying and Purchasing Management1992Prentice HallEnglish
Course activity Pre-examination ObligationsNumber of points
Exercise attendanceYesYes5.00
Written part of the exam - tasks and theoryNoYes70.00
Coloquium examYesNo20.00
Coloquium examYesNo20.00
Lecture attendanceYesYes5.00
Term paperYesYes20.00
Name and surnameForm of classes
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Lalić Bojan
Full Professor

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Gračanin Danijela
Associate Professor

Practical classes
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Tepić Goran
Assistant Professor

Computational classes
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Hiršenberger Helena
Research Associate

Computational classes