Courses – Fakultet tehničkih nauka u Novom Sadu

Subject: Processes of commercial business (17.IM1019)

Native organizations units: Department of Industrial Engineering and Engineering Management, Chair of Production Systems, Organization and Management

Type of studies	Title
Undergraduate Academic Studies	Engineering Management (Year: 2, Semester: Winter)

General information:

Category	Scientific-professional
Scientific or art field	Proizvodni i uslužni sistemi, organizacija i menadžment
ECTS	6

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.

Authors	Title	Year	Publisher	Language
A.Ashley	Commercial Corespondence	2002	Oxfprd University Press	English
Burt, D., Petcavage, S. and Pinkerton, R.	Proactive Purchasing in the Supply Chain: The Key to World-Class Procurement	2004	McGraw Hill	English
Hough, H., Ashley, J.	Handbook of Buying and Purchasing Management	1992	Prentice Hall	English
D.Jobber, G. Lancaster	Selling and Sales Management	2006	Prentice Hall	English
K. Laydon	E-Commerce	2012	Prentice Hall	English

Course activity	Pre-examination	Obligations	Number of points
Written part of the exam - tasks and theory	No	Yes	70.00
Term paper	Yes	Yes	20.00
Lecture attendance	Yes	Yes	5.00
Coloquium exam	No	No	20.00
Coloquium exam	No	No	20.00
Exercise attendance	Yes	Yes	5.00