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Sales (Komerce) Management

Course developer

Prior knowledge

Ekon3108, Marketing

JurZ2005, Basics of Law

Course abstract

The course is designed to build an understanding of the full cycle of a sales transaction – starting with preparing the transaction and implementing it through to assessing the transaction. Students acquire necessary knowledge and skills in making sales transactions. The course familiarises students with the legal framework for sales transactions and how to plan and organise sales transactions and assess their efficiency.c

Learning outcomes and their assessment

Knowledge
1. Students will be able to: demonstrate the knowledge and understanding of the nature and concepts of sales transactions – independent work.
2. Demonstrate an in-depth and profound knowledge and understanding of sales transactions done by enterprises and how to organise the transactions – test with calculations (price strategy).
Skills – professional skills
1. Independently apply the theory of sales management (contract conclusion) – test.
2. Reasonably explain and discuss issues related to a sales transaction – discussions in classes.
Soft skills
1. Responsibly plan the completion of the assignments given – practical assignments, a case study.
2. Participate in setting goals for and planning sales transactions – practical assignments, group work.
Competence
1. Independently formulate and critically analyse problems in the area of sales management – examination.

2. Justify their decisions and, if necessary, do more analysis – tests, practical assignments.

Course Content(Calendar)

1. The essence, role and tasks of commercial transactions (lecture – 1 hour, practical task – 1 hour).
2. Regulatory (legal) basis for commercial transactions (lecture – 3 hours, practical task – 2 hours).
3. Public procurement, public procurement tender (lecture – 1 hour, practical task – 2 hours).
4. Transaction, it’s monitoring (lecture – 1 hour; practical task – 1 hour).
5. Purchase - sale transactions (lecture – 2 hours; practical task – 2 hours).
6. Business relations with customers, their management (lecture – 2 hours; practical task – 1 hour).
7. Organization of sales in different types of companies (lecture – 1 hour, practical task – 1 hour).
8. Pricing policies, pricing strategies and tactics (lecture – 2 hours, practical task – 2 hours).
9. Forecasting of market demand and sales of goods (lecture – 2 hours, practical task – 2 hours).

10. Goods turnover plan - principles of its creation (lecture – 1 hour, practical task – 2 hours).

Requirements for awarding credit points

At the end of the course students has to pass an examination on to the topics acquired during the course.
During the study course students have to pass 3 tests (methodology of sales management, the relevant legal framework; profitability of sales transactions, price strategy development; organisation and management of the process of making sales transactions).

Description of the organization and tasks of students’ independent work

Methodology of sales management, the relevant legal framework – 15 points.
Profitability of sales transactions, price strategy development – 25 points.
Organisation and management of the process of making sales transactions – 20 points.
All the topics: examination – 40 points.

A score of 10 is equal to one point on a 10-point marking scale.

Criteria for Evaluating Learning Outcomes

The assessment of the study course depends on the assessment of independent work, tests and examination – a score of 10 is equal to one point on a 1-point marking scale.
Assignments are assessed in accordance with the assessment procedure established inn the assignment.

Compulsory reading

1. Komerclikums; LR likums [tiešsaiste]. Pieņemts 13.04.2000.
Stājas spēkā 01.01.2002. [Skatīts 20.04.2020.]. Pieejams: https://likumi.lv/ta/id/5490-komerclikums
2. O’Reilijs D., Gibass D. Darījumu attiecības ar pircējiem. Rīga. Biznesa augstskola Turība. 2001. 233 lpp.
3. Ķeniņš G. Modernā apgāde labāk, lētāk un laikā. Rīga: Valters un Rapa, 2000.
4. Cathcart J. The Relationship Selling Series. Boston, MA: Electronic & Database Publishing, Inc. 2007.
5. Piercy N., Lane N., Strategic Customer Management: Strategizing the Sales Organization. Oxford: OUP Oxford. 2009.

6. Publisko iepirkumu likums: LR likums [tiešsaiste]. Pieņemts 15.12.2016., stājas spēkā 01.03.2017. [Skatīts 20.04.2020.]. Pieejams: https://likumi.lv/ta/id/287760-publisko-iepirkumu-likums.

Further reading

1. Assael H. Consumer Behaviour and Marketing Action. South–Western College Publishing, 1998.
2. Blythe J. The Essence of Consumer Behaviour. London: Prentice Hall, 1997.
3. Charles M. Futrell. Sales Management. Addison–Wesley, 2000.
4. Futrell C.M. Sales Management. Orlando: The Dryden Press, 1998.
5. Jobber D. Selling and Sales Management. Harlow. Prentice Hall, 2003. 476 p.
6. Peter J.P., Olson J.C. Consumer Behaviour: Marketing Strategy Perspectives. New York: Irwin, 1999.
7. Rice Ch. Understanding Customers. Oxford: Butterworth–Heinemann, 1997.

8. William C. Moncrief and Shannon Shipp. Sales management. Thomson, 1998.

Periodicals and other sources

1. Dienas Bizness: nedēļas laikraksts: ISSN 1407-2041.
2. Forbes. "SK Media" SIA. Forbes. Rīga: ISSN 1691-6018.
3. Journal of Marketing Theory & Practice. Pieejams: https://www.tandfonline.com/loi/mmtp20
4. Journal of Business Research. ISSN: 0148-2963. Žurnāls pieejams LLU tīklā ar LLU IS lietotājkontu datuāzē ScienceDirect https://www.sciencedirect.com/journal/journal-of-business-research
5. Latvijas Tirdzniecības un rūpniecības kamera (LTRK). Pieejams: https://www.chamber.lv/.

6. Latvijas Loģistikas Asociācija. Pieejams: http://lla.lv/lv/home/.

Notes

Limited choice course ESAF Bachelor's degree program in “Economics” specialization direction of “Business Process Management”.