Sales and Purchasing management.
Write about the case or analyse it or solve it. COURSE DESCRIPTION The course is designed to help students understand and apply their knowledge in sales and purchasing concepts. Business practices within sales and purchasing are explored which will aid in solving business problems. Effective management of sales people and purchasing functions is critical to business success because of the pressure on cost optimization and resource efficiency. The course focuses on Business-to-Business (B2B) relationships and all activities – case discussions and the application of theory to real-life situations – demand active participation and ideas exchange. Students are introduced to various management theories and are encouraged to examine them critically. They also receive insight into areas of more in-depth, specialist areas which are the basis of subsequent courses. Emphasis is placed on the complex role people play within an organization as well as the impact of the external environment on business activities. The course is delivered through a mix of theory, case analysis, written assignments, readings and group and class discussion. COURSE OBJECTIVES Students will be expected to read widely, complete all assignments, tests and exams. They must also be cooperative and participate in discussions and apply cognitive learning to new situations. This is reflected in the course grading and complies with the participation rubric in the student guidelines. Students must at all times conduct themselves in accordance with EU’s high ethical standards and adhere to the policies and regulations detailed in the students guidelines. Students must attend all course sessions. COURSE OUTCOMES • To understand and apply the sales & purchasing skills and necessary knowledge in business to business relationships Page | 1 Course Syllabus • To describe the various sales management functions • To apply knowledge in the sales process and understand optimal organizational design • To show knowledge of Total Quality Management with respect to sales and purchasing decisions • To develop strategic sales and purchasing skills to solve business challenges. PREREQUISITES Foundations of Business Management