PEMBKOBO Trade Operations

School of Business Administration in Karvina
Summer 2026
Extent and Intensity
16/0/0. 5 credit(s). Type of Completion: zk (examination).
Teacher(s)
Ing. Radka Bauerová, Ph.D. (lecturer)
Guaranteed by
Ing. Radka Bauerová, Ph.D.
Department of Business Economics and Management – School of Business Administration in Karvina
Contact Person: Ing. Kateřina Matušínská, Ph.D.
Timetable
Fri 13. 3. 9:45–11:20 A501, Fri 10. 4. 9:45–11:20 A501, Fri 15. 5. 9:45–11:20 A501
Prerequisites (in Czech)
FAKULTA(OPF) && TYP_STUDIA(B) && FORMA(K)
Course Enrolment Limitations
The course is only offered to the students of the study fields the course is directly associated with.

The capacity limit for the course is 18 student(s).
Current registration and enrolment status: enrolled: 15/18, only registered: 4/18
fields of study / plans the course is directly associated with
Course objectives
The aim of the course is to enable students to plan, carry out and manage trade operations and apply appropriate purchasing, sales, contractual, financial, logistical and digital procedures, taking into account efficiency and the associated risks.
Learning outcomes
The student will be able to assess how the implementation of a trade operation affects the individual elements of a retailer’s marketing mix and draw conclusions from these changes; identify the factors influencing the implementation of trade operations; explain the comparative advantages of joint retailing in relation to merchant intermediaries and provide a practical example; determine the most suitable type of commercial intermediary for handling a specific trade operation; sequence the activities involved in conducting market research; explain the procedures for building successful business relationships and propose an appropriate approach to overcoming cultural differences during business negotiations; identify and assess the risks associated with a trade operation and propose measures to prevent, manage or mitigate them; apply a risk matrix to a specific case; apply activity-based costing (ABC) to determine costs within trade management; calculate prices using a cost-based pricing method; explain merchandising and identify relevant merchandising strategies within retail space management; explain how effective organisation and the visual presentation of merchandise contribute to retail success; calculate gross margin return on inventory investment (GMROI); explain the complexity and importance of sales forecasting; forecast whether sales targets will be achieved and propose corrective measures if they are not; assess the suitability of purchasing methods in relation to a purchasing objective; explain the specific requirements of assortment planning for a selected product line; describe sourcing strategies and explain offshore sourcing; establish supplier selection criteria, identify a suitable supplier and explain the importance of ESG considerations in assessing supplier sustainability; identify potential suppliers for further negotiations while taking sustainability considerations into account; describe procedures for developing new supplier relationships; explain the benefits and process of receivables management; explain the importance of managing receivables and classify them by maturity; identify instruments used to finance outstanding receivables; explain the effects of rationalising and standardising goods-handling processes on commercial logistics; explain the basic functions of packaging using practical examples; define reverse logistics and its objective; distinguish between push and pull instruments in reverse logistics; explain the role of information systems in commercial organisations; identify the prerequisites for digitalisation and the factors influencing e-commerce; identify pricing strategies used in e-commerce and explain the different types of dynamic pricing; and describe the practical applications of individual types of codes for optimising the movement of goods and developing distribution and communication channels.
Syllabus

1. Foundations of Trade Operations
Definition of trade operations. Specific aspects of a retailer’s marketing mix. Types of trade operations, their characteristics and functions. The most commonly used trade operations. Trade categories. Characteristics of merchant intermediaries. Characteristics of commercial intermediaries.
2. Introduction to the Implementation of Trade Operations and Delivery Terms
The stages of trade operations, including preparation and planning in the domestic market. Types of documents used in domestic trade relationships and an explanation of delivery terms. Business negotiations and approaches to conducting them in selected countries.
3. Risks and Risk Mitigation
Risks associated with the implementation of trade operations and their classification. Principles of risk management. The risk management process and risk levels. Risk matrix. Methods of securing the fulfilment of commercial obligations and their importance. The economic significance and legal framework of insurance against risks.
4. Basic Trade Operations in Trade Management
Managerial responsibilities and calculations used for control in trade management, retail space management, inventory management based on gross margin return on inventory investment (GMROI), payment management and customer service.
5. Planning and Management of Sales Processes in Trade Operations
Specific aspects of sales planning and management. Sales department. Sales team management. The personal selling process. Purchasing power and its level in the domestic market. Estimation of effective demand.
6. Trade Operations in the Purchasing Process
Purchasing marketing tools. Purchasing methods and objectives in purchase decision-making. The purchasing decision-making process. Factors influencing purchasing decisions in retail and wholesale. Supplier relationship management. Legislation governing the purchasing process. Types of contracts used in trade operations.
7. Trade Operations in Payment Transactions and Logistics
Payment transactions and the classification of payments. Receivables management. Selection of a distribution method using a cost-based approach. Trade operations in logistics. Reverse logistics.
8. Digitalisation of the Movement of Goods
The role of information systems in commercial organisations. An introduction to e-commerce and the prerequisites for digitalisation. Digitalisation of the movement of goods in the Czech Republic. Pricing and sources of revenue in e-commerce. The use of different types of codes to optimise the movement of goods and develop distribution and communication channels.
Literature
    required literature
  • MULAČOVÁ, V. and P. MULAČ. Obchodní podnikání ve 21. století. Praha: Grada, 2013. ISBN 978-80-247-4780-4. info
  • ZAMAZALOVÁ, M. Marketing obchodní firmy. Praha: Grada Publishing, 2009. ISBN 978-80-247-2049-4. info
    recommended literature
  • BERMAN, B. R.; J. R. EVANS and P. M. CHATTERJEE. Retail Management: A Strategic Approach. 13th ed. London: Pearson Education, 2017. ISBN 978-0-13-394201-9. info
  • CIMLER, P. and D. ZADRAŽILOVÁ. Retail management. Praha: Management Press, 2007. ISBN 978-80-7261-167-6. info
  • FERNIE, S.; J. FERNIE and C. MOORE. Principles of Retailing. 2nd ed. New York: Routledge, 2015. ISBN 978-1-138-79194-7. info
  • FISHER, M. and A. RAMAN. The new science of retailing: how analytics are transforming the supply chain and improving performance. Boston: Harvard Business Press, 2010. ISBN 978-1-4221-1057-7. info
  • GULLOVÁ, S. Mezinárodní obchodní a diplomatický protokol. 3. vyd. Praha: Grada Publishing, 2013. ISBN 978-80-247-4418-6. info
  • KHELEROVÁ, V. Komunikační a obchodní dovednosti manažera. 3., dopl. vyd. Praha: Grada, 2010. ISBN 978-80-247-3566-5. info
  • POLOIAN, L. R. Retailing Principles: Global, Multichannel, and Managerial Viewpoints. 2nd ed. London: Bloomsbury Publishing., 2013. ISBN 978-1-56367-742-7. info
Teaching methods
Working with texts, teamwork, brainstorming, cooperative and collaborative learning, case-study-based teaching, learning matrices, and group argumentation.
Assessment methods

Student requirements: Attendance at seminars (minimum attendance of 50%).


Assessment methods: Completion of a seminar paper (30% of the final grade); final written examination (70% of the final grade).

Language of instruction
Czech
Further Comments
Study Materials
The course is taught annually.
The course is also listed under the following terms summer 2024, Summer 2025.
  • Enrolment Statistics (recent)
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