Module also offered within study programmes:
General information:
Name:
Selected legal and economic issues of commercial activity
Course of study:
2019/2020
Code:
ZZIP-2-310-n
Faculty of:
Management
Study level:
Second-cycle studies
Specialty:
-
Field of study:
Management and Production Engineering
Semester:
3
Profile of education:
Academic (A)
Lecture language:
English
Form and type of study:
Part-time studies
Course homepage:
 
Responsible teacher:
dr hab. inż. Dudek Marek (mdudek@zarz.agh.edu.pl)
Module summary

The subject includes presentation of topics related to the management of the sales department in the company. The organizational, financial and legal aspects of supply chain management and cooperation with clients will be presented. Case studies concern building a distribution network, concluding trade agreements and competition rules on the domestic and international market.

Description of learning outcomes for module
MLO code Student after module completion has the knowledge/ knows how to/is able to Connections with FLO Method of learning outcomes verification (form of completion)
Skills: he can
M_U001 The student can indicate the distribution model to suit a specific type of company. The student can also design simple business procedures of the company. ZIP2A_U06 Project
M_U002 The student can indicate the differences between trade on the domestic and foreign market from the legal and economic side. ZIP2A_U06 Project
M_U003 The student can also indicate the most important legal and economic risks associated with the commercial activity of the company. ZIP2A_U06 Project
Knowledge: he knows and understands
M_W001 Student is able to define the scope of business management in the area of sales and purchases. Also, defines this activity in the context of management, financial and legal. ZIP2A_W04 Test
M_W002 The student is able to classify the most important elements of the organization process of the commercial department and building the distribution network. ZIP2A_W04 Test
Number of hours for each form of classes:
Sum (hours)
Lecture
Audit. classes
Lab. classes
Project classes
Conv. seminar
Seminar classes
Pract. classes
Zaj. terenowe
Zaj. warsztatowe
Prace kontr. przejść.
Lektorat
28 14 14 0 0 0 0 0 0 0 0 0
FLO matrix in relation to forms of classes
MLO code Student after module completion has the knowledge/ knows how to/is able to Form of classes
Lecture
Audit. classes
Lab. classes
Project classes
Conv. seminar
Seminar classes
Pract. classes
Zaj. terenowe
Zaj. warsztatowe
Prace kontr. przejść.
Lektorat
Skills
M_U001 The student can indicate the distribution model to suit a specific type of company. The student can also design simple business procedures of the company. - + - - - - - - - - -
M_U002 The student can indicate the differences between trade on the domestic and foreign market from the legal and economic side. - + - - - - - - - - -
M_U003 The student can also indicate the most important legal and economic risks associated with the commercial activity of the company. - + - - - - - - - - -
Knowledge
M_W001 Student is able to define the scope of business management in the area of sales and purchases. Also, defines this activity in the context of management, financial and legal. + - - - - - - - - - -
M_W002 The student is able to classify the most important elements of the organization process of the commercial department and building the distribution network. + - - - - - - - - - -
Student workload (ECTS credits balance)
Student activity form Student workload
Summary student workload 125 h
Module ECTS credits 5 ECTS
Udział w zajęciach dydaktycznych/praktyka 28 h
Preparation for classes 42 h
przygotowanie projektu, prezentacji, pracy pisemnej, sprawozdania 13 h
Realization of independently performed tasks 40 h
Examination or Final test 2 h
Module content
Lectures (14h):

Organization of a commercial department in companies from the industrial sector and the organizational structure of these companies (typical models)
The goals, structure and tasks of individual organizational units of the sales department
Economics in the management of the commercial department and the most important financial aspects
Methods and tools for evaluating the results of the work of the commercial department
Law in an enterprise. The most important definitions.
Law in the commercial activity of the company. Commercial contracts in domestic and international trade.
Competition law and consumer protection in legal system.
Actions of unfair competition.
Intellectual property protection.
Market regulators in Poland and Europe (institutions supervising the activities of enterprises).
Distribution models on the international market in a legal context.

Auditorium classes (14h):

Building the organizational structure of the commercial department on selected examples of enterprises
Planning the scope of responsibilities of individual positions in the sales department on selected examples of enterprises operating on different markets
Preparation of internal company procedures in the field of sales and purchases.
Criteria for assessing the economic success of trading activities.
Building an internal and external communication model in an enterprise
Constructing the remuneration system and employee appraisals in the commercial department.
Analysis of the legal context of the company’s operations (case study).
Constructing trade agreements (civil law) and analysis of contracts.
Analysis of competition law infringements by enterprises in B2B relations (case study).
Analysis of competition law infringements by enterprises in B2C relations (case study).
Infringements of intellectual property rights (case study).
Other areas of law violation in business (case study).

Additional information
Teaching methods and techniques:
  • Lectures: Treści prezentowane na wykładzie są przekazywane w formie prezentacji multimedialnej w połączeniu z klasycznym wykładem tablicowym wzbogaconymi o pokazy odnoszące się do prezentowanych zagadnień.
  • Auditorium classes: Podczas zajęć audytoryjnych studenci rozwiązują zadane wcześniej problemy. Prowadzący na bieżąco dokonuje stosownych wyjaśnień i moderuje dyskusję z grupą nad danym problemem.
Warunki i sposób zaliczenia poszczególnych form zajęć, w tym zasady zaliczeń poprawkowych, a także warunki dopuszczenia do egzaminu:

Presentation+colloquium

Participation rules in classes:
  • Lectures:
    – Attendance is mandatory: No
    – Participation rules in classes: Studenci uczestniczą w zajęciach poznając kolejne treści nauczania zgodnie z syllabusem przedmiotu. Studenci winni na bieżąco zadawać pytania i wyjaśniać wątpliwości. Rejestracja audiowizualna wykładu wymaga zgody prowadzącego.
  • Auditorium classes:
    – Attendance is mandatory: Yes
    – Participation rules in classes: Studenci przystępując do ćwiczeń są zobowiązani do przygotowania się w zakresie wskazanym każdorazowo przez prowadzącego. Ocena pracy studenta może bazować na wypowiedziach ustnych lub pisemnych w formie kolokwium, co zgodnie z regulaminem studiów AGH przekłada się na ocenę końcową z tej formy zajęć.
Method of calculating the final grade:

The final grade is the arithmetic mean of the colloquium of knowledge presented at the lectures and the evaluation of the exercises. The evaluation of the exercises results from the project prepared by each student in English (a short presentation of the selected topic presented at the lecture).

Sposób i tryb wyrównywania zaległości powstałych wskutek nieobecności studenta na zajęciach:

According to RS

Prerequisites and additional requirements:

none

Recommended literature and teaching resources:

Literatura podstawowa:
K. Cybulski, Zarządzanie działem sprzedaży firmy, Wydawnictwo Naukowe PWN, 2015
W. Budzyński, Zakupy w przedsiębiorstwie. Negocjacje, procedury i umowy z dostawcami, Poltex, 2016
H. van Eckert, Sprzedaż i dystrybucja, DC Edu, 2009

Literatura pomocnicza:
M. McDonald, I. Dunbar, Segmentacja rynku, Oficyna Ekonomiczna, Kraków 2003
P. Cheverton, Zarządzanie kluczowymi klientami, Oficyna Ekonomiczna, Kraków 2001
R. Goffee, G. Jones, Dlaczego ktoś miałby Cię uważać za swojego przywódcę?, One Press, 2006
A. Dejnaka, CRM Zarządzanie kontaktami z klientami, One Press, 2002
S. P. Robbins, Zachowania w organizacji, Polskie Wydawnictwo Ekonomiczne, Warszawa 2004
V. Scheitlin, Listy kontrolne dla handlowców, Oficyna Ekonomiczna, Kraków 2003
J. R. Katzenbach, D. K. Smith, Siła zespołów, Oficyna Ekonomiczna, Kraków 2001

Scientific publications of module course instructors related to the topic of the module:

Schab M., Kompetencje jako fundament nowoczesnej organizacji, Home&Market, nr 6 czerwiec 2015
Schab M., Wdrażanie zmian w organizacji – czyli jak rozbroić pole minowe, Gazeta Finansowa 24, sierpień 2015

Additional information:

Instructor: Maciej Schab