Course syllabus EBA-OTO - English Terminology: Trade (FBE - WS 2020/2021)

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Course code:
Course title in Czech:
English Terminology: Trade
Course title in English:
English Terminology: Trade
WS 2020/2021
Mode of completion and number of credits:
Fulfillment of requirements (2 credits)
Mode of delivery and timetabled classes:
full-time, 0/2 (hours of lectures per week / hours of seminars per week)
Level of course:
Course type:
Type of delivery:
Mode of delivery for our mobility students abroad:
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Language of instruction:
Course supervisor:
Course supervising department: Department of Marketing and Trade (FBE)
Faculty: Faculty of Business and Economics
doc. Ing. Lea Kubíčková, Ph.D. (examiner, instructor, lecturer, supervisor)
Ing. Aleš Petr (examiner, instructor, lecturer)
not Final Bachelor Exam and not Specialized Seminary - Trade
Timetable in this semester:
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Aim of the course and learning outcomes:
Students are introduced to and actively work with professional English related to trade.
Students are able to use and understand specific terms relevant to trade, sales, purchasing, domestic and foreign business operations and also to critically discuss important trade topics.
Course content:
Workshop 1: Case study - part 1: Getting acquainted with the market, defining the size of the market, customer needs (allowance 0/4)
2.Golden Circle - principle, use in trade. (allowance 0/2)
3.Workshop 2: case study - part 2: Segmentation and Positioning. Conditions for segmentation, Factors influencing customer behavior, Main social groups, Main competitors, Segment definition. (allowance 0/4)
4.USP - principles, use, examples. (allowance 0/2)
Workshop 3: case study - part 3: Choosing a distribution path. On-line, Personal sales, sales through intermediaries (allowance 0/2)
SPIN - principles, use, examples. (allowance 0/2)
Workshop 4: Case study - part 4: Sales tools (marketing mix), motivation of traders in the age of the Internet (allowance 0/2)
Lead generation process - principles, use, examples. (allowance 0/2)
9.Workshop 5: case study - part 5: Feedback and evaluation of the trader's efforts / sales channel efficiency. Conversion rates. (allowance 0/2)
Customer journey - principles, use, examples. (allowance 0/2)
Workshop 6: last part of Case study: Documents and business process from manufacturer to customer. Payment methods, transport documents, customs documents. (allowance 0/2)
Learning activities and teaching methods:
Type of teaching method
Daily attendance
26 h
project work
8 h
preparation for regular testing
14 h
preparation of presentation
8 h
Total56 h
Assessment methods:
This course is completed by credit.The course credit is awarded based on course activity and written test.

Attendance at seminars is not compulsory. To obtain the credit, it is necessary that the student present the chosen topic in English in a term, which he / she will write in the first exercise and further obtain 84 points out of a total of 140 points possible.

Scored activities:
1 / Credit text - max. 100 points (focused on knowledge of concepts and widening of students' vocabulary in business).
2 / Other activities - max. 40 points.
Max. 10 points - presentation for 10-15 minutes in English on selected topic - couple. The couple choose a topic and sign on the first exercise binding on the date when they present the topic. Both students of the pair must be actively involved in the presentation (the ratio of the length of individual presentations is not determined). The aim of the presentation is to acquaint colleagues with any topic related to business, to extend (or repeat) vocabulary and to explain to colleagues technical terms, definitions, to give examples of practical use. The discussion that follows each presentation serves to verify that your colleagues understand your interpretation.
Max. 10 points - discussion activity. It is possible to gain up to 5 points in one seminar for active participation in discussions after the presentation of colleagues. In total, a maximum of 10 per semester can be earned for discussions following presentations.
Max. 10 points - for successful solution of a given topic at workshops. Here groups of 4 people will work on partial solutions of practical business tasks. Again, everyone can earn a maximum of 10 points per semester.
Max. 10 points - workshop activity. It is possible to gain up to 5 points in one workshop for active participation in discussions in workshops. In total, a maximum of 10 per semester can be earned for workshops.
Assessment criteria ratio:
Requirement type
Daily attendance
Active lecture/seminar/workshop/tutorial participation
15 %
15 %
Final test
70 %
100 %
Recomended reading and other learning resources:
OLIVA, M. -- RÍVERA-BATIZ, L. International Trade. Oxford: OUP, 2004. 712 p. ISBN 0-19-829711-4.
KRÁL, P. -- MACHKOVÁ, H. -- LHOTÁKOVÁ, M. -- COOK, G. International marketing: theory, practices and new trends. Oeconomica, nakladatelství VŠE, 2016. 245 p. ISBN 978-80-245-2152-7.

FEENSTRA, R C. -- TAYLOR, A M. International trade. New York: Worth Publishers, 2008. 432 p. ISBN 978-1-4292-0690-7.
REUVID, J. The handbook of international trade: a guide to the principles and practice of export. 2nd ed. London [u.a.: GMB Publ. [u.a., 2008. 402 p. Global market briefings. ISBN 978-1-84673-034-4.
GHAURI, P. -- CATEORA, P. International marketing. Maidenhead Berkshire: McGraw-Hill Education, 2006. 664 p. ISBN 978-0-07-128838-5.

Course listed in study plans for this semester:
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Course listed in previous semesters:
SS 2019/2020 (and older)
Teaching place:

Last modification made by Ing. Jiří Gruber on 05/28/2020.

Type of output: