Commercial Management 

Educational trajectory "Commercial Management" covers the main range of business management issues in the course of its operating, investing and financing activities .During training, we investigate the conduct of management, the organization of marketing and commercial advertising work, the development of proposals for management decisions.  Educational  trajectory  has  a sufficient theoretical and practical orientation that reflects the specific business. Students receive training necessary to carry out professional activities in the field of management  with  the  knowledge of  business, commercial activities. 

After the end of the studying subjects of the educational program "Commercial Management" students must:

know:

• the latest concepts of management of commercial activities;
• Experience of successful managers of commercial companies in the world;
• The nature of the organization and technology trade processes in enterprises in wholesale and retail trade;
• methods that allow to choose the right provider to organize the goods supply, to form the product range;
• styles  of management that is compatible with the needs of  the firm and its team;      
• methods  , techniques, approaches, management of a commercial enterprise.

be able to:

• examine the market situation in a timely manner to interpret and consider its tendency to take commercial decisions, previously  having  assessed the level of risk;
• develop and implement comprehensive programs for improving the company's commercial activities.
• plan  and organize the activities of a  commercial organization;
• ensure the effectiveness of business relations, mechanisms and instruments of commercial management related to the activities of the organization;
• provide commercial and manufacturing process;
• use  correctly the system of motivation;
• control  trade  and material values;
• evaluate the effectiveness of commercial management.
• have the skills to:
• operational and strategic resource management of enterprises and organizations;  • planning and organization of procurement processes and sales of goods by shops;
• the formation of the product range  of enterprises  considering  the type  of business , it trading activities and the nature of the tasks of  business;
• to supply products and goods movement in the commodities market;                    
• organization of the sale of goods on the market and  its stimulation;
• rational organization of trade processes at various stages of distribution;
• analysis and evaluation of the status of human, material and financial resources of commercial enterprises;
• monitor the activities of economic entities , be competent in the practical application of  knowledge in their chosen profession, not only have knowledge of the management of a commercial activity, but also  be able to solve strategic problems in this area. 

Catalog of disciplines of   the educational  program .

Catalog of disciplines  of the educational program contains a description of each discipline separately ,  indicating the prerequisites and post requisites, number of credits, occupations, information about the leaders of the program. 

Basic disciplines.

Introduction to the profession and self-management - 1 credit

Prerequisites: theoretical and practical knowledge in  the  school  curriculum .

The course outline: The theory of management.  Qualification  characteristics  of bachelor  degree in "Management".  Basics  of  credit  system of  education at the university. The  essence  and  principles of personal management. Self-management: the basic rules

Post requisites: organizational behavior and organizational culture, management.

Types of classroom studies:  practical .

The program leader:  Kalkabayeva A.S.

 History of management - 3 credits

Prerequisites: theoretical and practical knowledge in the school curriculum .

The course outline: The management thought and practice in the early civilizations of the East. Management ideas and practices in the European civilization (pre-industrial). The  Industrial Revolution and its impact on the development of management. Pioneers  in the management of the industrial system. The  formation and development of the school of scientific management. The formation of the administrative  theory .The role of social sciences in the development of scientific management .The formation of  national scientific management. The school  of human relations. Synthetic and integrated approaches to management.

Post requisites: management .

Types of classroom studies: practical .

The program leaders:  Dyuzelbayeva  G M, Panina G.B

 History of economic doctrines - 1 credit

Prerequisites  : school course of  the world history, the history of Kazakhstan.

The  course   outline . Description: The history of economic thought as a science. The  emergence of  economic thought and  its feature in the pre-capitalist societies. The  economic  concept  of the utopian socialists and representatives of economic romanticism . The  development  of classical political economy. The  economic doctrine of Adam Smith and David Ricardo. The  emergence of a neo-classical economics. The theory of monopolistic and  imperfect  competition. The neo-liberal economic  theory . Economic thought in Russia in the period up to the mid-XIX century, the development of economic thought in the Soviet and post-Soviet period. The economic thought of Kazakhstan in the period up to the middle of the XIX century, the development of economic thought in the Soviet and post-Soviet period .

Post  requisites : business economics, management .

Types of classroom  studies : practical .

The program leader:  Tastemirova  Zh .A

Religion studies-1 credit

Prerequisites: History of Kazakhstan, the environment and sustainable development.

The course outline: Religion as a subject and an object of religious studies course. The  emergence of religion. The  structure  and content of religion as a phenomenon. Specificity of the religious system of  the  ancient East and the Ancient World. Tengrianism  as  an early form of religious consciousness. Buddhism . Christianity, its  origin  and  essence. The  sacred  book of the Christians. The main trends  in  Christianity. Islam . The Quran, Sunnah  , Shariat. The  main  trends . Religious phenomenon in  the  modern  world , and in Kazakhstan .

Post  requisites  : political science, sociology .

Types  of  classroom  studies : practical .

The  program  leaders : Shaimerden G .I . Bondarenko Y.Y.

Organizational  behavior  and organizational culture -2 credits .

Prerequisites: history of management, the introduction to specialty and self-management .

The course outline: Models of organizational behavior.   Management of communications  .  Social  system  and the organizational culture.  Empowerment and  participation  in  governance . General  characteristics  of  the organizational culture, its levels, the formation and development.  Maintaining  and  typology of organizational culture. The  influence  of  organizational culture on efficiency. The organizational  culture  of  the individual.  Management  of   the  organizational culture .

Post  requisites  : management, office management, personnel  management .

Types  of  classroom  studies : practical

The  program  leader : Shakirzhanova V.M.

State  and  local  government .

Prerequisites  : The  history of  management .

The course outline:  The   scope and method of the theory of government. The theory of public administration as  an  independent  body  of knowledge. Political governance .  State  policy . Modern  Kazakhstan’s   model  of  governance. The  system  of  state and municipal government of  France. The  system  of  state and municipal government of Italy. The  system  of  state and municipal government of Great Britain. The  system  of  state and municipal government of Japan. The  system  of  state and municipal government  the USA .  The modern Russian model of governance . The system of state and  municipal  government  of  Germany.

Post  requisites : project management, innovation management

Types of classroom studies :  practical .

The  program  leader :  Panina G.V.

Finance

Prerequisites: economics, microeconomics.

The course outline: Essence, functions and role of finance in social reproduction. The organization    of  the  financial system, financial policy and financial framework . Finance businesses. General characteristics of the public finances: Government revenue and expenditure. Taxes  and  organization of  the tax  system.  The  state  budget.   State  funds  . Public  credit  and debt; Finance  of households. Insurance,  State  financial  regulation of  the economy.  Financial  market . Finance in the system of foreign economic relations . Finance  and  inflation .

Post  requisites  : business economics, business organization, cost management and pricing, and financial aspects of management .

Types  of  classroom  studies : practical .

The  program  leader :  Sartanova N.T.

Business Etiquette - 1 credit

Prerequisites  : philosophy .

The course outline: History of etiquette. Features  of  business etiquette in different countries. The  principles  of  etiquette business relationships.  Creation  of  the image of a business person (clothing and appearance of the businessmen, businesswomen).  Etiquette  of  business  communication . Business communication  ,  its  types , functions  and  levels.  Rules  of  business  etiquette. Ethics  of  greetings , introduction . Business   meeting .  Presentations . Ethics of a business  call . Office  etiquette  . Etiquette of  a  leader . Etiquette  of a secretary. Everyday  etiquette . Souvenirs   and  gifts in business . Code  of  honor of civil workers  of  the Republic  of  Kazakhstan (the rules of ethics of civil workers). Code  of  ethics  of  students. Formation  of  the  corporate image .A modern leader          and  his  role in  shaping the corporate image. Business  rhetoric  . Features  of  non-verbal  communication. Basic precepts of  business  etiquette .

Types  of  classroom  studies : practical .

The program leader:  Bayakhmetova A.A.

Psychology  of  a  competitive  personality - 1 credit

Prerequisites : economics .

The course outline: Personality.  Constructive   communication  .  Conflict . Technology of  a  job  search.  Basics  of  self - presentation  . The  development  of  a  professional .  Professional  deformation  ,  destruction  of  a personality and methods  of  its  prevention .

Types of  classroom  studies : practical .

The program leader:  Tashbayeva   L.M.

Paperwork in the Kazakh language - 1 credit .

Prerequisites  : Kazakh .

The course outline: office work as a scientific and  academic  discipline . The  value  of documents for the implementation of management decisions . The  current  state  of  record  keeping . Factors  affecting  its  organization and technology in institutions of various levels of government.  Organizational , legal , social  and  psychological  aspects  of office  management. The  concept  of "documentary  maintenance  of  management."  DMM   relationship  with  the psychology of  the  automated  processing  of  documents.  Instructions  for records management - the basic regulation on the organization and regulation of the psychology of production .  Standard   and   customized   instructions. The   order  of the development , the structure  of  information,  approval and implementation  of  the rules. The   relationship  of  the office management and organization  of  the departmental storage of  documents.

 Post  requisites  : professionally-oriented  Kazakh .

Types  of  classroom  studies : practical .

The  program  leader : Kulbayeva  M .M.

Econometrics  -  3  credits  .

Prerequisites: statistics, economic theory ,  microeconomics ,  macroeconomics, computer  science .

The course outline: the random nature of economic developments and statistical pattern. Formation  of   the  factors  and  their  content  analysis.  Mathematical foundations   of   the regression - correlation  analysis . Non - linear   econometric models .  Multiple   regression  and  correlation. The   dynamic   range .

Post requisites : The course  of econometrics  will  allow the students to carry out a research of real economic phenomena and processes  while writing  course and graduation papers and  in the study of  the  disciplines on  the specialty .

Types  of   classroom  studies : practical .

The program leader:  Zhuaspayev  T.A.

Organization  and  technology  of   business  - 3 credits .

Prerequisites  :  economics, microeconomics .

The course outline: The nature and content of commercial activity. Contracts  in  business.  Commercial   work   in   wholesale   purchases  and  sales. Commercial  work  in  retail. Foreign economic   activity  of  wholesale and commercial structures. Organization  of   promotional   activities  on  the sales  of  goods. Containers  and  packing  operations  in  the  trade. Organization of   cargo transportation. Technology  of   warehouse  operations. Retail   network . Construction   and  technological   foundations  of  planning  shops . Technological processes in  the  retail  trade  enterprises .

Post  requisites  : trade economics, business management, commercial marketing .

Types   of  classroom  studies : lectures, practical .

The program leader:  Kalkabaeyva  A.E.

Organization  of  business  - 2 credits

Prerequisites:  management  .

The course outline: Definition and classification of types of businesses. The organization  of  small and medium businesses. The  organization  of  a business venture. Forms  of  doing business. Procedure for  registration  of  business entities. Bankruptcy  and   liquidation of an enterprise .Infrastructure of business. Business   management . Fundamentals  of   business  planning. Financial   security and  analysis  of  business  performance .

Post  requisites  : work with clients .

Types of  classroom  studies : practical .

The  program  leaders : Mishulina  OV,  Panina G. V

Accounting   and   auditing  -  3 credits  

Prerequisites:  finance ,  business   economics .

The course outline : Accounting  balance. Accounts  and  double  entry. Accounting   organization. Accounting   cycle  and  the preparation of financial statements. Accounting  for  current  assets. Allowance  for  cash and cash equivalents. The   account   receivables. Accounting   for  inventories. Accounting for  long  - lived assets. Accounting   for  the  current and long-term liabilities. Records  of  income  and  expenses .

Post  requisites : cost management and pricing, and management analysis .

Types of classroom  studies : practical .

The  program  leader : Zhusupova  GB

Cost  management  and  pricing – 3 credits .

Prerequisites: microeconomics, macroeconomics, statistics, management, mathematics in economics, business economics, accounting and auditing.

The Course Outline:  Content  of  management costs. Formation  of   costs for inventory  valuation. Formation  of  costs  for  management decisions.  Formation  of   costs for  planning  and control. Inventory  management  and organization costs. Managing  labor costs. Management  of  overhead  expenses. Systems  and methods for managing costs. Costs and making decisions  on pricing .

Post  requisites  : management analysis .

Types  of  classroom  studies : practical .

The  program  leader : Mishulina  OV

Information  systems  in economics  - 3 credits

Prerequisites: Computer Science, Statistics, Mathematics  in  Economics, Econometrics.

The course outline: Information processes in the economy. News  of   the  automated  information  systems .  Methodological and practical aspects of the development  of  IS. Protection  of  information  in economic  information systems. The systems approach to rational decision-making. The  concept of mathematical programming and modeling . Mathematical   methods   and models  of  rational decision-making. Linear   programming  . Integer  programming .  Dynamic programming. Non - linear  programming .  Multipurpose   optimization . Mathematical  models  of game theory. Model  of  network planning and management. Mathematical models of inventory management. Queuing  model. Model  calculations  with suppliers and customers. Planning model range of products manufactured by the company.

Post  requisites  : production management, strategic management.

Types  of  classroom  studies : practical .

The   program  leader : Vardiashvili  N.N.

 Work  with   customers - 3 credits.

Prerequisites: organization and technology business, management, and marketing.

The  course   outline: Types of customers and strategies for working with them. Merchandising . Commercial  conversation and the conclusion of the transaction. Effective  methods  of organizing and conducting presentations of goods (services). Dealing  with  problematical  customers in the sales process. Commercial  service  in  the  work  with  customers

Types  of  classroom  studies : practical .

Post  requisites  : commercial management.

The  program  leader :  Kalkabayeva   A.E.

Management  Analysis  - 2 credits

Prerequisites: microeconomics, macroeconomics, statistics, management, business economics .

The  course  outline: Theoretical  foundations  of  management  analysis. Economic  analysis  of  the  resource use and production results. Analysis of the cost of production of goods (works, services).  Methods  of  analysis of variance of actual results from the plan. Margin  analysis .  Segmental  analysis .  Marketing analysis . Investment  analysis .

Post  requisites  : an integrated analysis of the economic activities of the organization.

Types of  classroom  studies : practical .

The  program  leader : Mishulina  O .V.

The  planning  system  - 2 credits

Prerequisites: microeconomics, macroeconomics, statistics,  management, business economics.

The  course  outline: Introduction to the planning system. Theoretical  basis  of  the planning  system. The  planning  process and its  content. Strategic  planning  and its  implementation.  Business   planning  and  its  implementation. Tactical (operational)  planning   and  its implementation.

Post  requisites : the development of management solutions, marketing management, production management, financial management.

Types  of  classroom  studies : practical .

The program  leader : Mishulina  O.V.

Majors.

Project  Management  - 2 credits

Prerequisites: management.

The course outline: The history of the method of project management and its concept. Fundamentals  of   project  management. Development of the concept of the  project  and  assess  of  its  effectiveness. Methods  for  evaluating  the effectiveness of the project. Planning  of  the project. Structuring  the  project and the development of construction documents. Logistical preparations  of  the  project. Time  management  of  the project. The  calculation  of  the  project schedule. Complex  modeling  schedule  and  its  correction. Project  cost  estimate. Project cost management. The organizational  structure of  the project management. Management of   the project  team. Monitoring  and control of the project. Control of  the  project  cost. Communications  management and the completion   of the project.

Post requisites: innovation management, strategic management, the planning system.

Types of classroom  studies : practical .

The program  leader :  Shakirzhanova  V.M.

Innovation Management - 3 credits

Prerequisites: management, state and local government.

The course outline: The rise of innovation theory and its modern concept. Fundamentals  of  management  of  the  company’s  innovation activity.  Methods  and  forms of organization of the innovation process.  Determination of  the level of the innovation potential of the company. Innovative   project  management  and assessment of the effectiveness of projects. Management of  the  methods  , creation, evaluation of  innovation at various stages of the life cycle of the product. Innovative strategies. Intellectual  property.  Small  innovative  business .  Venture capital funding. The  classification  of  business entities by innovation type and the analysis of their behavior in the market in a changing environment. The global expertise to  support  innovation.  Innovative  infrastructure .  Objects and subjects of innovation  infrastructure. Analysis  of  the current status and problems of innovative development of  Kazakhstan. The main areas of support for the development of  innovative business in Kazakhstan.

Post requisites : project management.

Types  of  classroom  studies : practical.

The program leader:  Panina G.V.  

Commercial Management - 3 credits

Prerequisites: Economic theory, business economics, management, organization and  technology  of   business.

The course outline: The concept of  business  management .The  system of business management . Planning  the  activities  of  the trade organization. The organization  of  production processes in trade organizations. Managing  trade - in process and the organization of labor in warehouses. The  motivation  of  the staff of  a commercial organization . The  personnel  management  of the  trade enterprises. Control in the system of management at the organization of public sales. Business  talks  and communication process. Governance  and  leadership. Economic  fundamentals  of  trade management.

Post  requisites : production  management, development  of management decisions.

Types of classroom  studies : practical

The program leader:  Kalkabayeva  A.E.

Strategic Management  -  3 сredits

Prerequisites: Marketing, marketing management.

The course  outline : The conceptual provisions of the strategic management. The development strategy of the organization: purposeful steps. The development strategy of the organization: diagnostic steps. The development strategy of the organization : strategic alternatives, their alternative  combinations. The development strategy of the organization:  the  strategy of the creation of  competitive advantage. The development strategy of the organization: a choice of the  direction  development  of the organization. Implementation of the strategy: making the institutional capacity in line with the chosen strategy. Implementation Strategy: Managing real-time. Implementation Strategy: Managing strategic change conditions.

Types of  classroom  studies : practical .

The program leader:  Baranova  N.A.

Production Management - 3 credits

Prerequisites: management, innovation management.

The course outline: Introduction to production management. A  company  as  a production system and an  object of industrial management. A resource structure of the production system and the technical l and  production  basis. Production management  system . Production   planning . Product ,  its creation and  production planning. Basis for  the  organization  of  production  processes . The organization of  production  processes  in  time .  Placement  of   the company and  its  subsidiaries. Organization   and   maintenance   of  jobs . Operative   management  of the production. Material management and  management  of  company’s production and  stocks. Quality  management .  Sales  management . Management  of  repairs and maintenance  of equipment. Energy  management  of the  company. Management of transportation services output. Tool  management  of the company.

Types of classroom studies : practical .

The leader of the program: Obraz  A .A.

Development  of  management  decisions  -  3  credits

Prerequisites: economics, management.

The course outline: The nature and content of  management solutions. Typology of management decisions and demands placed upon them . Management  organization as a system of formation of solutions. Targeting  management  decisions. The process  of  preparation  and  implementation  of  management decisions. The  role of human, social, psychological and ethical basis for the development of management  decisions . Analysis   of  the  external  environment  and  its  impact on the preparation and implementation of management decisions. Methods  of preparation and implementation of  management decisions under uncertainty and risk.  Simulation  of  the  development  and  selection  of  solutions .  Methods  for the  preparation  and implementation of management decisions solutions. Management  decisions   and  responsibility of  the  head. The  quality  of  managerial  decisions. The  effectiveness  of  management  decisions .

Types of classroom  studies : practical.

Management of competitiveness - 3 credits

Prerequisites: economics, microeconomics, management, government regulation of the economy.

The course outline: Fundamentals of the theory of competition and competitiveness.  Methodological  aspects  of  competitiveness .  Fundamentals   of the   development  of  competitive strategic  management  decisions . Classification  of  the competitive  advantages  of various objects.  Methods  of  quality  control and  customer service. Assessment of  competitiveness of goods, organizations, capacity and quality control system. Competitiveness and competitive strategies.

Types  of  classroom  studies : lectures and practical classes.

The program  leader :  Kalkabayeva  A.E.