This study program with 60 ECTS is designed for students who are interested in having a career in retail sales and sales management. The study program addresses how to manage the sales staff in retail sales and sales in general in order to maximize the total sales. The focus is placed on managing retail sales personnel and sales business-to-business (instead of costumers).
The program uses form-based discussion and requires the active participation of students in each hour. The topics included in this study program are as follows: creating value in the sales-buyer relationship, negotiating for win-win solutions, completing the sales, and motivating, compensating, and training of personnel in retail and sales. The student will need to develop a competence in professional approaches, discussions and presentations, as well as techniques for retail/sales management through the use of case studies and through the practical experience gained during the practice period in companies.
To achieve this, the professional study program is structured to help students achieve these goals after completing the studies:
1. To develop in-depth understanding of the tools and techniques used today in retail selling and selling.
2. To understand the basic functions of personnel management for retail and sales as well as theories and concepts for adequate management of retail or sales functions, to achieve marketing goals of the company.
3. To improve student critical thinking, presentation and communication skills through discussion and questions in the given cases, and tasks preparation.
4. To improve problem solving skills through the application of case studies and theoretical concepts and practical work experience in companies in practical business situations.
5. To build the student's ability to work on team-based management systems and to facilitate the team skills needed to succeed in retail sales and sales.
Studying professional sales management allows you to develop skills that will lead to more career opportunities. It will also help you in broadening your professional network, countinue learning and growing professionally. This study programme gives you a wide range of employment opportunities in any kind of businesses whether that is retail or sales, small or big company.
Knowledge and understanding
Students will demonstrate a thorough understanding of the structure and internal turnover of logistics and of supply chain management of businesses and enterprises, which can be from small to multi-national businesses. They will also be able to understand the relationship between the organizational and economic environment and the external market. In this way, students will manage to understand how management decisions will have effect on relevant stakeholders both inside and outside the firm.
Applying knowledge and understanding
Students will be able to integrate and apply the tools and techniques of business logistics and supply chains, and by calling their wide knowledge to the major business functions (strategy management, accounting, finance, marketing, operations management, Information systems) for analyzing and solving complicated business problems in logistics and supply chains and making decisions that will have positive effects on the firm.
Making judgement
Students will be able to make an assessment on the basis of their in-depth knowledge in modern business analytical tools and critical thinking in logistics and supply chain problems from different angles.
Communication skills
Students will be able to demonstrate micro-social skills, leadership and presentation skills needs for long-term career success. These reflect the assessment, communications, effective presentation, and collaboration within the organization.
Learning skills
The student will be able to acquire skills to recognize personal needs for further knowledge acquisition and skills for independent action while acquiring new knowledge and new skills in social frameworks;
The student will also acquire skills to take responsibility for further development and professional training.
Semester 1
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[SPSM-0101]
[6 ECTS]
Organizational Development and Growth
Course objectives: To prepare students with basic theories of growth and development and the way how to "deal" with them for a more effective implementation in the system. Also emphasis will be placed on organizing and functioning of institutions of the economic system that are responsible for growth and development policies. The efficient and effective way of functioning of these institutions in designing the policies of growth and development and in their implementation and monitoring their effects is important for continuous improvement of the system.
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[SPSM-0102]
[6 ECTS]
Logistics Management
By adopting the knowledge given in this course, students will:
- To understand the conceptual determination, meaning and content of logistics and supply chain management;
- To apply the acquired knowledge;
- To identify key elements of supply chain management and their linkage to chains of additional value creation in manufacturing and value networks;
- To use potentials of information systems to support the supply chain management and chain of additional value creation in production;
- To understand the forecasting methods and apply them when forecasting the demand;
- To know and apply inventory and procurement management methods.
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[SPSM-0103]
[6 ECTS]
Marketing Management
The course will prepare students to use and manage the four P's in an organization or company, in order to be able to design marketing optimal elements such as product, pricing, promotion and distribution methods that companies face. As an important marketing solution it involves careful analysis of the situation, intelligent use of research as well as marketing principles. The purpose of the course is to understand the complexity of marketing management decisions within the analysis of markets, clients, competition and the integration of concepts with the initial marketing plan.
-
[4 ECTS]
Elective course
-
[ESPSM-01] Management of Sales and Retail Trade
The purpose of this course is to familiarize students with the concepts of sales and distribution and retail trade, the differences between these two activities, the contemporary methods and methods used in the market economy in the sales process and the way of organizing retail trade. The main purpose of this course is to introduce students with distribution and retail efficiency, distribution channels, criteria, and distribution and sales strategies.
-
[ESPSM-02] Identifying the Client
The purpose of this course is to examine the elements of an effective sale as a key component in the marketing efforts of an organization. In this context, it will expand students' understanding of the marketing scope and its potential impact on achieving goals and identifying their potential customers.
The purpose of the course is to understand the sales process, the relationship between sales and marketing, market segmentation, potential customer identification, customer relationship management (CRM), use of technology to improve sales efficiency, and employment-related issues , selection, training, motivation and the acquisition and retention of sales force. Additionally, students will also develop a competence of professional sales approaches, discussions and presentations, as well as sales and customer management techniques.
-
[ESPMS-03] Planning and Preparation for Sale and Retail Trade
Course objectives:
Retail is an industry of high technology and in growing, which plays a vital economic role in society. The purpose of this course is to introduce students to retail trade as an important industry. The course focuses on strategic issues faced by the retail trade industry. Students will be introduced with the decisions involved in running a retail trade firm. Although the subject focuses on the retail trade industry, the content of the course is also useful for students who are interested in working for companies that are producers of consumer goods.
-
[ESPSM-04] Communication Management
Course objectives:
- To identify methods and techniques of managing the communication in organization;
- To identify methods and techniques of verbal and nonverbal communication;
- To identify methods of meeting management;
- To identify conflict management methods;
- To determine the role of perception in management;
- To determine change management techniques;
-
[ESPSMS-05] Sales Price Calculation
The purpose of this course is to teach students to understand the relationship between market supply and demand as the main mechanism in determining the price of products on the market and making decisions on selling prices, by familiarizing with the processes used in formulating and implementing calculations and pricing formation methods. A range of techniques and quantitative and qualitative methods will also be taught which are available on the formation of market prices including their applicability and limitation.
-
[ESPSM-06] Practical Internship
The purpose of this course is to give students the possibility to get an experience of working in a company, and learn how to work with tasks that require knowledge you obtained during your study. This will enable the students to:
• Understand the day to day operations involved in the businesses;
• Apply in practice the values, knowledge and concepts acquired through the academic programme;
• Gain an appreciation of some of the social and physical environments in which the businesses operates;
• Acquire skills and competencies in collecting and analysing information, written and oral communication, interpersonal and personal skills.
-
[ESPSM-07] Entrepreneurship and Innovation Management
The aim of teaching this subject is to help the students to understand the importance and essence, functioning and organization of entrepreneurship and innovation in the economy and their successful management during the development process. Particular attention will be given to the process of entrepreneurship, entrepreneurial types and prospects in entrepreneurship, and the importance of creativity, invention and innovation in enterprise development.
-
[ESPSM-08] Human Resources Management
Within the course students will be introduced to the unity of the process of managing human resources in an enterprise. Thus, they will acquire wider knowledge for every phase of the human resources management process starting with the analysis of the working positions and perceiving the needs for changes in the structure of the human resources within the enterprise, through recruitment and selection of candidates, to introducing the employees in the working place, their reward and motivation and naturally their retirement or premature sacking.
-
[ESPSM-09] Quality Management and Performace
Course objectives:
- To know the basics of quality management;
- To define statistical methods of quality management;
- Ability to use quality management methods, as well as analysis and problem solving in the organization;
- To identify techniques for quality management;
- Methods for measuring the performance;
- Rewards for better performance;
-
[4 ECTS]
Elective course
-
[ESPSM-01] Management of Sales and Retail Trade
The purpose of this course is to familiarize students with the concepts of sales and distribution and retail trade, the differences between these two activities, the contemporary methods and methods used in the market economy in the sales process and the way of organizing retail trade. The main purpose of this course is to introduce students with distribution and retail efficiency, distribution channels, criteria, and distribution and sales strategies.
-
[ESPSM-02] Identifying the Client
The purpose of this course is to examine the elements of an effective sale as a key component in the marketing efforts of an organization. In this context, it will expand students' understanding of the marketing scope and its potential impact on achieving goals and identifying their potential customers.
The purpose of the course is to understand the sales process, the relationship between sales and marketing, market segmentation, potential customer identification, customer relationship management (CRM), use of technology to improve sales efficiency, and employment-related issues , selection, training, motivation and the acquisition and retention of sales force. Additionally, students will also develop a competence of professional sales approaches, discussions and presentations, as well as sales and customer management techniques.
-
[ESPMS-03] Planning and Preparation for Sale and Retail Trade
Course objectives:
Retail is an industry of high technology and in growing, which plays a vital economic role in society. The purpose of this course is to introduce students to retail trade as an important industry. The course focuses on strategic issues faced by the retail trade industry. Students will be introduced with the decisions involved in running a retail trade firm. Although the subject focuses on the retail trade industry, the content of the course is also useful for students who are interested in working for companies that are producers of consumer goods.
-
[ESPSM-04] Communication Management
Course objectives:
- To identify methods and techniques of managing the communication in organization;
- To identify methods and techniques of verbal and nonverbal communication;
- To identify methods of meeting management;
- To identify conflict management methods;
- To determine the role of perception in management;
- To determine change management techniques;
-
[ESPSMS-05] Sales Price Calculation
The purpose of this course is to teach students to understand the relationship between market supply and demand as the main mechanism in determining the price of products on the market and making decisions on selling prices, by familiarizing with the processes used in formulating and implementing calculations and pricing formation methods. A range of techniques and quantitative and qualitative methods will also be taught which are available on the formation of market prices including their applicability and limitation.
-
[ESPSM-07] Entrepreneurship and Innovation Management
The aim of teaching this subject is to help the students to understand the importance and essence, functioning and organization of entrepreneurship and innovation in the economy and their successful management during the development process. Particular attention will be given to the process of entrepreneurship, entrepreneurial types and prospects in entrepreneurship, and the importance of creativity, invention and innovation in enterprise development.
-
[ESPSM-08] Human Resources Management
Within the course students will be introduced to the unity of the process of managing human resources in an enterprise. Thus, they will acquire wider knowledge for every phase of the human resources management process starting with the analysis of the working positions and perceiving the needs for changes in the structure of the human resources within the enterprise, through recruitment and selection of candidates, to introducing the employees in the working place, their reward and motivation and naturally their retirement or premature sacking.
-
[ESPSM-09] Quality Management and Performace
Course objectives:
- To know the basics of quality management;
- To define statistical methods of quality management;
- Ability to use quality management methods, as well as analysis and problem solving in the organization;
- To identify techniques for quality management;
- Methods for measuring the performance;
- Rewards for better performance;
-
[4 ECTS]
Elective course
-
[ESPSM-01] Management of Sales and Retail Trade
The purpose of this course is to familiarize students with the concepts of sales and distribution and retail trade, the differences between these two activities, the contemporary methods and methods used in the market economy in the sales process and the way of organizing retail trade. The main purpose of this course is to introduce students with distribution and retail efficiency, distribution channels, criteria, and distribution and sales strategies.
-
[ESPSM-02] Identifying the Client
The purpose of this course is to examine the elements of an effective sale as a key component in the marketing efforts of an organization. In this context, it will expand students' understanding of the marketing scope and its potential impact on achieving goals and identifying their potential customers.
The purpose of the course is to understand the sales process, the relationship between sales and marketing, market segmentation, potential customer identification, customer relationship management (CRM), use of technology to improve sales efficiency, and employment-related issues , selection, training, motivation and the acquisition and retention of sales force. Additionally, students will also develop a competence of professional sales approaches, discussions and presentations, as well as sales and customer management techniques.
-
[ESPMS-03] Planning and Preparation for Sale and Retail Trade
Course objectives:
Retail is an industry of high technology and in growing, which plays a vital economic role in society. The purpose of this course is to introduce students to retail trade as an important industry. The course focuses on strategic issues faced by the retail trade industry. Students will be introduced with the decisions involved in running a retail trade firm. Although the subject focuses on the retail trade industry, the content of the course is also useful for students who are interested in working for companies that are producers of consumer goods.
-
[ESPSM-04] Communication Management
Course objectives:
- To identify methods and techniques of managing the communication in organization;
- To identify methods and techniques of verbal and nonverbal communication;
- To identify methods of meeting management;
- To identify conflict management methods;
- To determine the role of perception in management;
- To determine change management techniques;
-
[ESPSMS-05] Sales Price Calculation
The purpose of this course is to teach students to understand the relationship between market supply and demand as the main mechanism in determining the price of products on the market and making decisions on selling prices, by familiarizing with the processes used in formulating and implementing calculations and pricing formation methods. A range of techniques and quantitative and qualitative methods will also be taught which are available on the formation of market prices including their applicability and limitation.
-
[ESPSM-06] Practical Internship
The purpose of this course is to give students the possibility to get an experience of working in a company, and learn how to work with tasks that require knowledge you obtained during your study. This will enable the students to:
• Understand the day to day operations involved in the businesses;
• Apply in practice the values, knowledge and concepts acquired through the academic programme;
• Gain an appreciation of some of the social and physical environments in which the businesses operates;
• Acquire skills and competencies in collecting and analysing information, written and oral communication, interpersonal and personal skills.
-
[ESPSM-07] Entrepreneurship and Innovation Management
The aim of teaching this subject is to help the students to understand the importance and essence, functioning and organization of entrepreneurship and innovation in the economy and their successful management during the development process. Particular attention will be given to the process of entrepreneurship, entrepreneurial types and prospects in entrepreneurship, and the importance of creativity, invention and innovation in enterprise development.
-
[ESPSM-08] Human Resources Management
Within the course students will be introduced to the unity of the process of managing human resources in an enterprise. Thus, they will acquire wider knowledge for every phase of the human resources management process starting with the analysis of the working positions and perceiving the needs for changes in the structure of the human resources within the enterprise, through recruitment and selection of candidates, to introducing the employees in the working place, their reward and motivation and naturally their retirement or premature sacking.
-
[ESPSM-09] Quality Management and Performace
Course objectives:
- To know the basics of quality management;
- To define statistical methods of quality management;
- Ability to use quality management methods, as well as analysis and problem solving in the organization;
- To identify techniques for quality management;
- Methods for measuring the performance;
- Rewards for better performance;
Semester 2
-
[SPSM-0201]
[6 ECTS]
Financial Accounting
The course will enable students to develop specific skills for adequate application of theoretical knowledge of financial accounting through accounting application software in accordance with the law on accounting and accounting standards which is in force in the Macedonian legislation. The course will also enable training of students for a significant application of accounting software as an ancillary device for managing accounting evidence for micro, small and medium business entities in the Republic of Macedonia. Preparation of all necessary financial and material documents in the day-to-day business activities of the subjects, quick compilation of financial reports and finalization of the annual accounts of the TC for the internal and client needs, and also for the needs of Central Registry and DPR in the Republic of Macedonia. Students from this subject will gain opportunities to be closer to self-employment through creating their own accounting office or to manage the financial accounting of their family businesses. Realizing these goals increases student attributes and makes them more competitive in the labor market.
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[SPSM-0202]
[6 ECTS]
Supply Chain Management
Course objectives:
Students will gain knowledge about the entire process of managing the supply chain, starting from raw material to final product; analysis of concrete logistical situations, diagnosing problems in the supply chain and providing alternative solutions for dealing with these problems; application of the SCOR model; Identifying the main elements of supply chain management and their linkage with the chain of additional value creation in manufacturing and value networks; application of information technologies for integration and logistics management; Interaction between the internet and supply chain management.
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[SPSM-0203]
[4 ECTS]
Professional Thesis
This represents a work activity and preparation of professional work in a relevant field. Students are required to complete a thesis related to their studies, to outline the structure, to do some research and develop the methodology for their professional thesis.
-
[4 ECTS]
Elective course
-
[ESPSM-01] Management of Sales and Retail Trade
The purpose of this course is to familiarize students with the concepts of sales and distribution and retail trade, the differences between these two activities, the contemporary methods and methods used in the market economy in the sales process and the way of organizing retail trade. The main purpose of this course is to introduce students with distribution and retail efficiency, distribution channels, criteria, and distribution and sales strategies.
-
[ESPSM-02] Identifying the Client
The purpose of this course is to examine the elements of an effective sale as a key component in the marketing efforts of an organization. In this context, it will expand students' understanding of the marketing scope and its potential impact on achieving goals and identifying their potential customers.
The purpose of the course is to understand the sales process, the relationship between sales and marketing, market segmentation, potential customer identification, customer relationship management (CRM), use of technology to improve sales efficiency, and employment-related issues , selection, training, motivation and the acquisition and retention of sales force. Additionally, students will also develop a competence of professional sales approaches, discussions and presentations, as well as sales and customer management techniques.
-
[ESPMS-03] Planning and Preparation for Sale and Retail Trade
Course objectives:
Retail is an industry of high technology and in growing, which plays a vital economic role in society. The purpose of this course is to introduce students to retail trade as an important industry. The course focuses on strategic issues faced by the retail trade industry. Students will be introduced with the decisions involved in running a retail trade firm. Although the subject focuses on the retail trade industry, the content of the course is also useful for students who are interested in working for companies that are producers of consumer goods.
-
[ESPSM-04] Communication Management
Course objectives:
- To identify methods and techniques of managing the communication in organization;
- To identify methods and techniques of verbal and nonverbal communication;
- To identify methods of meeting management;
- To identify conflict management methods;
- To determine the role of perception in management;
- To determine change management techniques;
-
[ESPSMS-05] Sales Price Calculation
The purpose of this course is to teach students to understand the relationship between market supply and demand as the main mechanism in determining the price of products on the market and making decisions on selling prices, by familiarizing with the processes used in formulating and implementing calculations and pricing formation methods. A range of techniques and quantitative and qualitative methods will also be taught which are available on the formation of market prices including their applicability and limitation.
-
[ESPSM-06] Practical Internship
The purpose of this course is to give students the possibility to get an experience of working in a company, and learn how to work with tasks that require knowledge you obtained during your study. This will enable the students to:
• Understand the day to day operations involved in the businesses;
• Apply in practice the values, knowledge and concepts acquired through the academic programme;
• Gain an appreciation of some of the social and physical environments in which the businesses operates;
• Acquire skills and competencies in collecting and analysing information, written and oral communication, interpersonal and personal skills.
-
[ESPSM-07] Entrepreneurship and Innovation Management
The aim of teaching this subject is to help the students to understand the importance and essence, functioning and organization of entrepreneurship and innovation in the economy and their successful management during the development process. Particular attention will be given to the process of entrepreneurship, entrepreneurial types and prospects in entrepreneurship, and the importance of creativity, invention and innovation in enterprise development.
-
[ESPSM-08] Human Resources Management
Within the course students will be introduced to the unity of the process of managing human resources in an enterprise. Thus, they will acquire wider knowledge for every phase of the human resources management process starting with the analysis of the working positions and perceiving the needs for changes in the structure of the human resources within the enterprise, through recruitment and selection of candidates, to introducing the employees in the working place, their reward and motivation and naturally their retirement or premature sacking.
-
[ESPSM-09] Quality Management and Performace
Course objectives:
- To know the basics of quality management;
- To define statistical methods of quality management;
- Ability to use quality management methods, as well as analysis and problem solving in the organization;
- To identify techniques for quality management;
- Methods for measuring the performance;
- Rewards for better performance;
-
[4 ECTS]
Elective course
-
[ESPSM-01] Management of Sales and Retail Trade
The purpose of this course is to familiarize students with the concepts of sales and distribution and retail trade, the differences between these two activities, the contemporary methods and methods used in the market economy in the sales process and the way of organizing retail trade. The main purpose of this course is to introduce students with distribution and retail efficiency, distribution channels, criteria, and distribution and sales strategies.
-
[ESPSM-02] Identifying the Client
The purpose of this course is to examine the elements of an effective sale as a key component in the marketing efforts of an organization. In this context, it will expand students' understanding of the marketing scope and its potential impact on achieving goals and identifying their potential customers.
The purpose of the course is to understand the sales process, the relationship between sales and marketing, market segmentation, potential customer identification, customer relationship management (CRM), use of technology to improve sales efficiency, and employment-related issues , selection, training, motivation and the acquisition and retention of sales force. Additionally, students will also develop a competence of professional sales approaches, discussions and presentations, as well as sales and customer management techniques.
-
[ESPMS-03] Planning and Preparation for Sale and Retail Trade
Course objectives:
Retail is an industry of high technology and in growing, which plays a vital economic role in society. The purpose of this course is to introduce students to retail trade as an important industry. The course focuses on strategic issues faced by the retail trade industry. Students will be introduced with the decisions involved in running a retail trade firm. Although the subject focuses on the retail trade industry, the content of the course is also useful for students who are interested in working for companies that are producers of consumer goods.
-
[ESPSM-04] Communication Management
Course objectives:
- To identify methods and techniques of managing the communication in organization;
- To identify methods and techniques of verbal and nonverbal communication;
- To identify methods of meeting management;
- To identify conflict management methods;
- To determine the role of perception in management;
- To determine change management techniques;
-
[ESPSMS-05] Sales Price Calculation
The purpose of this course is to teach students to understand the relationship between market supply and demand as the main mechanism in determining the price of products on the market and making decisions on selling prices, by familiarizing with the processes used in formulating and implementing calculations and pricing formation methods. A range of techniques and quantitative and qualitative methods will also be taught which are available on the formation of market prices including their applicability and limitation.
-
[ESPSM-06] Practical Internship
The purpose of this course is to give students the possibility to get an experience of working in a company, and learn how to work with tasks that require knowledge you obtained during your study. This will enable the students to:
• Understand the day to day operations involved in the businesses;
• Apply in practice the values, knowledge and concepts acquired through the academic programme;
• Gain an appreciation of some of the social and physical environments in which the businesses operates;
• Acquire skills and competencies in collecting and analysing information, written and oral communication, interpersonal and personal skills.
-
[ESPSM-07] Entrepreneurship and Innovation Management
The aim of teaching this subject is to help the students to understand the importance and essence, functioning and organization of entrepreneurship and innovation in the economy and their successful management during the development process. Particular attention will be given to the process of entrepreneurship, entrepreneurial types and prospects in entrepreneurship, and the importance of creativity, invention and innovation in enterprise development.
-
[ESPSM-08] Human Resources Management
Within the course students will be introduced to the unity of the process of managing human resources in an enterprise. Thus, they will acquire wider knowledge for every phase of the human resources management process starting with the analysis of the working positions and perceiving the needs for changes in the structure of the human resources within the enterprise, through recruitment and selection of candidates, to introducing the employees in the working place, their reward and motivation and naturally their retirement or premature sacking.
-
[ESPSM-09] Quality Management and Performace
Course objectives:
- To know the basics of quality management;
- To define statistical methods of quality management;
- Ability to use quality management methods, as well as analysis and problem solving in the organization;
- To identify techniques for quality management;
- Methods for measuring the performance;
- Rewards for better performance;
-
[6 ECTS]
Free elective course
-
[MFE01] Rhetoric
During its long history of 2,500 years, rhetoric was used to indicate many different things; but rhetoric nowadays is considered as the art of persuasion through language. Rhetoric marks the way that an individual is linked to a particular theme or idea in order to convince the others. Rhetoric is characterized by several distinguishing features.
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[MFE02] Multilingualism and multiculturalism
The purpose of this subject will be multilingualism in multicultural societies as a social phenomenon. This phenomenon is massive in the world. During the lectures, more precise terms such as monoculturalism and multiculturalism will be considered. The term ‘linguistic nationalism’ has at least two forms of this nationalism, which collide with each other: for the leaders of the most powerful countries nationalism means expansion, and for minorities it takes the form of defiance and struggle for the affirmation of identity, despite such pressure. The emphasis during the program will be multiculturalism in education. In the schools curricula consists of contents from different cultures.
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[MFE03] Selected Advanced Topics in IT Applications for Preparing a Scientific Paper
The aim of this subject is:
To display the technical elements, the structure of the text and design of a scientific research.
To enable students to acquire advanced knowledge and skills from selected advanced chapters of IT applications that will be needed in preparing the scientific and research paper.
Practical application of these objectives in preparing student’s individual research paper.
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[MFE04] Selected Advanced Topics in Applications for Statistical Data Processing
The aim of this subject is:
To display the technical elements in the field of statistics: organizing, processing, comparing through analysis and publication of data.
To enable students to acquire advanced knowledge and skills from selected advanced chapters of the applications for statistical data processing.
Practical application of these objectives in statistical processing of data obtained from questionnaires, reports, scientific studies and other documents.
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[MFE05] Professional Communication
The course is focused on the development of those communication skills that are essential for effective functioning in the professional world. Students will study the process for analysis of different communication situations, and will accordingly comprehend them. Among the themes that will be covered are communication in organization, interpersonal and group communication, oral presentations, interviews for employment, professional business letters and interpersonal skills including group dynamics and teamwork.
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[MFE09] Labor Market
The main aim of the course “Labor Market” is to provide second cycle students with basic and in-depth knowledge in the field of labor market theory and the mechanism of functioning of the market economy. The objective of the course Labor Market is to provide and teach students about categories, laws and basic principles through which the labor market functions. The course makes a detailed analysis of behavior pattern and the role that key agents play in labor market: individuals, companies and government. The analysis is based on two basic categories - labor demand and labor supply, which are applied in almost all the topics that are addressed in this course. The knowledge gained by the students from this course, serves as essential theoretical basis necessary to understand and grasp the different theories and policies that are applied in the labor market. The course teaches students to understand how labor markets distribute and use efficiently the rare factor of production- the labor. Lectures include knowledge about the concepts of labor demand and labor supply and their practical application; behavior of individuals in the labor market, in order to maximize their usefulness; behavior of companies in the labor market, aiming profit maximization; government's role in the labor market, the different structures of labor markets: labor market in full competition, monopoly in the labor market, the role of unions in the labor market, the bilateral monopoly in the labor market. Lectures and class discussions cover material that may not be in the book and some aspects of the material contained in the basic literature will not be discussed in class, but are left for active studying of the student. Therefore in order the student to achieve success in learning the course is to be present in lectures and workshops by participating actively in the discussion of various issues related to labor market.
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[MFE08] Methodology of Teaching
The aim of the course is to introduce the students to the basic teaching approaches and methods. They are expected to gain knowledge and skills in order to be able to apply the active educational tools. The course also offers development, learning and teaching as concepts and basic practices that allow teachers to teach about the development of thinking. Throughout this course, students will gain both theoretical background and entirety of strategies that will enable them to reflect and develop both their own and their students' critical thinking.
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[MFE10] Philosophy of Social Sciences
This module covers information that will provide the learner to gain knowledge, skill and competence of the social sciences, including general methodology (explaining, theorizing, testing), the application of philosophy (especially individualism versus holism), the nature of rationality, and the history of theories and concepts. This module offers an advanced survey of current debates about the ontology, methodology, and aims of the social sciences. It will focus on the central issues of the social sciences: Ethno methodology; Evolution; Phenomenology; Rationality; Relativism; Scientific Methods; Тextual Interpretations.
Learning outcomes:
On successful completion of the course, students will be able to:
Understand the goal of social sciences.
Tell the difference between explaining and understanding human behavior;
To explain the different approach in explanation of the social sciences compare the natural sciences, the peculiarities about human beings and social phenomena;
To understand the social structures, practices, norms, institutions, etc. The relationship between individuals and larger social structures;
To explain the rely not only on facts about individuals and their mental states, but also the cases in which social phenomena cannot be explained in terms of individual behavior;
To understand the value-laden in a different way or to a different degree than natural science, the possibility to have a value-free social science, the possibility to have an objectivity in social science.
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[MFE11] Project Management
On successful completion of the course, students will be able to:
plan the activities necessary to implement the project, identify their interdependencies, their duration and costs;
prepare the necessary reports and perform all the required communication between the project and the client, as well as among the team members and the other stakeholders.
structure the project to its constituent activities;
prepare a Gantt-chart and a network plan for the project and identify the shortest time needed to complete the project;
use MS Project as a tool in the process of planning, implementation and review of the project;
define the project, identify its scope and objectives and develop project specification;
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[MFE12] Optimization Methods
The aim of this course is to present techniques of modeling and optimization in order to prepare students for developing their ability to prepare models for solving real problems in the field of computer science. The course explore the importance of matrix factorizations as an important tool which offers modality for optimizing the solutions of different numerical algorithms which are of basic interest for problem solving in the area computer sciences. The course introduces optimization theory and approach to find the optimum. The different methods of optimization will be analyzed such as the simplex method, duality problem and sensitivity of the problems of linear programming. The aim is to explore a computer implementation for each of the problems followed by the proposal of the corresponding model for optimization.
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[MFE13] Ethical and Legal Issues in Information Technology (IT)
Aims of the course program:
to develop an understanding of the relationship between computing, technological change, society and the law;
to emphasize the powerful role that computers and computer professionals play in a technological society;
to provide an understanding of legal areas which are relevant to the discipline of computing;
to provide an understanding of ethical concepts that are important to computer users and professionals;
to provide experience in the consideration of ethical matters and the resolution of ethical dilemmas.
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[MFE14] Protection of Human Rights
The purpose of this course is: to introduce students with the concept of international law on human rights, their implementation, influence of those rights in the creation of national policies; to encourage students to critically reflect on the relationship between international law and national law; make them aware of current international events, how they affect the daily lives of people in the world; encourage students to contribute in matters of drafting laws for the protection of human rights hoping that, the law makers will consult them same during the creation and implementation of state policies.
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