Marketing Sales and Distribution in the Automotive Industry

The purpose of the course is to get acquainted with:

Basic concepts of the overall marketing, sales, and distribution system in automotive industry Product offer and product management in automotive industry Specifics of marketing and marketing tools in automotive industry Overall sale agenda in automotive industry, methods of sale, and system of sellers and management of sale system Agenda of sale accompanied services (especially financial services) Car personalization, add-ons and tuning of cars, car localization Internet car sale and specifics of on-line sale Car distribution, distributors system and management of this system Communication across the supply chain: client – seller – distributor – producer – suppliers: platforms of the on line communication Distribution transport and logistics Car service and service centers Distribution of spare parts Used cars sales Artificial Intelligence in the automotive industry: marketing, sale, distribution, and management

The expected learning outcomes are: Knowledge of the field of marketing, sale and distribution (specifically focused onto the automotive industry) Gain not only theoretical but also practical knowledge and experience in the field The ability to apply this knowledge and skills within the marketing and sale departments of the car producers The ability to personalize acquired knowledge and skills in the field of its future professional focus The ability to share specific marketing, sale and distribution systems with experts and work in a team to solve them

The course does not require any prior knowledge An interest in the automotive industry is an advantage Previous completion of the course Management in Automotive Industry is an advantage

• Elena Candelo: Marketing Innovations in the Automotive Industry Meeting the Challenges of the Digital Age, Springer, 2019
• Edward Niedermeyer: The Unvarnished Story of Tesla Motors, BenBella Books, 2019
• Simon Bowkett: Words that Sell Cars, Rethink Press, 2019
• Max Zenan: Effective Car Dealer, 2020
• Bill Vlasic: Once Upon a Car: The Fall and Resurrection of America's Big Three Automakers--Gm, Ford, and Chrysler, William Morow, 2019
• Documentation of the car producers, distributors and dealers in the Czech Republic will be used
• Presentations of the course in PowerPoint
• The course is prepared with the support of Czech car producers, distributors and dealers

Lectures, Seminars, Excercises