Departement of social science and management

Bachelors degree in economics and management

Option : BME
UCAC/ICY/FSSG
Teaching unit BASIC TOOLS
Course COMMERCIAL MANAGEMENT
C TP
Code TD/TP Crédits Statut
M E
BME 3
APDC
15 15 15 3 MANAGEMENT
28
Interest This is an introduction to the basic principles underlying financial accounting and
reporting. The
course focuses on the use of accounting information as a basis of making decisions
by external
decision makers. It also prepares the learner on the use and preparation of the
basic financial
accounting statements; the Statement of financial position, Statement of
Comprehensive income,
Statement of Owners equity and Statement of cash flows as well as their
interpretation
This is an introduction to the basic principles underlying financial accounting and
reporting. The
course focuses on the use of accounting information as a basis of making decisions
by external
decision makers. It also prepares the learner on the use and preparation of the
basic financial
accounting statements; the Statement of financial position, Statement of
Comprehensive income,
Statement of Owners equity and Statement of cash flows as well as their
interpretation
This is an introduction to the basic principles underlying financial accounting and
reporting. The
course focuses on the use of accounting information as a basis of making decisions
by external
decision makers. It also prepares the learner on the use and preparation of the
basic financial
accounting statements; the Statement of financial position, Statement of
Comprehensive income,
Statement of Owners equity and Statement of cash flows as well as their
interpretation
Commercial management is the discipline that both informs and implements
business strategy and policies. It informs in the context of testing and aligning
market requirement with organizational capability. It implements through ensuring
effective and efficient operational procedures that establish and maintain those
capabilities
This course introduces students to cost accounting concepts and procedures. An
effective cost accounting system provides information that can impact operational
and financial performances of an entity. Students will learn how cost accounting
 information is developed and used for various purposes in different types of business
entities. We will examine the role that cost accounting plays in measuring, analyzing
and reporting information that relates to the cost of obtaining and using an entity’s
resources. Students will learn ways of assigning various costs such as direct costs,
indirect costs, fixed costs, variable costs, inventorial cost and period costs.
UNIVERSITY OF NAIROBI
SCHOOL OF BUSINESS
DEPARTMENT OF FINANCE AND ACCOUNTING

COURSE TITTLE: FUNDAMENTALS OF FINANCIAL ACCOUNTING 1

COURSE CODE: DAC 111
LECTURERS: DR WINNIE NYAMUTE
SEMESTER: MAY –AUGUST 2018
COURSE OUTLINE
A. COURSE OBJECTIVES
This is an introduction to the basic principles underlying financial accounting and
reporting. The
course focuses on the use of accounting information as a basis of making decisions
by external
decision makers. It also prepares the learner on the use and preparation of the
basic financial
accounting statements; the Statement of financial position, Statement of
Comprehensive income,
Statement of Owners equity and Statement of cash flows as well as their
interpretation
The student should by the end of this course be able to:
- Understand the importance of profit to sustain the business
- Appreciate the importance of the relationship between sales team and
commercial managers
- Appreciate the value of intellectual property and to protect IPR
- Utilizing using business analysis models and tools – BCG, PLC, Market Mix
Objectives
- Understand the legal complexities of commercial management and remedies
- Understand the key elements of legally enforceable agreement
- Appreciate the various types of sales contract and terms and formation
- Understand the concept of Product liability and KPI/SLA’s
- Managing relationships with clients and customers
- Seek variations to the contract
Upon completion of this course, students will acquire the knowledge and skills to:
- Prepare partnership and limited company accounting up to final accounts for
Expected learning internal use;
outcomes - Prepare joints venture accounts, manufacturing accounts consignment
accounts;
- Accounts for the issue of shares and debentures in a joint stock company.
Organisation of This course would focus on;
course and lecture - Introduction
indicative - Chapter One: Foundations of commercial management
- Part One: Needs and Market
- Chapter Two: Needs, the market and its components
- Chapter Three: The Consumer and Consumer behavior
- Part Two: Marketing studies
 - Chapter Four: Segmentation
- Chapter Five: Market Analysis
- Chapter Six : Quantitative Studies- Sample survey
- Chapter Seven: Other Types of quantitative studies
- Chapter Eight: Qualitative Studies
- Part Three: Acting through the product
- Chapter Nine: The product concept and its characteristics
- Chapter Ten: Adaptation of the product to Needs
- Chapter 11: The product, strategic response to needs
- Part Four: Acting through the price
- Chapter 12: Price determination
- Chapter Thirteen: Price strategy
- Part Five Acting through marketing
- Chapter Fourteen: Selling methods
- Chapter Fifteen: Point of sale
- Chapter Sixteen: Merchandising
- Chapter Seventeen: The marketing team: composition and organization
- Chapter Eighteen: The marketing team: animation and control
- Chapter Nineteen: The sale drive
- Chapter Twenty: The After-sale marketing
- Chapter twenty-one: The distribution strategy
- Part Six Acting through Communication
- Chapter Twenty-two: Commercial communication
- Chapter Twenty-three: communication vehicles
- Chapter Twenty-four: Advertising
- Chapter Twenty-five: Sales promotion
- Chapter Twenty-six: Communication strategy
- Part Seven Specific Actions to Upstream Market
- Chapter Twenty-seven: Procurement
- Chapter Twenty-eight: The procurement process
- Chapter Twenty-nine: The Supply System
- Part Eight the Marketing Strategy
- Chapter Thirty: From the general strategy to the determination of commercial
objectives
- Chapter Thirty-one: Choice, execution, and control of the marketing strategy
Solve as many accounting exercises as possible after each chapter
Create class work and supervise
Lecturing
Follow up students with home assignment
Approche
Use real accounting examples to situate students
Support disponible oui X non
Mode of  Continuous assessment and class participation (calculated on 30%) and
evaluation  Final examination (calculated on 70%)
Reference  Establish the role of commercial managers in the construction sector:
material reported in Lowe et al. (1997).
 2. Compare the role of commercial managers across a range of organisations
and industry sectors including: construction, telecoms/ICT and
defence/aerospace: reported in Lowe and Leiringer (2005, 2006) and Lowe
(2006).
 3. Establish a body of knowledge for commercial management: reported in
Lowe (2006, 2008b) and Lowe et al. (2006).
 4. Establish practitioner expectations of a specialist MBA for commercial
executives: reported in Lowe (2008a).
 5. Analyse 90 commercial functional frameworks/job specifications:
previously unreported work.