Sales Management

This encompasses sales, marketing and commercial strategy aspects, addressing the basic business issues and the key decisions to achieve the greatest levels of efficiency in this area.



  • Marketing elements: market research. The markets, segmentation and positioning.

  • Product decisions (range, cannibalism, branding, etc.).

  • Pricing policy.

  • Policy and distribution channels.

  • Advertising and promotion.

  • Commercial networks and sales force.

  • Commercial planning within the strategy of the company.

Professors belonging to the area

Foncillas Díaz-Plaja, Pablo


Sales Associate Professor

García del Pueyo, José Luis


Associate Professor of the Commercial and Channels Management Area

González Dugo, Mercedes


Associate Professor of the Commercial Management Area

Martínez-Brocal Ogayar, Jaime


Associate Professor of the Commercial and Marketing Management Area

Ollero Calatayud, Rafael


Associate Professor of the Commercial Management Area