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

García del Pueyo, José Luis


Asociate Professor of the Commercial and Channels Management Area

González Dugo, Mercedes


Asociate Professor of the Commercial Management Area

Ollero Calatayud, Rafael


Asociate Professor of the Commercial Management Area

Villafuerte Martín, Antonio


Professor and Head of the Commercial Management Area, Professor of Agricultural Environment and Director of the Academic Development Program