Postgraduate in Commercial Management and Sales

  • Schedule

    Fri 4pm - 8pm @ Sat 9.30am to 1.30pm

  • Modality On-site
  • Campus Terrassa
  • Starting date


  • Duration

    4 months

In an extraordinarily competitive and changing environment like the current one, in which customers quickly adapt to new trends and technologies, sales professionals must efficiently take on the challenges of the market, creating value relationships with customers in which both parties are benefited.

The Postgraduate Course in Sales and Commercial Management will not only provide you with up-to-date techniques, tools, methodologies, and knowledge that facilitate a successful relationship with customers, but will also enhance your managerial skills within the management framework of the business department.

Postgraduate in Commercial Management and Sales

Postgraduate Degree in Sales and Commercial Management from the Polytechnic University of Catalonia (UPC)

Postgraduate Degree in Sales and Commercial Management from Euncet Business School.



Postgraduate Degree in Sales and Commercial Management from the Polytechnic University of Catalonia (UPC)

Next call:





30 (120 hours)




5.200 €


The Postgraduate Degree in Sales and Commercial Management is aimed at:

  • Commercial directors, account managers, marketing directors or product managers who wish to improve the key competencies for the development of a successful commercial strategy.
  • Managers of SMEs and delegation directors who want to delve into the commercial area.
  • Other professional profiles that, due to their career, occupy or will occupy positions of responsibility in the commercial area.



Engineering 41%
Business Administration 21%
Marketing and Advertising 17%
HR 7%
Law 3%
Others 11%

Company position

Business 55%
Administration 27%
Marketing 12%
Management 3%
Engineering 3%

Median Age

35,2 years

Student satisfaction

8,92 / 10



The Postgraduate Diploma in Sales and Commercial Management, from the Euncet Business School , is focused on all those professionals involved in commercial activity, from commercial directors and sales managers to general directors, salespeople, account managers, etc.

Today, the business environment is increasingly complex. Sales is becoming more and more difficult, customers have many options and are more demanding, their purchasing processes are more complex, and their needs are more changing. The search for and qualification of sales opportunities requires new tools, methodologies and skills that both salespeople and their sales directors must incorporate into their daily work, because complexity requires professionalism.

The postgraduate course is designed to respond to the new challenges presented to professionals and managers in the sales area. Its objective is to offer a program that addresses all the facets that intervene in a correct sales strategy, offering comprehensive training in professional activity and in the commercial and sales area that provides a vision and commercial strategy shared by the entire company.

The program prepares its participants by enhancing professional and personal skills with which to obtain more efficient results and adapting their commercial activity to new successful methodologies.

Understand the buying and selling process from the supplier and customer perspectives, and become a qualified expert.

Boost your professional career, update your knowledge and enhance your skills with the Executive Postgraduate Course in Sales and Commercial Management. 


Why study the Postgraduate Degree in Sales and Commercial Management at Euncet?

  • Specialization
    An exit profile specialized in the functions and responsibilities of professionals in the commercial area capable of dealing with the sales process and activities with profitability, effectiveness and efficiency.
  • Success
    A comprehensive vision of the commercial area and a methodology that allows commercial management to successfully carry out its functions and responsibilities and ensure real control of ongoing operations.

  • Business management
    A business management model aligned with the vision and strategic objectives of the organization. Based on the knowledge of the processes and the leadership of the sales team.

  • Communication
    Interpersonal communication skills required in business.

  • Prestigious Instructors
    Teachers with recognized academic and professional careers, linked to the business world.

  • Euncet Expertise
    40 years training professionals and managers in management, innovation and new technologies.



The Postgraduate Degree in Sales and Commercial Management is a executive training program designed to respond to the new challenges of the commercial area in an extraordinarily competitive and changing environment such as the current one. It provides the knowledge and skills necessary to become a competent professional, both in sales and in the management of commercial teams, oriented towards qualification and team leadership, and the successful achievement of results.

The program encourages its participants to acquire, in addition to generic skills such as the search for qualification opportunities, team management, leadership, negotiation and communication skills; operational facets such as the definition of sales objectives, search and retention of new professionals, use of social networks, marketing and sales connection, sales in large accounts, etc.

The content of this program has been specifically selected and draws on the most recent methodologies, but fundamentally on the experience in applying them. It is taught by a select group of professors who practice daily as successful professionals in their respective disciplines, which is why it provides a very practical view of its contents.

In the postgraduate course you will touch on the entire process in detail in the sales area, from the search for opportunities to the closing; you will discover all the nuances of complex sales, B2B sales and the main concepts of B2 Marketing; you will learn about the alignment between the sales process and the purchase process; you will discover how to coordinate marketing and sales activities; and how to take advantage of digital tools. You will also learn key aspects about suppliers, distributors and customers, you will develop a sales plan, you will learn to lead High Performance teams, you will discover how to manage all sales resources, and you will work on your skills and communication skills.

Discover the Postgraduate in Sales and Commercial Management, boost your professional career and achieve successful results in the sales area.

Study plan

Complex sales

  • Understand the keys to commercial activity and its actors in both parts of the buying and selling process.
  • Familiarize yourself with terms and concepts to use.
  • Plan and execute the management of a strategic account.
  • Develop long-term vision for key accounts.
  • Monitor account status and track new business opportunities.


  • Introduction to complex sales
  • Strategic account
  • Account development
  • Account profitability

Teaching guide

Customer Interaction

  • Reflect on the importance of linking the phases of the customer sales process with the customer purchasing process.
  • Train students to know how to identify stakeholders, roles and decision making in a purchasing process.
  • Publicize and teach advanced purchasing management tools.
  • Promote business partnerships as an external management tool.
  • Show the KPI's and reporting of a purchasing process.
  • Provide students with a global vision of the role of the purchasing area (purchasing alignment with the company's strategy to generate value and increase its sustainable competitiveness).
  • Accentuate the interpersonal facet in the sales process.
  • Know how to interact more precisely with our customers to increase the success rate in our orders.
  • Establish the necessary steps to carry out in customer visits.


  • Understanding the buying process
  • Analysis of our interpersonal attitudes in public communications
  • The importance of "how"

Teaching guide

The Sales Process

  • Recognize the importance of proper business management in the success of a company.
  • Mastering the usual phases of a buying and selling process and the key aspects that must be influenced in each of them.
  • Search and develop sales opportunities in selected markets until the successful closing.


  • Knowledge of the target market. Segmentation.
  • Prospecting
  • Preparation of visits
  • Qualification
  • Presentation of value proposition
  • Handling objections
  • Negotiation and closing

Teaching guide

Commercial Team Management

  • Define the most appropriate sales strategy for your company.
  • Set objectives, manage resources and people by conducting the Sales Plan.
  • Lead a sales team towards these objectives.
  • Recognize those situations in which a distribution network adds value.
  • Understand the key aspects of channel sales management.
  • Reformulate your value proposition so that it is valid for both the channel and the end customer.


  • Defining the sales plan
  • Connection of sales plan with the company's strategic and marketing plan
  • Commercial team management
  • Defining the channel
  • The channel and the sales process
  • Value chain in distribution

Teaching guide

Management of Sales Resources

  • Know the impact of the recruitment on the profit and loss statement.
  • Discover the keys to identify and select the ideal salespeople for our organization.
  • Get the most out of the different recruitment providers.
  • Understand and develop an attraction and retention strategy (Employer Branding).


  • Impact of the selection on the profit and loss statement
  • Five key aspects to ensure quality in the hiring selection
  • How to select and manage good recruitment providers
  • Employer Branding

Teaching guide

Connecting with the Market

  • Know the differences between B2B and B2C marketing.
  • Be able to create a marketing plan.
  • Know different B2B marketing strategies and tactics.
  • Know the different tools on the market for the automation and optimization of marketing activities.
  • Know about a business model based on the management of distributors.
  • Build a successful personal brand.
  • Know about and use the most relevant social networks for commercial use.
  • Take advantage of new digital tools.
  • Get qualified leads.
  • Follow up with prospects and clients through social networks.
  • Generate indirect content linked to the brand to capture leads./li>


  • B2B Marketing vs. B2C Marketing.
  • Marketing plan
  • Marketing strategies and tactics
  • Tools for the automation and optimization of marketing activities
  • Marketing with distributors
  • Digital ecosystem.
  • Personal branding in sales
  • Social Networks
  • Inbound marketing.
  • Social selling and digital selling

Guía docente

Calendars and schedules


2023-24 Academic year / Terrassa Campus

Academic Calendar (March)


2023-24 Academic year / Terrassa Campus

Academic Calendar (March)



  • Dra. Jessica Lingan Azañedo
  • Executive Education Director
  • Email
  • Ricardo Aguirreche
  • Director of Postgraduate Program In Sales and Commercial Management
  • Email
  • Milena Perozo
  • Executive Education Coordinator
  • Email
  • Olga Villa
  • Executive Education Manager
  • Email


  • Dra. Mónica Utrera Jordán
  • Email
  • Judith Català Pratdesava
  • Email
  • Carlos Diana García
  • Email
  • Argelia Garcia Fernández
  • Email
  • Marius Gil Mendoza
  • Email
  • Elena Madrid López
  • Email
  • Rafael Richart Ferri
  • Email
  • Ernesto Sánchez
  • Email
  • Miguel Ángel Trabado
  • Email