Certificate Degrees and Continuing Education

  • Expert's Degree in Distribution Companies Management

    General Information

    Teaching Languages: Spanish

    Places: 25

    Número mínimo de alumnos exigido: 15

    Duration: 6 months (24 ECTS credits)

    Tuition Fee: 2.500 €

    Access Requirements:

    Being in possession of an official University Degree. Nevertheless, exceptionally, admission will be extended to professionals directly related to to the speciality of the course who lack a Degree, as long as they prove their professional careers and meet the legal criteria to access University courses.

    Please check the Agreement of November 29, 2007 of the Governing Council of the University of Oviedo, which approves the regulation of studies leading to Certificate Degrees and other Postgraduate Degrees (BOPA, January 12, 2008).

    Admission Requirements: Eligible candidates are graduates or professionals directly involved in the field of commercial distribution whithout a university degree and provided they meet the legal requirements to access University studies.

    Selection criteria are the following: academic background (wether formal or informal training but linked to the field of commercial distribution), professional experience in the above-mentioned field and personal interview.

    Plazo único de preinscripción y matrícula

    • Preinscripción: 1 de junio a 19 de agosto
    • Listas provisionales: 5 de septiembre
    • Reclamación a las listas: 6 a 7 de septiembre
    • Listas definitivas: 13 de septiembre
    • Matrícula: 15 al 19 de septiembre

    Modality: Attendance Required


    Wednesdays, Thursdays and Fridays form 17:00 to 20:00

    Teaching Center: University Institue of Business of the University of Oviedo (IUDE).

    More Information: Full Description of the Master's Degree

    Professional Opportunities

    The course provides the student with practical and versatile training in the different areas of the managament of a commercial distribution company, as well as with an overview of the activities and decissions to be taken by any company in order to commercialize its products.

    The course aims to train professionals skilled in the management of markets and the customer and able to lead a workteam and manage a commercial establishment or company, to decide where and how to open new establishments, to define new business, online and offline concepts, to manage the manufacturer-distributor relationships, to manage the relationships to the customer, to take the main business decisions (range, brand, services, prices, promotion, communications, etc), to know the regulations applicable to the field, as well as many other complementary topics.

    On completion of the course, students will be able to develop their professional career in the following fields:

    • Administration of a commercial company of any kind (corporate supply chain, franchise, loggin and associated trade, independent trade)
    • Head of establishment or group of establishments and its different sections
    • Administrator or part of a management team of a shopping center
    • Head of a logistic platform
    • Middle-management posts in the management team of a commercial company in the areas of expansion, merchandising, propotion of salespoints, customer care and loyalty, sales, purchase, human resources, finance department, administration and management systems, as well as new technologies, physic or logistic distribution and management of key accounts
    • Sales and marketing manager of any kind of cosumer products company (durable consumer goods)


    This is a six-month course (October 2012 – March 2013), distributed into five modules to complete 24 ECTS credits.


    • 1.1. Background and current status of the commercial distribution sector
    • 1.2. Globalization and change in world economy: new location factors
    • 1.3. New approaches of retail businesses: market orientation and strategy
    • 1.4. Entrepreneurial nature of commercial distribution: entrepreneurship and business plan
    • 1.5. Introduction to the strategic business analysis


    • 2.1. Designing and selecting distribution channels
    • 2.2. Analysis of the relationships among businesses from the distribution channel: trade marketing
    • 2.3. Associations in commercial distribution. Franchises and purchasing
    • 2.4. New technologies in commercial distribution. Internet and electronic commerce
    • 2.5. The importance of logistics in Commercial Distribution


    • 3.1. Management skills: leadership, communication, negoziation, human resources
    • 3.2. Financial management of the company
    • 3.3. Information systems and markets research
    • 3.4. Consumer behaviour. Marketing of experiences and emotions
    • 3.5. Analysis of the investment decision
    • 3.6. Analysis of the financing decision
    • 3.7. The importance of Human Resources in Commercial Distribution


    • 4.1. Space management. Location and facilities of retail business
    • 4.2. Distribution network design
    • 4.3. Techniques, sales and trading
    • 4.4. Designing and planning the sale point: merchandising and category management
    • 4.5. Stock decissions and distributor's brand
    • 4.6. Pricing strategies
    • 4.7. Quality and customer service: service recovery strategies
    • 4.8. Integrated marketing communication in outlet companies
    • 4.9. Development of new products and services. Service innovation
    • 4.10. Internationalizing commercial distribution companies
    • 4.11. The model of shopping centers. Situation and future prospects


    • 5.1. Legal framework of commercial distribution: Competence. Contracts
    • 5.2. Commercial town-planning
    • 5.3. Condominiums
    • 5.4. Contracts: Contracts for Distribution
    • 5.5. General business conditions
    • 5.6. Codes of conduct
    • 5.7. The international sales contract
    • 5.8. Urban leases
    • 5.9. The consumer disciplinary proceedings
    • 5.10. Community Law for distribution
    • 5.11. Collective agreements
    • 5.12. Consumer law
    • 5.13. Retail trade
    • 5.14. The sole trader. Legal persons. Responsibility.
    • 5.15. Buying and selling as the focus of recruitment and contractual freedom


    • Ramón Areces Foundation Chair of Commercial Distribution

      Faculty of Economics and Enterprise

      Avenida del Cristo

      33006 OVIEDO (Asturias)

      Telephone: 628 30 77 64

      E-mail: catedrafarecesdc@uniovi.es

    Coordination :

    • Rodolfo Vázquez Casielles

      Telephone: 985 10 36 91

      E-mail: rvazquez@uniovi.es

      Office: Facultad de Economía y Empresa, Departamento de Administración de Empresas - Área de Comercialización e Investigación de Mercados. Avda. del Cristo s/n. 33006 Oviedo.

    • Eduardo Estrada Alonso

      Telephone: 98 525 62 63

      E-mail: Eduardo@estrada-alonso.com

      Office: Facultad de Derecho Departamento de Derecho Privado y de la Empresa – Área de Derecho Civil

    • Juan Trespalacios Gutiérrez

      Telephone: 985 10 36 92

      E-mail: jtrespa@uniovi.es

      Office: Facultad de Economía y Empresa Departamento de Administración de Empresas - Área de Comercialización e Investigación de Mercados Avda. del Cristo s/n, 33006 Oviedo

    • Mª José Sanzo Pérez

      Telephone: 985 10 28 24

      E-mail: mjsanzo@uniovi.es

      Office: Facultad de Derecho Departamento de Derecho Privado y de la Empresa – Área de Derecho Civil

    Other Websites of the Master's Degree: