Commercial and Distribution Management (LGVR)
Cod: 61075
Department: DCSG
Scientific area: Management
Total working hours: 156
Total contact time: 15

Mastering the company's commercial and marketing strategies and policies;

Master the commercial action plan;

Knowing the distribution variable of the marketing-mix, in terms of logistics and distribution;

Formulate distribution strategies and policies;

Know the importance of transport, storage and point of sale chains in the relationship between producer, distributor and consumer.

1. The importance of the commercial role in the company

2. Planning and commercial strategy

3. Distribution and logistics

4. Distribution channels: importance and trends

5. Distribution Channel Planning


1. Rousseau, J. A. (2020). Manual de Distribuição (3ª Edição). Parede: Principia Editora.

2. Lowe, D. (2013). Commercial management – Theory and Practice. Chichester, United Kingdom: John Wiley and Sons, Ltd


Continuous assessment is privileged: 2 digital written documents (e-folios) during the semester (40%) and a final digital test, Global e-folio (e-folio G) at the end of the semester (60%). In due time, students can alternatively choose to perform one final exam (100%).