Alejandro Benet-Zepf
Alejandro Teodoro Benet Zepf is a professor of Marketing and Sales Management with extensive experience in both academia and industry. He holds a PhD from the Universitat Politècnica de València, where his research focused on sales force control systems and their impact on individual and organizational performance, integrating the AMO (Abilities, Motivation, Opportunities) framework.
He has developed his academic career across several leading institutions, including the Universitat de València, Universitat Politècnica de València, ESIC Business School and EDEM Centro Universitario, accumulating over a decade of teaching experience in undergraduate, postgraduate and executive education programs. His teaching activity is strongly practice-oriented, combining academic rigor with real business applications, particularly in the fields of sales management, negotiation and commercial strategy.
In parallel, he has held senior management positions in different companies since 2001, gaining direct experience in decision-making processes, commercial management and strategic development in diverse sectors. This dual academic-professional profile allows him to bridge theory and practice effectively in the classroom.
His research interests focus on sales force control systems, sales performance, management control systems and commercial management, with several publications in academic journals and contributions to the literature on sales management. He is also the author of books on sales processes and sales team organization.
He teaches in Spanish and English, and has experience delivering courses in both languages. His academic work is complemented by continuous training in teaching methodologies and innovation in higher education.
He has developed his academic career across several leading institutions, including the Universitat de València, Universitat Politècnica de València, ESIC Business School and EDEM Centro Universitario, accumulating over a decade of teaching experience in undergraduate, postgraduate and executive education programs. His teaching activity is strongly practice-oriented, combining academic rigor with real business applications, particularly in the fields of sales management, negotiation and commercial strategy.
In parallel, he has held senior management positions in different companies since 2001, gaining direct experience in decision-making processes, commercial management and strategic development in diverse sectors. This dual academic-professional profile allows him to bridge theory and practice effectively in the classroom.
His research interests focus on sales force control systems, sales performance, management control systems and commercial management, with several publications in academic journals and contributions to the literature on sales management. He is also the author of books on sales processes and sales team organization.
He teaches in Spanish and English, and has experience delivering courses in both languages. His academic work is complemented by continuous training in teaching methodologies and innovation in higher education.
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