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Deva Rangarajan

Visiting Professor of Sales Management

Brings a passion for sales and years of experience to his teaching at Vlerick

Deva Rangarajan’s research focuses on how digital transformation can impact sales force effectiveness. He has worked with more than 30 companies – and is passionate about sharing his experience. In particular, he has deep insight into how companies going through a change process manage their sales and service offer, to get maximum effectiveness while remaining efficient.

In 2012, Deva won the IBM Faculty Award in the Sales and Marketing domain for his work on solution selling – a sales technique that focuses on offering solutions rather than highlighting product features.

Deva has a wealth of teaching experience. He was an associate professor at Vlerick for 14 years, before moving to Indiana, USA to join the faculty at Ball State University. He currently teaches at IÉSEG School of Management in Paris.

At Vlerick, Deva teaches sales on a number of our executive education programmes.

Who am I?

  • Visiting Professor at Vlerick Business School
  • Professor at IÉSEG School of Management, Paris
  • Doctor in Marketing at C. T. Bauer College of Business, University of Houston
  • Bachelor in Mechanical Engineering at University of Madras, India

My expertise

Customer experience management

Pricing

Managing the sales force

Servitisation of product companies

The move from product selling to solution selling

Marketing of services

Customer co-creation of services