Deva Rangarajan

Profile

Professor Rangarajan is Professor and Partner at Vlerick Business School. He holds a PhD in Marketing (C. T. Bauer College of Business, University of Houston) and a Bachelor's degree in Mechanical Engineering (University of Madras). In 2003 he was awarded "the AMA Sales SIG Doctoral Dissertation Award" by the Direct Selling Educational Foundation and "the Direct Selling Educational Foundation Award for Doctoral Research" at the National Conference in Sales Management. His research interests focus on sales team composition, sales team effectiveness and sales team learning. In 2012  Deva  was granted the IBM Faculty Award in the expertise domain of Sales and Marketing for his work on sales especially focusing on solution selling. This sales technique focuses on offering solutions rather than highlighting the product features.

 

Expert in
Sales Team Learning
Marketing & Sales
Customer Experience Management
Servitisation of Product Companies
The move from Product Selling to Solution Selling
Managing the Sales Force
Marketing of Services
Pricing
Customer Co-creation of Services