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Programmes
MBA Programmes
Acquire the necessary general management tools to give your career a whole new sense of direction.
Management Programmes
Long and short executive education courses for experienced professionals.
Customised Programmes
Partner with us to design and deliver a learning experience tailored to your organisation’s specific needs.
Masters Programmes
Discover your true potential with our world-class, action-oriented degree programmes.
Online Programmes
Online learning journeys with the complete Vlerick Business School experience.
Doctoral Programmes
Intensive part-time and full-time research programmes to acquire a PhD degree.
MBA
Full-Time MBA
Take your personal and professional development to the next level. Spend a year in thriving, international Brussels on our full-time MBA programme.
Executive MBA
Become a confident, capable and inspiring leader – and keep your career on track – with our flexible, part-time MBA programme in Brussels or Ghent.
Online MBA
With our flexible online MBA programme, you set the pace. Study from anywhere in the world – and turn your great career into an exceptional one.
Research & Faculty
Research in Action
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Doctoral Programmes
PhD students contribute strongly to our academic expertise and form an important community with impact.
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Our Expertise
Read more about our latest research findings via our management articles.
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The Vlerick library at your service: search our numerous academic and business databases.
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Contains the complete archive of research output written by Vlerick faculty and researchers
Management Domains
Management Domains
Discover how we can add value to your professional development and to your business.
Specific Industries
We have built expertise within 3 specific industries:
Energy
,
Healthcare
and
Financial Services
.
Core domains
Our strategic focus is on
Digital Transformation
and on
Entrepreneurship & Innovation
. Dive into our expertise.
Our Community
Academic Partnerships
Our Academic Partners support us to fulfil our mission of servicing companies through our high quality research.
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Vlerick Alumni, 22,000 alumni working in over 100 countries throughout the globe.
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Students
Useful information & links for prospective & current Masters students.
In-company projects
Facing a strategic challenge? Hire a team of students for an in-company project!
About Vlerick
About Vlerick
A leading international business school … with a difference! Discover why!
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Accreditations & Rankings
Quality of research & education, confirmed by the most eminent accreditation bodies.
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Meet our people: they drive our school spirit and are the reason for our success.
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Contact data of our different campuses and opening hours.
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Homepage
Research & Faculty
Research in Action
Research in Marketing & Sales
Vlerick Sales Expertise Centre
Activities
Article Summary Series
Activities
Article Summary Series
Digitization of selling activity and sales force performance
When should the customer really be king?
How sales strategy translates into performance
E-hubs: The new B2B marketplaces
Pricing superheroes: How a confident sales team can influence firm performance
Better B2B selling
Value-based selling: An organizational capability perspective
The end of solution sales
Selling into micromarkets
Match your sales force structure to your business life cycle
Major sales: Who really does the buying?
How to really motivate salespeople
The impact of strategic procurement practices on account management
Tiebreaker Selling
Purchasing must become supply selling
Breadth of a salesman
Making the consensus sale
Customer Value Propositions in Business Markets
Rethinking the Extraverted Sales Ideal
What separates the strongest salespeople from the weakest
Rethinking sales talent development practices
Better sales networks
Who’s your most valuable salesperson?
Dismantling the sales machine
Ending the war between Sales & Marketing
Motivating salespeople: what really works
The sales learning curve
Making the major sale
Article Summary Series
Articles:
Digitization of selling activity and sales force performance
When should the customer really be king?
How sales strategy translates into performance
E-hubs: The new B2B marketplaces
Pricing superheroes: How a confident sales team can influence firm performance
Better B2B selling
Value-based selling: An organizational capability perspective
The end of solution sales
Selling into micromarkets
Match your sales force structure to your business life cycle
Major Sales: Who really does the buying?
How to really motivate salespeople
The impact of strategic procurement practices on account management
Tiebreaker selling: How nonstrategic suppliers can help customers solve important problems
Purchasing must become supply selling: how managers can guard against materials disruptions by formulating a strategy for supply
Breadth of a salesman: Salesforces will have to create value, not just communicate it.
Making the consensus sale: you have to align all the decision makers.
Customer value propositions in business markets
Rethinking the Extraverted Sales Ideal: The Ambivert Advantage
What separates the strongest salespeople from the weakest
Rethinking sales talent development practices
Better sales networks
Who’s your most valuable salesperson?
Dismantling the sales machine
Ending the war between sales and marketing
Motivating salespeople: what really works
The sales learning curve
Making the major sale
Download in Pdf format
Digitization of selling activity and sales force performance
(Pdf)
When should the customer really be king?
(Pdf)
How sales strategy translates into performance
(Pdf)
E-hubs: The new B2B marketplaces
(Pdf)
Pricing superheroes: How a confident sales team can influence firm performance
(Pdf)
Better B2B selling
(Pdf)
Value-based selling: An organizational capability perspective
(Pdf)
The end of solution sales
(Pdf)
Selling into micromarkets
(Pdf)
Match your sales force structure to your business life cycle
(Pdf)
Major sales: Who really does the buying?
(Pdf)
How to really motivate salespeople
(Pdf)
The impact of strategic procurement practices on account management
(Pdf)
Tiebreaker selling: How nonstrategic suppliers can help customers solve important problems
(Pdf)
Purchasing must become supply selling: how managers can guard
(Pdf)
Breadth of a salesman: Salesforces will have to create value, not just communicate it.
(Pdf)
Making the consensus sale; you have to align all the decision makers.
(Pdf)
Customer Value Propositions in Business Markets
(Pdf)
Rethinking the Extraverted Sales Ideal: The Ambivert Advantage
(Pdf)
What separates the strongest salespeople from the weakest
(Pdf)
Rethinking sales talent development practices
(Pdf)
Better sales networks
(Pdf)
Who’s your most valuable salesperson?
(Pdf)
Dismantling the sales machine
(Pdf)
Ending the war between Sales and marketing
(Pdf)
Motivating salespeople: what really works
(Pdf)
The sales learning curve
(Pdf)
Making the major sale
(Pdf)
More info
Deva Rangarajan
Associate Professor of Sales
Skype
Deva
Profile
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Personal Blog
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Article Summary Series
Accreditations
& Rankings
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