Learning corner

Welcome on our learning corner! Here we regularly post videos, books, articles that will help you understand Sales better! Check our page regularly for updates!

Sales Competition workshops
- Workshop 1 (5/11/2012): Professional selling: intro sales call
(Download the presentation or watch the video)

10 Tips on Sales
Check out this document where we give you 10 very practical tips when you want to proceed with a sales call!

Online books on Sales topics
Check out this webpage where you can download online books for free about sales topics.

Online information on Key Account Management
Check out this webpage where you can find interesting information on the topic of Key Account Management.

Tutorial videos for master students
To prepare you for a real-life sales situation we have made a series of tutorial videos where Prof. Deva Rangarajan will share some best-practises with you. A must-see for everyone who is interested in sales!

Introduction video:


1)      Video 1: In this video the initial stages in gaining the attention of the prospect, along with gauging the personality-style of the prospect is explained.


2)      Video 2: In this video, the identification of the prospect needs, using the SPIN methodology is outlined.


3)      Video 3: In this video, the importance of presenting benefits, not product/solution features  to the prospect is discussed.


4)      Video 4: This video deals with the preferred method of closing a deal.


5)      Video 5: Aspects of verbal and non-verbal communication is mentioned in this video.


Tutorial videos for executive education

Video 1: watch Prof. Deva Rangarajan share his views on some of the problems that companies today face and a structured  approach that could help companies gain sustainable competitive advantage.


Video 2: The ability of an organization to deliver value to its customers depends on identifying key pain points in the customers routine activities. In this video, Prof. Deva Rangarajan elucidates a technique that is used to identify those pain points is discussed.


Video 3: While most organizations do a good job of creating value to their customers, only the better ones do a great job of communicating the additional value they bring to the customer. In this video, Prof. Deva Rangarajan talks about the building blocks of a successful value proposition/unique selling proposition.


Video 4: In this video, Prof. Deva Rangarajan elaborates on the Gaps model of Service quality as put forth by Prof. Zeithaml, Prof. Parasuram, and Prof. Berry and why it is critical to deliver on the promises made to the customer.



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