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!
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!
Tutorial videos for executive education
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.