Andris Zoltners
Andris Zoltners

MARKETING
Professor Emeritus of Marketing

Print Overview
Andris A. Zoltners holds the Nemmers Professorship in Marketing at the Kellogg School of Management at Northwestern University, where he has been a member of the faculty for more than 30 years. Prior to this, he was a member of the Business School Faculty at the University of Massachusetts, and received his Ph.D. from Carnegie-Mellon University.

Professor Zoltners has written more than 40 academic articles, edited two books on Marketing Models and has co-authored a series of books on sales force management: Building A Winning Sales Force: Powerful Strategies for Driving High Performance (AMACOM, 2008), The Complete Guide to Sales Force Incentive Compensation – How to Design and Implement Plans That Work (AMACOM 2006), Sales Force Design for Strategic Advantage (PALGRAVE 2004), and The Complete Guide to Accelerating Sales Force Performance (AMACOM 2001). He is the co-author of the 2004 winning entry in the annual INFORMS Practice Prize Competition. The paper, “Sales Territory Design: Thirty Years of Modeling and Implementation,” appeared in the Summer 2005 issue of Marketing Science. Professor Zoltners has spoken at numerous conferences and has taught sales force topics to several thousand Executive, MBA and Ph.D. students. His latest article entitled “Sales Force Effectiveness: A Framework for Researchers and Practitioners” appeared in the Journal of Personal Selling & Sales Management special issue on Enhancing Sales Force Productivity (Spring 2008, Volume 28, Number 2).

In 1983, Professor Zoltners and former Kellogg colleague, Prabhakant Sinha, founded ZS Associates, a global management consulting firm specializing in sales and marketing strategy, operations and execution. ZS now serves clients worldwide with more than 1,000 people across 17 offices in North America, Europe and Asia. His areas of expertise are sales force strategy; sales force size, structure and deployment; sales force compensation; and sales force effectiveness. The success of ZS was recognized by Professor Zoltners’ induction into the Chicago Entrepreneurship Hall of Fame in 2005. He has personally consulted for over 100 companies in over 20 countries. In addition to his consulting, he is a frequent speaker on the topic of sales force effectiveness.



Areas of Expertise
Business to Business Markets
Distribution Channels
Entrepreneurship
Marketing Strategy/Planning/Policy
Newspaper Management
Sales Force Management
Small Business Management
Print Vita
Education
PhD, 1973, Industrial Administration, Carnegie Mellon University
MSIA, 1972, Industrial Administration, Carnegie Mellon University
MS, 1969, Mathematics, Purdue University
BS, 1967, Mathematics, University of Miami

Academic Positions
Professor of Marketing, Kellogg School of Management, Northwestern University, 1976-present
Professor of Marketing, University of Massachusetts, 1973-1976

 
Print Research
Research Interests
Sales force strategy, sales force effectiveness, sales force sizing, structure and resource allocation, sales force compensation

Articles
Zoltners, Andris, Prabhakant Sinha and Sally Lorimer. 2008. Sales Force Effectiveness: A Framework for Researchers and Practitioners**. Journal of Personal Selling & Sales Management. 28(2): 115-131.
Zoltners, Andris, Prabhakant Sinha and Sally Lorimer. 2006. Match Your Sales Force Structure to Your Business Life Cycle. Harvard Business Review. 84(7-8): 81-89.
Zoltners, Andris and Prabhakant Sinha. 2005. Sales Territory Design: Thirty Years of Modeling and Implementation. Marketing Science. 24(3): 313-331.
Sinha, Prabhakant and Andris Zoltners. 2005. Global Sales Effectiveness Initiatives: What Works and What Does Not?. Journal of Medical Marketing. 5(1): 19-26.
Jones, Eli, Steven P. Brown, Andris Zoltners and Barton A. Weitz. 2005. The Changing Environment of Selling and Sales Management. Journal of Personal Selling & Sales Management. 25(2): 105-111.
Rouzies, Dominique, Erin Anderson, Ajay K. Kohli, Ronald E. Michaels, Barton A. Weitz and Andris Zoltners. 2005. Sales and Marketing Integration: A Proposed Framework. Journal of Personal Selling & Sales Management. 25(2): 113-122.
Sinha, Prabhakant and Andris Zoltners. 2001. Sales-Force Decision Models: Insights from 25 Years of Implementation. Interfaces. 31(3): S8-S44.
Zoltners, Andris and Sally Lorimer. 2000. Sales Territory Alignment: An Overlooked Productivity Tool. Journal of Personal Selling & Sales Management. 20(3): 139-150.
Sinha, Prabhakant and Andris Zoltners. 1999. Readying the Medical Sales Force for E-World Strategies. Medical Industry Information Report.
Zoltners, Andris. 1998. Creating a Sales Force to be Reckoned With. Financial Times - Mastering Marketing Section.: 2-3.
Zoltners, Andris. 1998. How to Make Sales Force Mergers to Work. Financial Times.: 8-10.
Hahn, Minhi, Sehoon Park, Lakshman Krishnamurthi and Andris Zoltners. 1994. Analysis of New Product Diffusion Using a Four-Segment Trial-Repeat Model. Marketing Science. 13(3): 224-247.
Mantrala, Murali K., Prabhakant Sinha and Andris Zoltners. 1994. Structuring a Multiproduct Sales Quota-Bonus Plan for a Heterogeneous Sales Force: A Practical Model-based Approach. Marketing Science. 13(2): 121-144.
Mantrala, Murali K., Prabhakant Sinha and Andris Zoltners. 1992. Impact of Resource Allocation Rules on Marketing Investment-Level Decisions and Profitability. Journal of Marketing Research. 29(2): 162-175.
Rangaswamy, Arvind, Prabhakant Sinha and Andris Zoltners. 1990. An Integration Model-Based Approach for Sales Force Structuring. Marketing Science. 9(4): 279-298.
Rangan, V. Kasturi, Andris Zoltners and Robert J. Becker. 1986. The Channel Intermediary Selection Decision: A Model and an Application. Management Science. 32(9): 1114-1122.
Armstrong, Ronald D., D. S. Kung, Prabhakant Sinha and Andris Zoltners. 1983. A Computational Study of a Multiple-Choice Knapsack Algorithm. ACM Transactions on Mathematical Software. 9(2)
Zoltners, Andris. 1983. A Manpower Sizing and Resource Allocation Model for Commercial Lending. Journal of Bank Research. 14(2): 134-143.
Zoltners, Andris. 1983. A Market Selection Model for Multiple End-Use Products. Journal of Marketing. 47(2): 76-88.
Zoltners, Andris and Prabhakant Sinha. 1983. Sales Territory Alignment: A Review And Model. Management Science. 29(11): 1237-1256.
Sinha, Prabhakant and Andris Zoltners. 1982. Integer Programming Model and Algorithmic Evolution: A Case From Sales Resource Allocation. TIMS Studies in Management Sciences. 18: 99-116.
Armstrong, Ronald D., Prabhakant Sinha and Andris Zoltners. 1982. The Multiple-Choice Nested Knapsack Model. Management Science. 28(1): 34-43.
Balachandran, Bala and Andris Zoltners. 1981. An Interactive Audit-Staff Scheduling Decision Support System. Accounting Review. 56(4): 801-812.
Zoltners, Andris. 1981. An Interactive Information System for Audit-Staff Assignment Decisions. Accounting Review. 61(4): 801-812.
Zoltners, Andris. 1980. The Bounded Interval Generalized Assignment Problem. Naval Research Logistics Quarterly. 27(4): 625-633.
Zoltners, Andris and Prabhakant Sinha. 1980. Integer Programming Models for Sales Resource Allocation. Management Science. 26(3): 242-260.
Zoltners, Andris. 1980. Marketing Decision Support Systems Are More Effective When They Incorporate Optimization and Assessment. Marketing News.
Zoltners, Andris. 1979. Sales Territory Design: An Integrated Approach. Management Science. 22(3): 1237-1256.
Zoltners, Andris. 1979. Pricing the Product Line During Periods of Scarcity. Journal of Marketing. 43(3): 49-59.
Zoltners, Andris. 1979. Weighted Assignment Models and their Application. Management Science. 25(7): 683-696.
Zoltners, Andris and Prabhakant Sinha. 1979. An Allocation Model for Catalog Space Planning. Management Science. 25(2): 117-129.
Zoltners, Andris, Prabhakant Sinha and Philip S. C. Chong. 1979. An Optimal Algorithm for Sales Representative Time Management. Management Science. 25(12): 1197-1207.
Zoltners, Andris. 1979. Models and Computer Software Can Help Make Sales Force Decisions. Marketing News.
Sinha, Prabhakant and Andris Zoltners. 1979. The Multiple-Choice Knapsack Problem. Operations Research. 27(3): 503-515.
Sinha, Prabhakant and Andris Zoltners. 1978. A Mathematical Programming System for Preference and Compatibility Maximized Menu Planning and Scheduling. Mathematical Programming. 15(1): 63-76.
Zoltners, Andris. 1978. A Direct Descent Binary Knapsack Algorithm. Journal of the Association for Computing Machinery. 25(1): 304-311.
Zoltners, Andris. 1977. A Computerized Bank Check Collection Vehicle Routing System. Journal of Bank Research. 8(3): 148-158.
Zoltners, Andris. 1976. Integer Programming Models for Sales Territory Alignment to Maximize Profit. Journal of Marketing Research. 13(4): 426-430.
Zoltners, Andris. 1976. Some Easy Postoptimality Analysis for Zero-One Programming. Management Science. 22(7): 759-765.
Zoltners, Andris. 1975. Implicit Enumeration Based Algorithms for Postoptimizing Zero-One Programs. Naval Research Logistics Quarterly. 22(4): 791-809.
Zoltners, Andris. 1975. Intersection Cuts from Outer Polars of Truncated Cubes. Naval Research Logistics Quarterly. 22(3): 447-496.
Zoltners, Andris. 1974. A National Planning Model for Determining an Optimal Distribution of Petroleum Products. Rivista Internazionale Di Scienze Economiche e Commerciali. 21(7): 647-657.
Zoltners, Andris. 1972. An Extension of the 'Lock-Box Location Problem'. Journal of Bank Research. 2(4)
Zoltners, Andris. 1972. The Corporate Payment Problem. Journal of Bank Research. 3(1): 47-53.
Book Chapters
Zoltners, Andris, Prabhakant Sinha and Greggor Zoltners. 2001. "The Successful Selling Organization." In Kellogg on Marketing, edited by Dawn Iacobucci, 366-385. New York, NY: John Wiley & Sons.
Zoltners, Andris. 1981. "Normative Marketing Models." In Marketing Decision Models [edited by R Schultz], 55-76.
Zoltners, Andris. 1980. "Models and Software for Sales Force Decisions." In Proceedings of ORSA/TIMS Special Interest Conference on Market Measurement and Analysis [edited by R Leone].
Zoltners, Andris. 1979. "A Unified Approach to Sales Territory Alignment." In Sales Management: New Development from Behavioral and Decision Model Research, edited by R. Bagozzi, 360-376. Cambridge, MA: Marketing Science Institute.
Zoltners, Andris. 1976. "A Linear Programming Model for Determining an Optimal Regional Distribution of Petroleum Products." In Lecture Notes in Economics and Mathematical Systems: Energy, Regional Science, and Public Policy, edited by M. Chatterji and P. Van Rompuy, 119-135. Springer-Verlag.
Monroe, Kent, Shyam Sunder and Andris Zoltners. 1976. "A Multi-Period Integer Programming Approach to the Product Mix-Problem." In Proceedings of the Fall Educator's Conference, 493-497. American Marketing Association.
Other
Zoltners, Andris. "Sales Force Culture Could Be the Key to Long-term Success." ZS Insight, February.
Zoltners, Andris. "Equipos De Venta Exitosos." enlinea, Telefonica Empresas, May/June.
Zoltners, Andris. "The Drivers that Make Sales Teams Tick." Financial Times.
Zoltners, Andris and Prabhakant Sinha. "Sales-Force Byte: Computer-Aided Territory Design." Pharmaceutical Executive, October.
Sinha, Prabhakant and Andris Zoltners. "Matching Manpower and Markets." Business Marketing, September.
Sinha, Prabhakant and Andris Zoltners. "Sizing Up Your Sales Force: An Integrated Approach." Pharmaceutical Executive, September.
Books
Zoltners, Andris, Prabhakant Sinha and Sally Lorimer. 2009. Building a Winning Sales Force: Powerful Strategies for Driving High Performance. New York, NY: AMACOM.
Zoltners, Andris, Prabhakant Sinha and Sally Lorimer. 2006. The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans That Work. New York, NY USA: AMACOM.
Zoltners, Andris, Prabhakant Sinha and Sally Lorimer. 2004. Sales Force Design for Strategic Advantage. UK: Palgrave Macmillan.
Zoltners, Andris, Prabhakant Sinha and Greggor Zoltners. 2001. The Complete Guide to Accelerating Sales Force Performance. New York, NY: AMACOM.
Zoltners, Andris, Prabhakant Sinha and Stuart J. Murphy. 1997. The Fat Firm. New York, NY: McGraw Hill.
Zoltners, Andris. 1982. Marketing Planning Models. Elsevier North-Holland Inc..
Zoltners, Andris. 1981. Marketing Decision Models. Elsevier North-Holland Inc..

 
Print Teaching
Teaching Interests
Sales force management