Andris Zoltners
Andris Zoltners

Professor Emeritus of Marketing

Print Overview

Andris A. Zoltners, Founder of ZS Associates, is a Frederic Esser Nemmers Distinguished Professor Emeritus of Marketing at the Kellogg School of Management at Northwestern University, where he had been a faculty member for more than 30 years. In 1983, Professor Zoltners and former Kellogg colleague, Prabha Sinha, founded ZS Associates. The success of ZS was recognized by their induction into the Chicago Entrepreneurship Hall of Fame in 2005.

Professor Zoltners' areas of expertise are sales force strategy; sales force size, structure and deployment; sales force compensation; and sales force effectiveness. He has personally consulted for over 100 companies in over 20 countries. In addition to his consulting, he has spoken at numerous conferences and has taught sales force topics to several thousand Executive, M.B.A. and Ph.D. students. He has published more than 40 academic articles, edited two books on Marketing Models and has co-authored a series of books on sales force management.

Prior to joining the faculty at Kellogg, Professor Zoltners was a member of the Business School Faculty at the University of Massachusetts. He received his Ph.D. from Carnegie-Mellon University.

Areas of Expertise
Business to Business Markets
Distribution Channels
Marketing Strategy/Planning/Policy
Newspaper Management
Sales Force Management
Small Business Management

Print Vita
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

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.
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.
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.
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. How to Make Sales Force Mergers to Work. Financial Times.: 8-10.
Zoltners, Andris. 1998. Creating a Sales Force to be Reckoned With. Financial Times - Mastering Marketing.: 2-3.
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.
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. 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.
Zoltners, Andris. 1983. A Market Selection Model for Multiple End-Use Products. Journal of Marketing. 47(2): 76-88.
Zoltners, Andris. 1983. A Manpower Sizing and Resource Allocation Model for Commercial Lending. Journal of Bank Research. 14(2): 134-143.
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 and Prabhakant Sinha. 1983. Sales Territory Alignment: A Review And Model. Management Science. 29(11): 1237-1256.
Armstrong, Ronald D, Prabhakant Sinha and Andris Zoltners. 1982. The Multiple-Choice Nested Knapsack Model. Management Science. 28(1): 34-43.
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.
Zoltners, Andris. 1981. An Interactive Information System for Audit-Staff Assignment Decisions. Accounting Review. 61(4): 801-812.
Balachandran, Bala and Andris Zoltners. 1981. An Interactive Audit-Staff Scheduling Decision Support System. Accounting Review. 56(4): 801-812.
Zoltners, Andris. 1980. The Bounded Interval Generalized Assignment Problem. Naval Research Logistics Quarterly. 27(4): 625-633.
Zoltners, Andris. 1980. Marketing Decision Support Systems Are More Effective When They Incorporate Optimization and Assessment. Marketing News.
Zoltners, Andris and Prabhakant Sinha. 1980. Integer Programming Models for Sales Resource Allocation. Management Science. 26(3): 242-260.
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. 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 and Prabhakant Sinha. 1979. An Allocation Model for Catalog Space Planning. Management Science. 25(2): 117-129.
Zoltners, Andris. 1979. Models and Computer Software Can Help Make Sales Force Decisions. Marketing News.
Zoltners, Andris. 1979. Weighted Assignment Models and their Application. Management Science. 25(7): 683-696.
Sinha, Prabhakant and Andris Zoltners. 1979. The Multiple-Choice Knapsack Problem. Operations Research. 27(3): 503-515.
Zoltners, Andris. 1978. A Direct Descent Binary Knapsack Algorithm. Journal of the Association for Computing Machinery. 25(1): 304-311.
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. 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.
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.
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.
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.
Zoltners, Andris. "Equipos De Venta Exitosos." En Linea, Telefonica Empresas, May/June.
Zoltners, Andris. "Sales Force Culture Could Be the Key to Long-term Success." ZS Insight, February.
Zoltners, Andris. "The Drivers that Make Sales Teams Tick." Financial Times.
Sinha, Prabhakant and Andris Zoltners. "Matching Manpower and Markets." Business Marketing, September.
Zoltners, Andris and Prabhakant Sinha. "Sales-Force Byte: Computer-Aided Territory Design." Pharmaceutical Executive, October.
Sinha, Prabhakant and Andris Zoltners. "Sizing Up Your Sales Force: An Integrated Approach." Pharmaceutical Executive, September.
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
Executive Education
Maximizing Sales Force Performance

Formerly Accelerating Sales Force Performance

Put your sales force on the fast track to high-impact performance. Explore market-proven sales force management principles and how to apply them in practice through invigorating classroom discussion, peer interaction and world-class coaching from seasoned sales and marketing experts.

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