Andy Zoltners


Andris A. Zoltners, Founder and Co-Chairman 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.

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