Professor
of Marketing
Kellogg School of Management
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andy.zoltners@zsassociates.com
Andris Zoltners joined the
Kellogg School of Management's Department of Marketing
in 1976 after spending three years on the faculty of the University
of Massachusetts. His teaching interests are in strategic marketing
planning, sales force management and marketing models. He teaches
sales force productivity for the Center.
Zoltners combines teaching and
research with partnership in ZS Associates, a consulting firm which
uses computer-based technologies to determine how much a business
should spend on marketing, how to allocate marketing resources,
how to establish incentive plans for sales forces, and how to measure
and evaluate the productivity of a sales force. The implementation
of these technologies for health care, consumer and industrial companies
has added several hundreds of millions of dollars to the profits
of these firms.
Zoltners received his B.S. in
mathematics from the University of Miami and an M.S. in mathematics
from Purdue University. He earned an M.S.I.A. and Ph.D. in industrial
administration at Carnegie-Mellon University.
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