1999 Distinguished Alumnus
Seven distinguished School of Science alumni returned to campus on April 23 to receive awards at a banquet hosted by Dean Morrison at University Inn and Conference Center.
Andris A. Zoltners is Professor of Marketing in the J. L. Kellogg Graduate School of Management at Northwestern University in Evanston, Illinois. His research interests are in the areas of sales force productivity enhancement and entrepreneurship. He is also managing director of ZS Associates, a global consulting firm dedicated to applying advanced methods to the solution of sales force productivity problems. Professor Zoltners consults with companies on sales force effectiveness, size and structure, and on allocating effort across products and markets. ZS Associates is also active in the development of new approaches for U.S. sales force productivity improvement.
Professor Zoltners has served as academic director of two Kellogg Executive Programs--Increasing Sales Force Productivity and Sales Force Incentive Planning: Compensating for Results. He is also the author of two books: The Fat Firm and The Sales Force Idea Book.
Zoltners received a B.S. in mathematics from the University of Miami, the M.S. in mathematics from Purdue, and the MSIA and Ph.D. in Industrial Administration from Carnegie Mellon University. Professor Zoltners is a member of the School of Science Dean's Advisory Council.
Dr. Zoltners accepted his award from department head Carl Cowen.