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The 2004 ISMS Practice Prize Winner--Sales Territory Design: Thirty Years of Modeling and Implementation

Marketing science (Providence, R.I.), 2005-08, Vol.24 (3), p.313-331

2005

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Aligning Sales and Marketing to Enhance Customer Value and Drive Company Results

Kellogg on Marketing, 2012, p.373-392

2012

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An Allocation Model for Catalog Space Planning

Management science, 1979-02, Vol.25 (2), p.117-129

1979

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Analysis of New Product Diffusion Using a Four-Segment Trial-Repeat Model

Marketing science (Providence, R.I.), 1994-07, Vol.13 (3), p.224-247

1994

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The bounded interval generalized assignment model

Naval research logistics quarterly, 1980-12, Vol.27 (4), p.625-633

1980

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Breaking the Sales Force Incentive Addiction: A Balanced Approach to Sales Force Effectiveness

The Journal of personal selling & sales management, 2012-04, Vol.32 (2), p.171-186

2012

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Building a Winning Sales Force

Kellogg on Marketing, 2012, p.258-284

2012

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Building a Winning Sales Force: Powerful Strategies for Driving High Performance

1st ed., 2009

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Building a Winning Sales Force in B2B Markets: A Managerial Perspective

Handbook of Business-to-Business Marketing, 2012

2012

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Change Is Coming

Pharmaceutical Executive, 2009-07, Vol.29 (7), p.86

2009

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Change is coming: pharmaceutical companies must fine-tune their sales strategies to meet customers' needs in this rapidly evolving market

Pharmaceutical executive, 2009-07, Vol.29 (7), p.86

2009

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The Changing Environment of Selling and Sales Management

The Journal of personal selling & sales management, 2005-04, Vol.25 (2), p.105-111

2005

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The Channel Intermediary Selection Decision: A Model and an Application

Management science, 1986-09, Vol.32 (9), p.1114-1122

1986

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A computerized bank check collection vehicle routing system

Journal of bank research, 1977-10, Vol.8, p.148-158

1977

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A Direct Descent Binary Knapsack Algorithm

Journal of the ACM, 1978-04, Vol.25 (2), p.304-311

Zoltners, Andris A.

1978

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Features/computer-aided marketing: matching manpower and markets

B to B, 1988-09, Vol.73 (9), p.95

1988

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Getting Beyond "Show Me the Money": An Interview with Andris Zoltners

Harvard business review, 2015-04, Vol.93 (4), p.77

McGinn, Daniel

2015

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Global Sales Effectiveness Initiatives: What Works and What Does Not?

Journal of medical marketing, 2005-01, Vol.5 (1), p.19-26

2005

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Hiring and Training Sales Managers

Advisor Today, 2009-08, Vol.104 (8), p.61

2009

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Impact of Resource Allocation Rules on Marketing Investment-Level Decision and Profitability

Journal of marketing research, 1992-05, Vol.29 (2), p.162

1992

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Impact of Resource Allocation Rules on Marketing Investment-Level Decisions and Profitability

Journal of marketing research, 1992-05, Vol.29 (2), p.162

1992

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Impact of Resource Allocation Rules on Marketing Investment-Level Decisions and Profitability

Journal of marketing research, 1992-05, Vol.29 (2), p.162-175

1992

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Implicit enumeration based algorithms for postoptimizing zero-one programs

Naval research logistics quarterly, 1975-12, Vol.22 (4), p.791-809

1975

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INTEGER PROGRAMMING AND MANAGEMENT SCIENCE

ZOLTNERS, ANDRIS ALFRED

1973

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Integer Programming Models for Sales Resource Allocation

Management science, 1980-03, Vol.26 (3), p.242-260

1980

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The 2004 ISMS Practice Prize Winner--Sales Territory Design: Thirty Years of Modeling and Implementation

Aligning Sales and Marketing to Enhance Customer Value and Drive Company Results

An Allocation Model for Catalog Space Planning

Analysis of New Product Diffusion Using a Four-Segment Trial-Repeat Model

The bounded interval generalized assignment model

Breaking the Sales Force Incentive Addiction: A Balanced Approach to Sales Force Effectiveness

Building a Winning Sales Force

Building a Winning Sales Force: Powerful Strategies for Driving High Performance

Building a Winning Sales Force in B2B Markets: A Managerial Perspective

Change Is Coming

Change is coming: pharmaceutical companies must fine-tune their sales strategies to meet customers' needs in this rapidly evolving market

The Changing Environment of Selling and Sales Management

The Channel Intermediary Selection Decision: A Model and an Application

A computerized bank check collection vehicle routing system

A Direct Descent Binary Knapsack Algorithm

Features/computer-aided marketing: matching manpower and markets

Getting Beyond "Show Me the Money": An Interview with Andris Zoltners

Global Sales Effectiveness Initiatives: What Works and What Does Not?

Hiring and Training Sales Managers

Impact of Resource Allocation Rules on Marketing Investment-Level Decision and Profitability

Impact of Resource Allocation Rules on Marketing Investment-Level Decisions and Profitability

Impact of Resource Allocation Rules on Marketing Investment-Level Decisions and Profitability

Implicit enumeration based algorithms for postoptimizing zero-one programs

INTEGER PROGRAMMING AND MANAGEMENT SCIENCE

Integer Programming Models for Sales Resource Allocation

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