Building a Winning Sales Force

Andris A. Zoltners (Evanston, IL) is a professor of marketing at the Kellogg School of Management at Northwestern University. Prabhakant Sinha (Chicago, IL) is Co-Chairman of ZS Associates, a global sales effectiveness and marketing consulting firm founded by Zoltners and Sinha in 1983. Andy and Prabha are the coauthors of "The Complete Guide to Sales Force Incentive Compensation" (978-0-8144-7324-5) and " The Complete Guide to Accelerating Sales Force Performance " (978-0-8144-0650-2). Sally E.Lorimer (Northville, MI) is a sales and marketing consultant and business writer.