Publications
ZS Articles & Reports
View the complete library of ZS Articles & Reports, where you can find abstracts and request copies of many of our articles.
The Sales Force Series from ZS Associates
ZS Founders and Co-Chairmen, sales force experts Andris Zoltners and Prabhakant Sinha, have authored a series of books on building successful sales organizations. The fourth book in the series, Building a Winning Sales Force, was published by Amacom Books in March 2009.
The Complete Guide to Sales Force Incentive Compensation
–How to Design and Implement Plans That Work
by Andris A. Zoltners, Prabhakant Sinha, and Sally Lorimer
The latest sales force guide from ZS Co-Chairmen Zoltners and Sinha focuses on the incentive compensation decisions essential to building a motivated, highly effective sales force. Published by Amacom Books (American Management Association), August 2006. Learn more...
"Rich with real examples and analysis, this is the best book I have seen..."
"... not just a 'must read,' it is a 'must act upon' if you want to improve your bottom line."
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Sales Force Design for Strategic Advantage
by Andris A. Zoltners, Prabhakant Sinha, and Sally Lorimer
The second in the sales force series from ZS Co-Chairmen Zoltners and Sinha is a unique sourcebook for strategic sales force planning and management. Published by Palgrave Macmillan, August 2004. Learn more...
"Filled with sensible advice and strategic insights, all brought alive by numerous case illustrations... blending strategy with pragmatic tools..."
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The Complete Guide to Accelerating Sales Force Performance
by Andris A. Zoltners, Prabhakant Sinha, and Greggor Zoltners
The first book in the sales force series from ZS Co-Chairmen Zoltners and Sinha. Published 2001 by Amacom Books (American Management Association) Learn More...
"A checklist for sound thinking, this book should be found in the bookcase of anyone who wants to make a mark on sales forces in the 21st Century."
Also from ZS Associates
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Forecasting for the Pharmaceutical Industry
–Models for New Product and In-Market Forecasting and How to Use Them
by Arthur G. Cook
This highly pragmatic book explains the basis of a successful balanced forecast for pharmaceutical products in development as well as currently marketed products. Published by Gower, October 2006. Learn more...
ZS Insights B2B
–Sales & Marketing Insights
This quarterly e-journal provides leading-edge perspectives on some of today's most challenging issues in B2B sales and marketing strategy, operations, and execution. Each issue focuses on one salient topic, with articles available for easy download. We believe corporate practitioners will find ZS Insights B2B a provocative and valuable resource, and invite you to subscribe. Subscribe to ZS Insights B2B...