ZS Whitepapers, Videos and Case Studies

Building a Winning Sales Management Team: The Force Behind the Sales Force

The first of its kind, ZS founders' new book offers pragmatic insights and examples that will help organizations nurture successful sales managers and improve productivity.

The Price of Global Health

This is the first book of its kind: an in-depth but straightforward exploration of the pharmaceutical pricing strategy process, its underlying market access, general business and ethical considerations, and its implications for payers, physicians and patients.

Building a Winning Sales Force

Combining strategic insight with pragmatic advice, Building a Winning Sales Force provides current and aspiring sales leaders with innovative yet practical solutions to many of the most common issues faced by today’s sales organizations.

The Complete Guide to Sales Force Incentive Compensation

A well-designed and implemented incentive program is a powerful tool for building a motivated, highly effective sales force that delivers outstanding results. This book offers a practical, accessible, detailed road map for building a compensation system that gets it right.

Sales Force Design for Strategic Advantage

This is the second book in the sales force series by ZS Co-Chairmen Andy Zoltners and Prabha Sinha. Bringing together a depth of experience, theory, insight and detail, this is a sourcebook for sales executives and managers with responsibility for strategic sales force planning and management.

The Complete Guide to Accelerating Sales Force Performance

This is the first book in the sales force series by ZS Co-Chairmen Andy Zoltners and Prabha Sinha. The book is a practical, hands-on guide to sales management and a must-have for every sales professional who wants to be on the cutting edge of critical strategic thinking for sales force management.

Forecasting for the Pharmaceutical Industry–Models for New Product and In-Market Forecasting and How to Use Them

This highly pragmatic book explains the basis of a successful balanced forecast for pharmaceutical products in development as well as currently marketed products.

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Five Common - and Avoidable - Mistakes in Sales Force Design

New Sales Models for European Pharma: Building Partnerships in Solution Selling

ZS Interview: Why Medical Products Companies Should Experience the Customer Experience

ZS Interview: Customer Insights—the Building Blocks for Sales Force Transformation

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Building a Winning Sales Management Team: The Force Behind the Sales Force

The Price of Global Health

Building a Winning Sales Force

The Complete Guide to Sales Force Incentive Compensation

Sales Force Design for Strategic Advantage

The Complete Guide to Accelerating Sales Force Performance

Forecasting for the Pharmaceutical Industry–Models for New Product and In-Market Forecasting and How to Use Them

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Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer

Ed Schoonveld

Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer

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