Dr. Eli Jones

Dr. Eli Jones is the Dean of Mays Business School at Texas A&M University and holder of the Peggy Pitman Mays Eminent Scholar Chair in Business. Prior to his current position, Dr. Jones was the Dean of the Sam M. Walton College of Business at the University of Arkansas and holder of the Sam M. Walton Leadership Chair in Business from 2012- 2015.

He was formerly the Dean of LSU’s E. J. Ourso College of Business and the E. J. Ourso Distinguished Professor of Business. Before becoming Dean, Dr. Jones served as Associate Dean for Executive Education Programs, and prior to that, Executive Director of the Sales Excellence Institute at the University of Houston. He has been a Visiting Professor at Vlerick Leuven Gent Management School in Belgium, at Cornell’s School of Hotel Administration, and at the Tuck School of Management, Dartmouth; and has been a member of the Duke Corporate Education Global Learning Resource Network since 2005.

Dr. Jones has designed corporate training courses and has taught senior and mid-level executives on leadership, sales strategies, and customer relationship management in Belgium, Dubai, France, Hong Kong, India, Malaysia, Mexico, Trinidad, United Kingdom and in the United States. He also is a Corporate Speaker and speaks on internal and external motivation of salespeople, selling strategies, Customer Relationship Management, and sales force leadership.

Dr. Jones has held significant leadership positions throughout his career. Before becoming a professor, he worked in sales and sales management for three Fortune 100 companies: Quaker Oats, Nabisco and Frito-Lay.  Positions held include key account manager, key account executive (responsible for two of the Top 25 accounts in the U.S.), zone sales planning manager (responsible for sales in three states), sales manager, and zone sales manager designate. Recently, he was appointed to the Boards of Trustees of Invesco’s open and closed-end funds.

He has received Excellence in Teaching awards on the university, national, and international levels. In August 2008 and again in August 2011, he was honored with the KPMG PhD Project Marketing Doctoral Students Association Leadership and Service Award and, in March 2009, he was named a 2009 Mays Business School Outstanding Doctoral Alumnus. He taught strategic selling, advanced professional selling, key accounts selling, sales leadership, and marketing strategy at the undergraduate and MBA levels, and a Ph.D. seminar on marketing strategy.

Widely published in major marketing journals, he is also the co-author of Selling ASAP: Art, Science, Agility, Performance, Strategic Sales Leadership: BREAKthrough Thinking for BREAKthrough Results, and the professional edition of Selling ASAP. Recognized for innovative research and creative scholarship, Dr. Jones is the recipient of LSU’s 2009 Rainmakers award, acknowledging faculty who demonstrate exceptional academic productivity.  Jones’ research is primarily focused on issues related to the changing sales force—sales force diversity, sales force change management and sales force technology adoption and performance, salesperson motivation, and buyer-seller relationships. He has been featured in several national publications, including Sales & Marketing Management, Selling Power, Biz Ed, Business 2.0, the Greater Baton Rouge Business Report, Arkansas Business, and the New York Times. He earned his undergraduate, MBA, and Ph.D. degrees from Texas A&M University.

The Art of Professional Selling