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" The dollarization discipline : "
Jeffrey J. Fox, Richard C. Gregory.
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BL
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| Record Number
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1039489
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| Doc. No
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b793859
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| Main Entry
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Fox, Jeffrey J.,1945-
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| Title & Author
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The dollarization discipline : : how smart companies create customer value-- and profit from it /\ Jeffrey J. Fox, Richard C. Gregory.
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| Publication Statement
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Hoboken, N.J. :: Wiley,, ©2004.
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| Page. NO
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ix, 262 pages :: illustrations ;; 24 cm
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| ISBN
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0471659509
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: 9780471659501
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| Bibliographies/Indexes
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Includes bibliographical references and index.
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| Contents
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Getting started with dollarization -- Value is a number -- Why dollarize? -- After the bubble burst -- Dollarization and selling your price -- Dollarization and selling something new -- Shortening the sales cycle -- Dollarization to protect and keep business -- Removing doubt in the seller's mind -- Dollarization to get a prospect's attention -- Dollarization and channel partners -- Dollarization and selling services -- Dollarization and marketing communications -- Pricing new products -- Dollarizing and market segmentation -- Dollarization in consumer marketing -- Dollarization and the commodity myth -- Dollarization and new product direction -- The mechanics of dollarization -- How to dollarize any benefit -- Developing dollarization data -- Making dollarization work with the customer -- Constructing the customer value file -- The dollarization doctrine : ten rules for successful dollarization.
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| Abstract
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"The Dollarization Discipline shows organizations how to effectively communicate the economic value created by their products and services. Every day, good companies suffer because they create financial value for customers but aren't able to keep their fair share. This is because most marketers cannot fully articulate the value customers get from their products, and the argument falls to the lowest common denominator - price. The solution is an approach to sales and marketing that goes beyond articulating features and benefits, but calculates the monetary gain a customer receives in exchange for the price paid. This book offers step-by-step strategies for doing just that."
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"Dollarization is simple in theory but complicated in practice. Authors Fox and Gregory include charts, how-to-steps, and dozens of real-life examples featuring leading companies that illustrate important techniques and help you shape an effective marketing and selling strategy." "This book offers strategies and techniques that will interest CEOs, marketing VPs, field salespeople, and everyone in between. Salespeople will learn how to handle price objections, shorten sales cycles, protect business from competition, get appointments, and more. Marketing professionals will learn to apply Dollarization to new product pricing, market segmentation, even advertising and communications."--Jacket.
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Consumer satisfaction-- Evaluation.
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Marketing-- Management.
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Sales management.
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Value added.
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Consumer satisfaction-- Evaluation.
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Marketing-- Management.
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Sales management.
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Value added.
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| Dewey Classification
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658.8
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| LC Classification
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HF5415.15.F69 2004
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| Added Entry
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Gregory, Richard C.,1965-
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