Research Catalog

Title

The dollarization discipline : how smart companies create customer value-- and profit from it / Jeffrey J. Fox, Richard C. Gregory.

Author

Fox, Jeffrey J., 1945-

Publication

Hoboken, N.J. : Wiley, c2004.

Supplementary Content

Publisher description

Items in the Library & Off-site

Details

Additional Authors

Gregory, Richard C., 1965-

Description

ix, 262 p. : ill.; 24 cm.

Subjects

• Marketing > Management
• Value added
• Consumer satisfaction > Evaluation
• Sales management

Bibliography (note)

• Includes bibliographical references and index.

Contents

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.

Call Number

JBE 04-2022

ISBN

0471659509

LCCN

2004007665

OCLC

54974636

Author

Fox, Jeffrey J., 1945-

Title

The dollarization discipline : how smart companies create customer value-- and profit from it / Jeffrey J. Fox, Richard C. Gregory.

Imprint

Hoboken, N.J. : Wiley, c2004.

Bibliography

Includes bibliographical references and index.

Connect to:

Publisher description

Table of contents

Added Author

Gregory, Richard C., 1965-

Research Call Number

JBE 04-2022