The dollarization discipline : how smart companies create customer value-- and profit from it /

The dollarization discipline : how smart companies create customer value-- and profit from it /

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Bibliographic Details
Author / Creator:	Fox, Jeffrey J., 1945-
Imprint:	Hoboken, N.J. : Wiley, c2004.
Description:	ix, 262 p. : ill. ; 24 cm.
Language:	English
Subject:	Marketing -- Management. Sales management. Value added. Consumer satisfaction -- Evaluation. Consumer satisfaction -- Evaluation. Marketing -- Management. Sales management. Value added.
Format:	Print Book
URL for this record:	http://pi.lib.uchicago.edu/1001/cat/bib/5616821

Hidden Bibliographic Details
Other authors / contributors:	Gregory, Richard C., 1965-
ISBN:	0471659509
Notes:	Includes bibliographical references and index.

Table of Contents:

Preface
Introductory Notes
Section 1. Introduction to Dollarization
Chapter 1. Getting Started with Dollarization
Chapter 2. Value Is a Number
Chapter 3. Why Dollarize?
Chapter 4. After the Bubble Burst
Section 2. Dollarization and Selling
Chapter 5. Dollarization and Selling Your Price
Chapter 6. Dollarization and Selling Something New
Chapter 7. Shortening the Sales Cycle
Chapter 8. Dollarization to Protect and Keep Business
Chapter 9. Removing Doubt in the Seller's Mind
Chapter 10. Dollarization to Get a Prospect's Attention
Chapter 11. Dollarization and Channel Partners
Chapter 12. Dollarizing and Selling Services
Section 3. Dollarization and Marketing
Chapter 13. Dollarization and Marketing Communications
Chapter 14. Pricing New Products
Chapter 15. Dollarization and Market Segmentation
Chapter 16. Dollarization in Consumer Marketing
Chapter 17. Dollarization and the Commodity Myth
Chapter 18. Dollarization and New Product Direction
Section 4. Dollarization Techniques
Chapter 19. The Mechanics of Dollarization
Chapter 20. How to Dollarize Any Benefit
Chapter 21. Developing Dollarization Data
Chapter 22. Making Dollarization Work with the Customer
Chapter 23. Constructing the Customer Value File
Appendix. The Dollarization Doctrine: Ten Rules to Successful Dollarization
Notes
Index