로그인회원가입장바구니고객센터마이페이지회사소개
kangcom
전체
Home >   >   > 

The Dollarization Discipline: How Smart Companies Create Customer Value...and Profit from It

   
지은이 Jeffrey J. Fox   |   출판사 WILEY  |   발행일 2004년 09월 03일   |   언어 : English
 
클릭하시면 큰 도서이미지를 보실 수 있습니다.
판매가 53,200원41,500원 22%
마일리지 1% 530원
발행일 2004-09-03 | 중량: 0.57 kg | 사이즈: 15.3*23.6*2.5 cm
ISBN 0471659509 | 9780471659501
기타정보 원서 | 272쪽 | $ 38 | Hardcover
예상입고일 7~12일 소요예정 (근무일기준)
배송비 무료배송
    정가, 판매가는 항공 운임료 포함
재무
   
도서재고 미국 실시간 현지재고 - Indiana : 0 권, Tennessee : 116 권
주의사항
  • - 현지사정에 의해 지연, 품절 될 수 있습니다.
  • - 해외주문원서는 취소 및 반품이 불가능합니다.(단, 파본이나 오발송은 제외 입니다.)
  • - 수입절차/입고소요기간 자세히
  •  

    Jeffrey Fox introduced the concept of Dollarization in his bestselling books How to Become a Rainmaker and How to Become a Marketing Superstar. Now, he and Rick Gregory present this compelling, effective principle in full detail so you can apply it to your business.

    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.

    Dollarization is simple in theory but complicated in practice. Authors Fox and Gregory include helpful 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.

    Successful companies prosper by discovering howtheir customers make money and then aligning resources to help those customers make more money. Dollarization is a core discipline that enables firms to put this strategy into practice. With this book, Fox and Gregory include the step-by-step guidance you need to make Dollarization the foundation of your business strategy.

    If you believe your company is under-compensated for the real value it delivers to customers, this book will help. Packed with practical advice and real-world wisdom, The Dollarization Discipline presents all the tools and techniques businesses need to turn their value-added into real money.

    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.

    JEFFREY J. FOX is the author of the Wall Street Journal and New York Times bestseller How to Become a CEO. He is also the founder and President of Fox & Company, Inc., a management consulting firm that specializes in marketing strategy development and sales effectiveness.

    RICHARD C. GREGORY is a Senior Consultant with Fox & Company. He leads Fox’s Dollarization Consulting and Training practice, which helps clients develop innovative approaches to articulating and quantifying the value they deliver to their customers.

    등록된 서평이 없습니다.
     
    전체평균(0)
    회원평점   회원서평수 0
    Jeffrey J. Fox 의 최근 저서
     
    Rain: What a Paperboy Learned about Business
    11,200원
    (20%↓+1%)
     
    The Transformative CEO: Impact Lessons from Industry Game Changers
    11,200원
    (20%↓+1%)
     
    How to Be a Fierce Competitor: What Winning Companies and Great Managers Do in Tough Times
    11,200원
    (20%↓+1%)
     
    How to Be a Fierce Competitor
    20,900원
    (25%↓+1%)
     
    The Transformative CEO: Game-Changing Strategies for Leading Your Company to Growth and Innovation
    56,000원
    (20%↓+1%)
     
    WILEY 출판사의 신간
    Applications of Computational Intelligence in Data-Driven Trading
    Cris Doloc 저
    62,200원
    (26%↓+1%)
     
    Top Stocks 2020
    Martin Roth 저
    21,800원
    (26%↓+1%)
     
    Advance: The How-To Guide for Your Career
    Gary Burnison 저
    26,900원
    (26%↓+1%)
     
    Entrepreneurship
    Corbett 저
    89,500원
    (22%↓+1%)
     
    Managing and Using Information Systems: A Strategic Approach
    Keri E. Pearlson 저
    142,800원
    (22%↓+1%)
     
    이메일주소수집거부