The Dollarization Discipline: How Smart Companies Create

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

How companies turn value-added into real profits
The Dollarization Discipline shows organizations and marketers how to effectively communicate the economic value created by their products and services. Too often, when companies compete using conventional sales and marketing approaches, they force customers to make financial decisions (how much to spend), based on non-financial arguments (product features and benefits). On this playing field, the company that can show true financial advantage in real dollars and cents wins every time. This book offers a step-by-step strategy for doing just that.
Every day, good companies suffer because they create value for customers but aren't able to keep their fair share. This is because most marketers can't fully explain 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 value a customer receives from a product or service. This enables the seller to price the product as a true reflection of its value-and also let's the seller prove it to the customer!
With real case studies and detailed, step-by-step guidance on effective dollarization, The Dollarization Discipline finally offers a practical, straightforward way for marketers and business leaders to prove the value of their "value-added."
Jeffrey J. Fox (Gilford, New Hampshire) is the founder and President of Fox & Company, Inc., a marketing consulting firm. Fox is also the author of the bestsellers How to Become a CEO, How to Become a Rainmaker, and How to Become a Great Boss. Richard C. Gregory (Farmington, Connecticut) is a Senior Consultant with Fox & Company.
Country USA
Brand Wiley
Manufacturer Wiley
Binding Hardcover
ItemPartNumber Illustrated
ReleaseDate 2004-08-20
UnitCount 1
EANs 9780471659501

Country	USA
Brand	Wiley
Manufacturer	Wiley
Binding	Hardcover
ItemPartNumber	Illustrated
ReleaseDate	2004-08-20
UnitCount	1
EANs	9780471659501

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

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