{"product_id":"the-dollarization-discipline-9780471659501","title":"The Dollarization Discipline","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eHow companies turn value-added into real profits\u003cbr\u003e 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.\u003cbr\u003e 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 ca\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003ePreface.  \u003cp\u003eIntroductory Notes.\u003c\/p\u003e \u003cp\u003eSECTION 1: INTRODUCTION TO DOLLARIZATION.\u003c\/p\u003e \u003cp\u003eChapter 1. Getting Started with Dollarization.\u003c\/p\u003e \u003cp\u003eChapter 2. Value Is a Number.\u003c\/p\u003e \u003cp\u003eChapter 3. Why Dollarize?\u003c\/p\u003e \u003cp\u003eChapter 4. After the Bubble Burst.\u003c\/p\u003e \u003cp\u003eSECTION 2: DOLLARIZATION AND SELLING.\u003c\/p\u003e \u003cp\u003eChapter 5. Dollarization and Selling Your Price.\u003c\/p\u003e \u003cp\u003eChapter 6. Dollarization and Selling Something New.\u003c\/p\u003e \u003cp\u003eChapter 7. Shortening the Sales Cycle.\u003c\/p\u003e \u003cp\u003eChapter 8. Dollarization to Protect and Keep Business.\u003c\/p\u003e \u003cp\u003eChapter 9. Removing Doubt in the Seller’s Mind.\u003c\/p\u003e \u003cp\u003eChapter 10. Dollarization to Get a Prospect’s Attention.\u003c\/p\u003e \u003cp\u003eChapter 11. Dollarization and Channel Partners.\u003c\/p\u003e \u003cp\u003eChapter 12. Dollarizing and Selling Services.\u003c\/p\u003e \u003cp\u003eSECTION 3: DOLLARIZATION AND MARKETING.\u003c\/p\u003e \u003cp\u003eChapter 13. Dollarization and Marketing Communications.\u003c\/p\u003e \u003cp\u003eChapter 14. Pricing New Products.\u003c\/p\u003e \u003cp\u003eChapter 15. Dollarization and Market Segmentation.\u003c\/p\u003e \u003cp\u003eChapter 16. Dollarization in Consumer Marketing.\u003c\/p\u003e \u003cp\u003eChapter 17. Dollarization and the Commodity Myth.\u003c\/p\u003e \u003cp\u003eChapter 18. Dollarization and New Product Direction.\u003c\/p\u003e \u003cp\u003eSECTION 4: DOLLARIZATION TECHNIQUES.\u003c\/p\u003e \u003cp\u003eChapter 19. The Mechanics of Dollarization.\u003c\/p\u003e \u003cp\u003eChapter 20. How to Dollarize Any Benefit.\u003c\/p\u003e \u003cp\u003eChapter 21. Developing Dollarization Data.\u003c\/p\u003e \u003cp\u003eChapter 22. Making Dollarization Work with the Customer.\u003c\/p\u003e \u003cp\u003eChapter 23. Constructing the Customer Value File.\u003c\/p\u003e \u003cp\u003eAppendix: The Dollarization Doctrine: Ten Rules to Successful Dollarization.\u003c\/p\u003e \u003cp\u003eNotes.\u003c\/p\u003e \u003cp\u003eIndex.\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49402650034519,"sku":"9780471659501","price":24.64,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780471659501.jpg?v=1730481112","url":"https:\/\/bookcurl.com\/products\/the-dollarization-discipline-9780471659501","provider":"Book Curl","version":"1.0","type":"link"}