000284048 000__ 02055pam\a22003374a\45\0 000284048 001__ 284048 000284048 005__ 20210513104958.0 000284048 008__ 040405s2004\\\\njua\\\\\b\\\\001\0\eng\\ 000284048 010__ $$a 2004007665 000284048 020__ $$a0471659509 000284048 035__ $$a(OCoLC)ocm54974636 000284048 035__ $$a284048 000284048 040__ $$aDLC$$cDLC 000284048 042__ $$apcc 000284048 049__ $$aISEA 000284048 05000 $$aHF5415.15$$b.F69 2004 000284048 08200 $$a658.8$$222 000284048 1001_ $$aFox, Jeffrey J.,$$d1945- 000284048 24514 $$aThe dollarization discipline :$$bhow smart companies create customer value-- and profit from it /$$cJeffrey J. Fox, Richard C. Gregory. 000284048 260__ $$aHoboken, N.J. :$$bWiley,$$cc2004. 000284048 300__ $$aix, 262 p. :$$bill. ;$$c24 cm. 000284048 504__ $$aIncludes bibliographical references and index. 000284048 5050_ $$aGetting started with dollarization -- Value is a number -- Why dollarize? -- After the bubble burst -- Dollarization and selling your price -- Dollarization and selling something new -- Shortening the sales cycle -- Dollarization to protect and keep business -- Removing doubt in the seller's mind -- Dollarization to get a prospect's attention -- Dollarization and channel partners -- Dollarization and selling services -- Dollarization and marketing communications -- Pricing new products -- Dollarizing and market segmentation -- Dollarization in consumer marketing -- Dollarization and the commodity myth -- Dollarization and new product direction -- The mechanics of dollarization -- How to dollarize any benefit -- Developing dollarization data -- Making dollarization work with the customer -- Constructing the customer value file -- The dollarization doctrine : ten rules for successful dollarization. 000284048 650_0 $$aMarketing$$xManagement. 000284048 650_0 $$aSales management. 000284048 650_0 $$aValue added. 000284048 650_0 $$aConsumer satisfaction$$xEvaluation. 000284048 7001_ $$aGregory, Richard C.,$$d1965- 000284048 85200 $$bgen$$hHF5415.15$$i.F69$$i2004 000284048 85642 $$3Publisher description$$uhttp://www.loc.gov/catdir/description/wiley042/2004007665.html 000284048 85641 $$3Table of contents$$uhttp://www.loc.gov/catdir/toc/ecip0417/2004007665.html 000284048 909CO $$ooai:library.usi.edu:284048$$pGLOBAL_SET 000284048 980__ $$aBIB 000284048 980__ $$aBOOK 000284048 994__ $$aC0$$bISE