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

  • ID: 2210510
  • Book
  • 272 Pages
  • John Wiley and Sons Ltd
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"GE people realize that our job is to help our customers make money. Dollarization thinking helps us do that."

–Damian A. Thomas, General Manager and Corporate Sales Leader

General Electric Company

"THE DOLLARIZATION DISCIPLINE demystifies the often misused term ‘value,’ and shows how to become a thought partner and sell the true worth of your offering. This book will pay for itself many times over."
–Anthony Parinello, Author, Selling to Vito and Getting the Second Appointment

"Strategic marketing begins with an understanding of how a business creates economic value for its customers. This is a core focus for PPG businesses, and THE DOLLARIZATION DISCIPLINE creatively demonstrates how this thinking can be applied to all aspects of sales and marketing."
–Dennis A. Kovalsky, Vice President, Automotive Coatings PPG Industries

"Read this book and do what it says. Your customers, and your employer, will thank you for it."
–John Chickosky, Vice President, FTS Systems

"A must–read for any business looking to improve sales growth, profitability, and customer retention."
–Dean Graham, Managing Director, CapitalSource Inc.

"THE DOLLARIZATION DISCIPLINE presents powerful concepts with practical implementation ideas. Businesses large and small will benefit from putting Dollarization to work."
–John Vander Vort, Director, Private Markets Group
DuPont Capital Management

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Introductory Notes.


Chapter 1. Getting Started with Dollarization.

Chapter 2. Value Is a Number.

Chapter 3. Why Dollarize?

Chapter 4. After the Bubble Burst.


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.


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.


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.



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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.

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