The Dollarization Discipline

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The Dollarization Discipline

Jeffrey J. Fox,Richard C. Gregory
The Dollarization Discipline Book PDF

Author : Jeffrey J. Fox,Richard C. Gregory
Publisher : John Wiley & Sons
Page : 274 pages
File Size : 46,6 Mb
Release : 2004-09-24
Category : Business & Economics
ISBN : 9780471694236

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The Dollarization Discipline by Jeffrey J. Fox,Richard C. Gregory Pdf

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.

The Dollarization Discipline

Jeffrey J. Fox,Richard C. Gregory
The Dollarization Discipline Book PDF

Author : Jeffrey J. Fox,Richard C. Gregory
Publisher : John Wiley & Sons
Page : 280 pages
File Size : 52,5 Mb
Release : 2004-09-03
Category : Business & Economics
ISBN : 0471659509

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The Dollarization Discipline by Jeffrey J. Fox,Richard C. Gregory Pdf

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.

The Sales Gurus

Andrew Clancy,Soundview Executive Book Summaries Eds.
The Sales Gurus Book PDF

Author : Andrew Clancy,Soundview Executive Book Summaries Eds.
Publisher : Penguin
Page : 376 pages
File Size : 42,6 Mb
Release : 2010-08-05
Category : Business & Economics
ISBN : 9781101437223

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The Sales Gurus by Andrew Clancy,Soundview Executive Book Summaries Eds. Pdf

Since 1978, Soundview Executive Book Summaries has offered its subscribers condensed versions of the best business books published each year. Focused, insightful, and practical, Soundview's summaries have been acclaimed as the definitive selection service for the sophisticated business book reader. Now Soundview is bringing together summaries of eighteen classic and contemporary sales books, including seven never-before-published summaries. Here, in one easy-to-digest volume, is just about everything you ever wanted to know about sales. The summarized titles cover every aspect of superior salesmanship from some of the most acclaimed and legendary sales gurus. For instance: Brian Tracy gives new and experiences salespeople additional ways to improve their numbers in Be A Sales Superstar. Tom Hopkins provides advice and encouragement to transform the average salesperson into a champion in How to Master the Art of Selling. Chet Holmes presents his twelve key strategies for doubling sales in any company in The Ultimate Sales Machine. Zig Ziglar bridges the past and present of sales strategy in Ziglar on Selling. John Maxwell explains The Winning Attitude. Marc Miller helps sales professionals eliminate the adversarial stigma in A Seat at the Table. The collective wisdom contained in The Sales Guru can help any salesperson on his or her journey to becoming a sales guru.

The Dollarization Debate

Dominick Salvatore,James W. Dean,Thomas D. Willett,Thomas Willett
The Dollarization Debate Book PDF

Author : Dominick Salvatore,James W. Dean,Thomas D. Willett,Thomas Willett
Publisher : Oxford University Press on Demand
Page : 491 pages
File Size : 48,8 Mb
Release : 2003
Category : Business & Economics
ISBN : 9780195155365

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The Dollarization Debate by Dominick Salvatore,James W. Dean,Thomas D. Willett,Thomas Willett Pdf

This book takes a global approach by discussing one of today's most controversial topics in business; dollarization. Since the collapse of the Soviet Union, and the formation of the Euro, many countries are debating whether or not a common currency is in their best interest.

Interpreting Keynes for the 21st Century

P. Davidson
Interpreting Keynes for the 21st Century Book PDF

Author : P. Davidson
Publisher : Springer
Page : 320 pages
File Size : 41,5 Mb
Release : 2007-07-12
Category : Business & Economics
ISBN : 9780230286559

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Interpreting Keynes for the 21st Century by P. Davidson Pdf

The 4th volume of Davidson's major contributions to the economics and policy debates of our times, this book contains articles, newspaper columns and papers that explain why Keynes's General Theory , as developed by Post Keynesian theorists, provides important policy implications for the economic problems of the 21st century global economy.

Kingdom of the Netherlands—Curaçao and Sint Maarten: Selected Issues

International Monetary,International Monetary Fund. Western Hemisphere Dept.
Kingdom of the Netherlands Cura ao and Sint Maarten Selected Issues Book PDF

Author : International Monetary,International Monetary Fund. Western Hemisphere Dept.
Publisher : International Monetary Fund
Page : 17 pages
File Size : 53,8 Mb
Release : 2021-08-25
Category : Business & Economics
ISBN : 9781513594460

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Kingdom of the Netherlands—Curaçao and Sint Maarten: Selected Issues by International Monetary,International Monetary Fund. Western Hemisphere Dept. Pdf

Selected Issues

Cambodian Economy

Hang Chuon Naron
Cambodian Economy Book PDF

Author : Hang Chuon Naron
Publisher : Institute of Southeast Asian Studies
Page : 597 pages
File Size : 53,7 Mb
Release : 2011
Category : Business & Economics
ISBN : 9789814311601

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Cambodian Economy by Hang Chuon Naron Pdf

"This monumental study, by arguably the most respected economic policymaker in the Cambodian government over the past decade, is a very welcome addition to the sparse literature on the Cambodian economy. It is destined to become the standard reference on economic development in post-conflict Cambodia. The volume's 25 chapters are grouped into nine sections: geography and population, the macroeconomic framework, the challenge of modernising agriculture, the challenge of industrialisation, services and infrastructure, human resource development, international economic relations and a conclusion. The content is encyclopaedic, with an immense amount of detail on practically every conceivable aspect of the country's development. Dr Naron is to be congratulated for fitting this admirable project into his extremely demanding 'daytime' job as the secretary of state in the Ministry of Economy and Finance, along with many other responsibilities. Among the many reasons to welcome its publication is its authentic Cambodian voice and perspective in a literature dominated by foreign researchers. A generation of scholars on the Cambodian economy and all those with an interest in the country are in his debt" (Asian-Pacific Economic Literature).

Mastering the World of Selling

Eric Taylor,David Riklan
Mastering the World of Selling Book PDF

Author : Eric Taylor,David Riklan
Publisher : John Wiley & Sons
Page : 548 pages
File Size : 51,8 Mb
Release : 2010-07-30
Category : Business & Economics
ISBN : 9780470651506

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Mastering the World of Selling by Eric Taylor,David Riklan Pdf

Of the 17 million people in the U.S. who are involved directly or indirectly in sales, many repeatedly acknowledge facing four major challenges: No prior sales education or training Lack of formalized sales training, resources, and methodologies provided by their companies Due to the recession and downsizing era, lack of 12-18 month professional sales training for new hires provided by Fortune 500 companies A consistent struggle to keep their sales force, distributors, manufacturers reps and affiliates motivated and focused on effectively selling their products and services Mastering the World of Selling helps companies and entrepreneurs overcome these four major obstacles with candid advice and winning strategies from the leading sales trainers and training companies in the world: Acclivus*AchieveGlobal*Action Selling*Tony Allesandra*Brian Azar*Baker Communications, Inc.*Mike Bosworth*Ian Brodie*Ed Brodow*Mike Brooks*Bob Burg*Jim Cathcart*Robert Cialdini PhD*Communispond, Inc.*Tim Connor*CustomerCentric Selling*Dale Carnegie*Sam Deep*Bryan Dodge*Barry Farber*Jonathan Farrington*Jeffrey Fox*Colleen Francis*FranklinCovey Sales Performance Solutions*Thomas A. Freese*Patricia Fripp*Ari Galper*General Physics Corporation*Jeffrey Gitomer*Charles H. Green*Ford Harding*Holden International*Chet Holmes*Tom Hopkins*Huthwaite, Inc.*Imparta, Ltd.*InfoMentis, Inc.*Integrity Solutions*Janek Performance Group, Inc.*Tony Jeary*Dave Kahle*Ron Karr*Knowledge-Advantage, Inc.*Jill Konrath*Dave Kurlan*Ron LaVine*Kendra Lee*Ray Leone*Chris Lytle*Paul McCord*Mercuri International*Miller Heiman, Inc.*Anne Miller*Dr. Ivan Misner*Michael Macedonio*Sharon Drew Morgen*Napoleon Hill Foundation*Michael Oliver*Rick Page*Anthony Parinello*Michael Port*Porter Henry*Prime Resource Group, Inc.*Neil Rackham*Revenue Storm*Linda Richardson*Keith Rosen*Frank Rumbauskas*Sales Performance International, Inc.*Sandler Training*Dr. Tom Sant*Stephan Schiffman*Dan Seidman*Blair Singer*Terri Sjodin*Art Sobczak*Drew Stevens, PhD*STI International*The Brooks Group*The Friedman Group*The TAS Group*Brian Tracy*ValueSelling Associates*Wendy Weiss&*Jacques Werth*Floyd Wickman*Wilson Learning*Dirk Zeller*Tom Ziglar*Zig Ziglar

Handbook of Business-to-Business Marketing

Lilien, Gary L.,Petersen, Andrew J.,Wuyts, Stefan
Handbook of Business to Business Marketing Book PDF

Author : Lilien, Gary L.,Petersen, Andrew J.,Wuyts, Stefan
Publisher : Edward Elgar Publishing
Page : 713 pages
File Size : 42,9 Mb
Release : 2022-07-15
Category : Business & Economics
ISBN : 9781800376878

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Handbook of Business-to-Business Marketing by Lilien, Gary L.,Petersen, Andrew J.,Wuyts, Stefan Pdf

This path-breaking Handbook is targeted primarily at marketing academics and graduate students who want a comprehensive overview of the academic state of the business-to-business marketing domain. It will also prove an invaluable resource for forward-thinking business-to-business practitioners who want to be aware of the current state of knowledge in their domains.

The Princeton Encyclopedia of the World Economy. (Two volume set)

Kenneth A. Reinert,Ramkishen S. Rajan,Amy Joycelyn Glass,Lewis S. Davis
The Princeton Encyclopedia of the World Economy Two volume set Book PDF

Author : Kenneth A. Reinert,Ramkishen S. Rajan,Amy Joycelyn Glass,Lewis S. Davis
Publisher : Princeton University Press
Page : 1329 pages
File Size : 55,9 Mb
Release : 2010-08-02
Category : Political Science
ISBN : 9781400830404

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The Princeton Encyclopedia of the World Economy. (Two volume set) by Kenneth A. Reinert,Ramkishen S. Rajan,Amy Joycelyn Glass,Lewis S. Davis Pdf

An essential reference to all facets of the world economy Increasing economic globalization has made understanding the world economy more important than ever. From trade agreements to offshore outsourcing to foreign aid, this two-volume encyclopedia explains the key elements of the world economy and provides a first step to further research for students and scholars in public policy, international studies, business, and the broader social sciences, as well as for economic policy professionals. Written by an international team of contributors, this comprehensive reference includes more than 300 up-to-date entries covering a wide range of topics in international trade, finance, production, and economic development. These topics include concepts and principles, models and theory, institutions and agreements, policies and instruments, analysis and tools, and sectors and special issues. Each entry includes cross-references and a list of sources for further reading and research. Complete with an index and a table of contents that groups entries by topic, The Princeton Encyclopedia of the World Economy is an essential resource for anyone who needs to better understand the global economy. More than 300 alphabetically arranged articles on topics in international trade, finance, production, and economic development International team of contributors Annotated list of further reading with each article Topical list of entries Full index and cross-references Entry categories and sample topics: Concepts and principles: globalization, anti-globalization, fair trade, foreign direct investment, international migration, economic development, multinational enterprises Models and theory: Heckscher-Ohlin model, internalization theory, New Trade Theory, North-South trade, Triffin dilemma Institutions and agreements: European Union, International Monetary Fund, World Trade Organization, World Bank, Doha Round, international investment agreements Policies and instruments: dollar standard, international aid, sanctions, tariffs Analysis and tools: exchange rate forecasting, effective protection, monetary policy rules Sectors and special issues: child labor, corporate governance, the digital divide, health and globalization, illegal drugs trade, petroleum, steel

Smart Calling

Art Sobczak
Smart Calling Book PDF

Author : Art Sobczak
Publisher : John Wiley & Sons
Page : 290 pages
File Size : 52,7 Mb
Release : 2020-06-23
Category : Business & Economics
ISBN : 9781119676720

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Smart Calling by Art Sobczak Pdf

Master cold-calling and eliminate rejection forever In the newest edition of Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling, celebrated author and sales trainer, Art Sobczak packs even more powerful insight into what many people fear: prospecting by phone for new business. This best-selling guide to "never experiencing rejection again" has consistently found its way into the Top 20 in Amazon's Sales category, because its actionable sales tips and techniques have helped many minimize their fears and eliminate rejection. The newest edition builds upon the very successful formula of the last edition to help sales professionals take control of their strategy and get more yeses from their prospects. With new information, this info-packed release provides powerful sales insights, including: The foundational concepts of cold calling, featuring real-life examples you can carry with you into your sales career Multiple case studies and messaging from successful salespeople across the globe, providing even more insight into what works and what's a waste of your time New methodologies that are proven to push you past your fear and into the world of successful prospecting Free access to Art Sobczak's Smart Calling Companion Course, where he builds on the many techniques and strategies in the book, and will update it with new material and tech resources so that you will always have the current best practices and tools. If you're failing to convert your prospects into dollars, Smart Calling will help you push past the obstacles holding you back until you're an expert at taking a "no" and turning it into a "yes."

Rain

Jeffrey J. Fox
Rain Book PDF

Author : Jeffrey J. Fox
Publisher : John Wiley & Sons
Page : 212 pages
File Size : 43,5 Mb
Release : 2009-02-04
Category : Business & Economics
ISBN : 9780470448144

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Rain by Jeffrey J. Fox Pdf

RAIN is the first business parable written by bestselling business book author Jeffrey J. Fox. The parable follows a young New England paperboy, named Rain, as he learns the business of being in business and quickly becomes the best paperboy in town. Through a series of humorous poignant vignettes, Jeff illustrates forty "rainmaker" business lessons that can be applied to not only paperboys, but anyone in business and sales. Rain's time as a paperboy proves to be just as valuable as getting an MBA. As with Jossey-Bass' popular Lencioni business fables, the format for Rain includes an actionable business model at the end of the book with instant takeaways and practical advice.

How to Become a Rainmaker

Jeffrey J. Fox
How to Become a Rainmaker Book PDF

Author : Jeffrey J. Fox
Publisher : Hachette Books
Page : 118 pages
File Size : 50,9 Mb
Release : 2001-12-01
Category : Business & Economics
ISBN : 9780786870288

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How to Become a Rainmaker by Jeffrey J. Fox Pdf

Rainmakers are not born. They are made. And Jeffrey Fox's powerful How to Become a Rainmaker will get you there. Now Updated and with New Success Tips! Filled with smart tips given in the Fox signature style, counter-intuitive, controversial, and practiced, this hard-hitting collection of sales advice shows readers how to woo, pursue, and finally win any customer. In witty, succinct chapters, Fox offers surprising, daring, and totally practical wisdom that will help readers rise above the competition in any company in any field. A terrific resource for CEOs, as well as anyone looking to distinguish themselves in sales--be it books, cars, or real estate--How to Become a Rainmaker offers the opportunity to rise above the competition in any company, in any field.

How to Become CEO

Jeffrey J. Fox
How to Become CEO Book PDF

Author : Jeffrey J. Fox
Publisher : Hachette Books
Page : 111 pages
File Size : 53,8 Mb
Release : 2001-09-01
Category : Business & Economics
ISBN : 9780786871056

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How to Become CEO by Jeffrey J. Fox Pdf

Vision, persistence, integrity, and respect for everyone in the workplace--these are all qualities of successful leaders. But Jeffrey J. Fox, the founder of a marketing consulting company, also gives these tips: never write a nasty memo, skip all office parties, and overpay your people. These are a few of his key ways to climb the corporate ladder.

Pricing and the Sales Force

Andreas Hinterhuber,Stephan M Liozu
Pricing and the Sales Force Book PDF

Author : Andreas Hinterhuber,Stephan M Liozu
Publisher : Routledge
Page : 248 pages
File Size : 50,5 Mb
Release : 2015-09-16
Category : Business & Economics
ISBN : 9781317648376

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Pricing and the Sales Force by Andreas Hinterhuber,Stephan M Liozu Pdf

Pricing and the Sales Force is the first book to link pricing strategy and the sales force together. Pricing strategy is now well established as an important means of driving profits for many organizations. Countless companies are now mastering price-setting. But what about "price-getting" – converting those list prices into the realized sales, and as a result, greater profitability? This is the domain of the sales force. A selection of the world’s leading specialists explore different aspects of sales force and pricing strategy integration: introduction: overview on the state of the art; building key capabilities: best practices for building sales force capabilities in pricing and value quantification; engaging the sales force: driving organizational change processes with the sales force; designing effective selling processes: designing and implementing processes that enable superior performance, and; aligning sales force incentives and building the infrastructure: insights into how to align sales force incentive schemes; tools and instruments to enable the sales force to perform. The third in Hinterhuber and Liozu’s successful pricing series, this book is essential reading for pricing strategy and sales scholars and practitioners.