Going for the Green: Selling in the 21st Century

by Doug Peterson and Walter G. Meyer

Written in an easy-to-read novel format, Going for the Green Selling in the st Century is designed to motivate business professionals to out perform their competition. Simple steps are carefully... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0970690991
• ISBN13: 9780970690999
• Release Date: January 2002
• Publisher: LTI Publishing
• Length: 185 Pages
• Weight: 0.89 lbs.
• Dimensions: 0.8" x 5.8" x 8.8"

Customer Reviews

selling in the internet era

This book has given us new direction to our sells effort and how we think about selling. We are in a competitive enrironment and Going for the Green has given me a fresh look at how we should approach our selling. The book was engaging and extremly insightful in how we need to approach our customers today.

Easy to Read, Relevant Advice on Competing in Today's World

A great book on ways to "change your game" in today's highly competitive environment. Loved the way that this book is written as an easy to read novel, following the story of Sharon, a former high performing sales executive, who suddenly finds that the methods she has been using for years to sell her company's products, no longer serve her. Sharon learns that she must learn to develop great relationships with her clients at all levels of the customer's organization. She must be relentless in researching the customer, regarding their goals, challenges, and existing products, in order to develop "win-win" business solutions that create a differential advantage vs. her competition.It is obvious that Doug Peterson has considerable experience himself in helping others to create competitive advantage! Great Read!!

Finally a Book About Selling Steeped in Reality!

As a salespereson reading Going For The Green, the book takes you along a path of discovery and self analysis. Creating compelling business solutions and differentiating yourself and your organization is critical in selling today. Unlike most books about selling, Doug Petersen takes you on a real-as-life journey to sell the message that top performing salespeople must think stategically. The golf allegory helps bring meaning to the concepts outlined in the book and executive summaries at the end of each chapter serve as great reinforcement. A must read for salespeople who think they've mastered the sales process!

Novel Selling Course

Here's a great textbook that reads like a novel, and brings the professional selling experience into today's business environment. Even experienced sales people will benefit immensely from this easy reading journey paralleling the sales process and the game of golf. Readers will learn to be great playing partners, both on the links and in their corporate life. I've been selling for many years, and this book taught me a few new wrinkles. You'll not only be more successful, but you'll get to smell the flowers along the way.