Newspaper article THE JOURNAL RECORD

Seminar Relates Business with Golf Course Behavior

Newspaper article THE JOURNAL RECORD

Seminar Relates Business with Golf Course Behavior

Article excerpt

CHICAGO (AP) - Don't fling that five iron - it might cost you a sale.

And if your prospective client refuses to take a penalty stroke for losing his ball in the rough, let him. But remember the guy's a cheat.

Such are the rules of Powergolf, the game of cutting deals on the links.

``Golf is not just a game - it's a business strategy,'' said Peter T. Braun, whose Powergolf seminars are aimed at corporate executives new to the game.

``We believe that knowledge of the rules and etiquette of golf are just as much good solid business tools as any negotiating skills or people-management skills that a person might have,'' Braun said.

The National Golf Foundation says the number of U.S. golfers more than doubled from 11.2 million in 1970 to 24.7 million in 1989 and that nearly 12 percent of them play for business reasons.

``I decided I really needed it to help me in my business. I wasn't able to participate in golf outings because I didn't play golf,'' said Mary Lee Montague, a sales and marketing executive for Chicago public television station WTTW who participated in the first Powergolf seminar last week in Chicago.

Montague typifies the audience Braun hopes to reach: novice golfers whose lack of knowledge about the game could undermine their ability to make an effective sales pitch or appear breezily confident while strolling down the fairway with a couple of potential clients and the boss.

``The overriding fear on the golf course is the fear of losing your cool under pressure,'' said Braun, who also runs U.S. Golf Systems Inc., a Chicago-based golf-equipment exporting company.

``Understanding the proper timing and proper ways to address business issues is going to increase their confidence and comfort. …

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