By Jim Taylor, Stephen Kraus and Doug Harrison
Chapter Five: Theory into Practice: Thirteen Expressions of Passion in Selling
“An ounce of action is worth a ton of theory.”
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","iv":"542bb7d2a847fe3cbe1f0d06874b72b1","s":"f7d9015add58b788"}