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":"cf321bf6ad1202f6f15f4b76edec7e44","s":"9e0a0978e88c6be3"}