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":"a3baf77dc4df7281270813f1c26e7697","s":"05d19730be8a9c0c"}