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":"9d588ddb6c448d28d6388e1701b07fa0","s":"21e4ad0b7b7274d2"}