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":"de1116c2f29a9daff449b8ad72533810","s":"cc9cfebbb20dd1c0"}