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":"67b90db82f5a150954175c418c5e0dc3","s":"f421fec6d9879a83"}